Its time for network marketing

Lou Abbott, Margie Aliprandi, Robert Allen, Scott Allen,
Jim Bartlett, Richard Brooke, Bob Burg, Art Burleigh, Corey Citron,
Leonard Clements, Anthony Diaz, Michael Dlouhy, Steve Dom,
John Milton Fogg, Monique Gallagher, Jim Gillhouse, Lim Eng Hai,
Art Jonak, Nicki Keohohou, Robert Kiyosaki, Kim Klaver,
Brian Klemmer, Terri Levine, Mike Lewis, Linda Locke,
John David Mann, Jillian Middleton, Kathi Minsky, Warren Nelson,
Rod Nichols, Shelley Penney, Paul Zane Pilzer, Mike Potillo,
Paula Pritchard, Bob Proctor, Lorna Rasmussen, Kimberly Rhodes,
Kathy Robbins, Teresa Romain, Tony Rush, Tim Sales,
Tom Schreiter, Bo Short, Roberto Torres, Ty Tribble, Jackie Ulmer,
Dr. Denis Waitley, Diane Walker, Wendy Weiss, Lisa Wilber,
Dennis Williams, and Mark Yarnell

It’s Time... for Network Marketing
The most remarkable form of free enterprise ever created
Copyright, Creative Commons License and Publishing Information
© Copyrights 2007 All rights reserved by the authors: Lou Abbott,
Margie Aliprandi, Robert Allen, Scott Allen, Jim Bartlett, Richard Brooke,
Bob Burg, Art Burleigh, Corey Citron, Len Clements, Anthony Diaz,
Michael Dlouhy, Steve Dom, John Milton Fogg, Monique Gallagher,
Jim Gillhouse, Lim Eng Hai, Art Jonak, Nicki Keohohou, Robert Kiyosaki,
Kim Klaver, Brian Klemmer, Terri Levine, Mike Lewis, Linda Locke,
John David Mann, Jillian Middleton, Kathi Minsky, Warren Nelson,
Rod Nichols, Shelley Penney, Paul Zane Pilzer, Mike Pottillo, Paula Pritchard,
Bob Proctor, Lorna Rasmussen, Kimberly Rhodes, Kathy Robbins,
Teresa Romain, Tony Rush, Tim Sales, Tom Schreiter, Sue Seward, Bo Short,
Roberto Torres, Ty Tribble, Jackie Ulmer, Dr. Denis Waitley, Diane Walker,
Wendy Weiss, Lisa Wilber, Dennis Williams, and Mark Yarnell
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The most remarkable form of free enterprise ever created
Edited by John Milton Fogg
Copyedited and Proofed by Claudia Volkman
Book Design and Layout by Tom Bellucci
Published by Leonard Clements, MarketWave, Inc.
and Monique Gallagher, Highest Potential

xi Foreword
1 Lou Abbott
To Live, to Love, to Learn... to Leave a Legacy
5 Margie Aliprandi
It’s Not Just the Money
11 Robert Allen
An Open Letter from New York Times Best-Selling Author,
Robert Allen
23 Scott Allen
What’s So Special About Network Marketing?
27 Jim Bartlett
Put a Price Tag on That... If You Can
31 Richard Brooke
Network Marketing: The Four-Year Career™
35 Bob Burg
The Blessing of Free Enterprise Is that Everyone Benefits!
41 Art Burleigh
Travel Isn't a Luxury— It's Homework for a Meaningful Life
51 Corey Citron
What’s So Great About Network Marketing?
55 Leonard Clements
The Four Greatest Fears of Starting Your Own Business
63 Anthony Diaz
Abide & Abound
67 Michael Dlouhy
The #1 Most Motivating Benefit of MLM
73 Steve Dom
Full-Time Income Working Part-Time
77 John Milton Fogg
The People's Franchise
89 Monique Gallagher
Network Marketing: A Divorced Woman’s Hope
97 Jim Gillhouse
Why I Think Network Marketing Is a Perfect Opportunity For
Anyone In The Military
103 Lim Eng Hai
Celebrating Network Marketing—The Business of Uplifting
People
CONTENTS
vii

111 Art Jonak
The Freedom To...
121 Nicki Keohohou
You CAN Have It All in This Amazing Profession
125 Robert Kiyosaki
Rich Networker Poor Networker
135 Kim Klaver
A Chance to Make Money Doing Something I Love
143 Brian Klemmer
The Greatest Thing About Network Marketing
149 Terri Levine
Talk About a Win-Win-Win!
157 Mike Lewis
It Must Be a Cold Day in Hell... Right?
161 Linda Locke
Women Plus Network Marketing: A Perfect Match
167 John David Mann
Cutting a New Path
177 Jillian Middleton
Myths and Legends
187 Kathi Minsky
Leaders Made Here
195 Warren Nelson
What if...
201 Rod Nichols
The Most Remarkable Business
205 Shelley Penney
It’s Not the Marketing...It’s the Network
211 Paul Zane Pilzer
The Next Millionaires
227 Mike Potillo
The Key to Success
231 Paula Pritchard
Stay the Course Long Enough to Discover the Magic for
Yourself
237 Bob Proctor
The Network Marketing Success Puzzle
It's Time... for Network Marketing
viii

245 Lorna Rasmussen
What if...
251 Kimberly Rhodes
A Level Playing Field and a Great Game to Play
259 Kathy Robbins
My Best Decision
265 Teresa Romain
It’s Not the “Big” Money. It’s the “Little” Money...
271 Tony Rush
Passive, Recurring Income and Leverage
277 Tim Sales
Network Marketing Is an Organic Business
281 Tom Schreiter
So, How Ugly Can Your Relatives Be?
285 Bo Short
Network Marketing Can Provide a Venue for You to Become a
Great Leader
293 Roberto Torres
Lifestyles of the (Virtual) Rich and (Not So) Famous
299 Ty Tribble
MLM Goes Mainstream
303 Jackie Ulmer
The Business of Hope
309 Dr. Denis Waitley
The Biggest Business Trend in Business History
317 Diane Walker
Never, Ever Quit
327 Wendy Weiss
Is Network Marketing Selling?
333 Lisa Wilber
The Power To Amaze Yourself
339 Dennis Williams
Network Marketing. It Almost Sounds Like a “Fairy Tale”...
343 Mark Yarnell
My Passion for Network Marketing
348 Acknowledgements
ix

FOREWORD
BY JOHN MILTON FOGG
xi
It’s
Time...
for
Network
Marketing
... the most remarkable form of
free enterprise to get the respect
and recognition it deserves.
It’s Time... network marketing
went beyond being accepted.
It’s Time... network marketing
became truly admired.
There’s a whole new way of doing business happening all
around the world. Literally, a transformation is taking place
in the way people buy and sell everything. At the same
time, there’s a radical transition in what people are willing and
able to do to earn a living today. You see it everywhere. You can
feel it... everywhere. Everything’s changing fast.
Blame the Internet most of all.
Thank the Internet most of all.
Network marketing is leading this transformation.
The “others” will have to follow or get out of our way.
Network marketing is all about doing things differently.
“Business as unusual” is what we’re all about.
We are “business for the rest of us” and
the number of “us” is growing by more
than 70,000 new people around the world
every day!

It's Time... will once-and-for-all set the record straight about
what makes this business of ours so different... and so remark-
able.
It's Time... will show why more and more people are noticing
what a brilliant business model this is (and this book will have
even more people than ever sit up and take notice).
It's Time... will silence the critics who call our industry a farce
and give voice to the real people who know the truth: network
marketing is a force. It’s life-changing, and it’s unstoppable.
It’s Time... network marketing went
beyond accepted.
It’s Time... network marketing became
truly admired.
Network marketing is the leading edge of free enterprise....
(Not just “on” the leading edge.” It IS the leading edge.)
And the world doesn’t know it—yet.
Network marketing is the most powerful and persuasive way to
introduce consumers to new products and services they don’t
know exist.
Network marketing turbocharges person-to-person (P2P),
word-of-mouth recommendations by brilliantly adding an
incentive/reward compensation program.
Network marketing is the business model where relationships
rule.
xii

It’s...
q the only real, level, commercial playing field open to
anybody regardless of age, sex, race, education, or past
success...
q the best way for ordinary people to achieve
extraordinary income...
q the only business structure designed to build successful
organizations through cooperation, not company politics
and competition...
q the proven, affordable “People’s Franchise”...
q the only business system that encourages you to
creatively “do it the best way for you” and succeed...
q the best choice today for the growing number of “termi-
nally unemployable” entrepreneurs and intrapreneurs...
q the authentic, intelligent, credible, moral business design
that pays you what you are truly worth...
q the business model that provides both time and financial
freedom...
q the business that lets everyone in on the “secret” of
leveraged, residual income...
q the business that lets everyone in on the “secret” of
loverage, of contribution, of making a difference for a
living...
q the business that has changed millions of people’s lives
for the better forever...
Successful network marketers know all of that. And now...
It’s Time... everybody knew it!
Enjoy the book.
I appreciate you.
John Milton Fogg
Crozet, Virginia
Foreword
xiii

To live, to love, to learn, to leave a legacy.... Those life
activities, according to Stephen Covey, are the four basic
needs and motivations of every human being... of every
one of us. When we live a life that addresses all four, we are
empowered. We have boundless energy. We are fulfilled. We
live a great life.
More often than not, however, our lives end up differently. We
get caught up in “the thick of small things.” Yes, we are alive,
but only barely it seems, as we go to work, pay the bills, care
for our families, and eke out an existence.
Hardly a great life, yet almost all of us have been there.
I remember worrying about that when I was about seventeen
years old. I was thinking about college and what I would do
with my life, where I might like to go with it, when a very
sobering thought occurred to me. I’ll never forget that moment.
I looked forward in time to that day I would be lying in bed
with only hours remaining of my life.
1
LOU ABBOTT
To Live,
to Love,
to Learn...
to Leave a
Legacy
The good news is that the
network marketing industry keeps
getting better and better.
Professionals in the industry are
demanding more from themselves
and from the companies they
work with.

“What if,” I thought, “in that final hour, I
looked back over my entire life and, with
no time left to change anything, realized
that I had missed the point of it all?”
I have never forgotten that frightening possibility.
By contrast, it seemed like my father had it all figured out. At
age ten, he knew he wanted to be an attorney. He studied hard,
put himself through college, and graduated well from the USC
law school.
For his whole life, he loved his profession. It held great
meaning for him. It allowed him to live comfortably, to work
with love and passion, to constantly be learning, and I think
when it was all over, he felt he had made a difference, that he
had left a legacy. He found a profession and with it, he found
the vehicle that would give him his “voice” in the world.
And, to my recollection, he never lost a case.
I was not so fortunate. I did go to a great university—for a
couple of years anyway. But I didn’t find my direction there.
When I went to work, I quickly came to the conclusion that an
hourly wage, even a good one, wasn’t very fulfilling either. I
started several businesses. Each one gave me a chance to learn
and do new things. That was fulfilling... at least for a while.
It wasn’t until February 1997 that I found the profession that
would allow me, in fullest measure, to live, love, learn, and
leave a legacy.
It was at the first network marketing convention I ever attended.
I particularly remember the personal story of one of the leaders
that spoke that day. Rick Petersen recalled how he had reached
the end of his financial rope. He and his wife had evidently
2

made some bad decisions. There was no income coming in—I
don’t remember why—and they were thinking they had to sell
their second car in order to buy food. The problem is, they had
already sold their first car and were living in the second one.
That’s when Rick found this particular network marketing
opportunity. Somehow, he dug deep for the courage and
conviction. He drew a line in the sand and started a new life.
By the time I heard him tell his story, only a few short years
later, he was earning a serious six-figure annual income, had
built his dream house, and was living not only a new life, but
a great life. His tears of gratitude on stage that day touched
many hearts. I began to appreciate how incredibly valuable
an opportunity can be, at least for those who willfully and
courageously embrace it. His story changed my life.
What I saw, and many others have seen since, was a vehicle
where I could earn a great living—the upside potential was, in
fact, unlimited. What could I do if money were no object? I
saw a profession where I would learn and grow constantly. I
found a place where I would be surrounded with positive
people, people who don’t see problems, only challenges to
meet and conquer, people with whom I could form relation-
ships that could last the rest of my life.
And, most importantly...
I found a place where I could make a real
difference to others, to help people
change their lives and find new hope and
new direction.
Finally, for the first time, at age forty-two, I knew the profession
that I wanted to embrace. It was network marketing.
The good news is that the industry keeps getting better.
Professionals in the industry are demanding more from
3
To Live, to Love, to Learn... to Leave a Legacy

themselves and from the companies they work with.
This has become my mission: To set, teach,
and model the highest standards so that
the reputation of network marketing will
be what it truly deserves to be: a noble
profession.
This noble profession of network marketing has:
q Allowed me To Live more abundantly than I ever could
have otherwise—to have more options, more choices
and more freedom.
q To Love more fully and express that in ever widening
circles.
q To Learn about myself and others, about what is really
possible to do in life, and how powerful our minds and
belief systems are…
And most fulfillingly, through network marketing I have found a
way To Leave a Legacy.
Lou Abbott started in network marketing with a brief participation in
Amway 30 years ago. A self-employed entrepreneur from age 21, now
at age 51, Lou has built many successful businesses including rising to
the top 1% or better with his successful network marketing company.
Lou’s useful, info–rich website provides services and reference
material for the professional network marketer.
To learn more about Lou and his mission, visit his website at:
http://MLM-TheWholeTruth.com
4

There is no question that the lifestyle of a career network
marketer is enviable. I love my life, and I love network
marketing. I believe, however, that the most important
thing that happens to us in network marketing is not necessarily
what we achieve or accumulate, but what and who we
become.
If we embrace its principles, network marketing forces us to
grow our strength of character and professionalism in order to
grow a business. This growth evolves naturally from leaving our
comfort zone, motivating ourselves to become the best that we
can be, and helping others do the same.
Unlike the corporate business model where employees depend
on the employer and where people must compete with each
other in order to advance, the network marketing model
encourages people to take initiative and help each other to
reach mutually beneficial goals. The wealth you create is
proportional to the number of people you help, how well you
do it, and what they do about it.
5
It’s
Not
Just
the
Money
I’m convinced no other business
model could have given me the
lifestyle I enjoy today. And the
dear friendships I’ve developed
with people around the world
adds a richness and texture to my
life that’s beyond compare.
MARGIE ALIPRANDI

So network marketing, more than
anything I know, empowers people to
contribute and make a difference. And I
believe that in the final analysis, the
difference you make is what counts.
When we leave here, we leave the money behind. But we take
with us who we’ve become and the positive influence we’ve
had in the lives of others.
This personal growth stuff is really exhilarating. I can tell you,
I’m not even remotely the same person who joined this
business back in 1989. Living in Utah meant being pitched on
every new thing that came along. So I had to overcome a huge
resistance to network marketing. My dad was a distributor for
the “granddaddy of all networking companies” and repeatedly
tried to recruit me. Once, out of exasperation, I told him “I’d
rather clean toilets than do that kind of thing!”
That attitude changed when I came across the one and only
company I’ve been with for seventeen years now.
I joined because I’d fallen passionately in
love with a product, and that made me
see network marketing for what it’s really
supposed to be.
I began with no particular qualifications except determination,
which is another great thing about network marketing. Desire
and drive go a long way. As for me, I had no previous network
marketing experience—I was a music teacher. I was newly
divorced with three very small kids, a big mortgage on a new
home, and no money to start a business. Just those kids alone
would be three reasons for some people to say they would
NOT do this business. But I knew that my children were the
reason why I MUST do it. Somehow I could see the big picture
6

of where I could go with it, and for starters I needed to save our
home.
The product I fell in love with was the type of thing that
needed to be demonstrated, so I decided to hold home
meetings. I invited a ton of people to my first meeting. Only
four came, but two of them joined. I thought to myself, “This is
all right! I can see there’s a ratio here! If I invite enough people
and half of them join, this is going to be good! I can already
see the light at the end of the tunnel!”
So I doubled my efforts. The following
week I invited twice as many people, and
nobody came.
But I persisted. Within a matter of months there were
100-150 people hanging over the banisters and standing in the
doorways of my home waiting for a demonstration in our
Tuesday night meetings. I was doing home meetings almost
every night, and sometimes two or even three in a single night.
Within one year, I was making as much money in a single
month as I would have in an entire year teaching school. When
I began with my company, they were doing $28,000 a month
worldwide. Within fourteen months, we were doing $2 million
a month in my group alone, and I made my first million dollars
by the time I was thirty-five. Now, you tell me how I could have
done that in any other business.
If you have a willingness to do whatever it takes, you can
achieve financial freedom in network marketing. And what is
required of one person for success may not be the same for
another.
Building a network marketing business is similar to planting a
garden. You’ve got to sow a lot of seeds and you’ve got to plant
them all the time. You can’t just plant one and think it’s going to
7

feed you for a lifetime. Nor can you expect your seeds to pro-
duce an instant harvest. There’s a sowing season and a
reaping season. It takes time for seeds to mature and you have
to have the right elements to cultivate and grow them. Of
course, this timeless principle goes hand-in-hand with the idea
of tenacity and persistence and hanging in there.
Once I drove from Utah for thirty hours to plant some seeds in
Louisville, Kentucky. Nobody at that meeting is still with me,
but they signed up some people, who signed up some people,
who signed up some people who did stay. Seventeen years later
those people are adding $20,000 per month to my residual
income.
A single seed I unwittingly planted in New York City is quite
another story. This meeting seemed destined to be a disaster.
The cab driver got lost, so I was thirty minutes late and really
sweating it. The hosts had barely managed to hold things
together and the atmosphere was heavy with the audience’s
irritation. When I finally got up to the front I could see there
was no way I could retrieve this crowd. So I gave a very short
presentation and said I’d stay for any questions. A few people
came up to me. One was a Russian gentleman. He shook my
hand, and through a very thick accent told me he was going to
take the business to Russia!
At that point in my network marketing career, I had learned not
to take grand promises like that seriously. So I just kind of shook
his hand and patted him on the back and said, “That’s great!
Yeah, why don’t you do it? Why don’t you take this to Russia!”
A few months later I noticed these names I couldn’t pronounce
on my commission report. Soon there were pages and pages of
them. At one point, I had over 500,000 Russian distributors on
my team. Half a million people!
You just never know, do you? You do one
8

meeting and no one comes, you do
another and you sponsor a nation.
Network marketing creates more stories like mine than any
other business.
Today my company is well on its way to $1 billion in annual
revenues. I have networking teams in twenty-three countries,
and among them are more friends for life than I can count.
Because of network marketing, despite my humble beginnings,
I’ve been able to give my children everything they need and
more, including private school and travel around the world.
Each of my children has been able to travel with me
throughout Europe, Australia, Japan, and Southeast Asia.
We’ve been diving together in the Red Sea, hugged dolphins
in crystal blue Caribbean water, ridden elephants in
Thailand, and camels in Egypt. How can you put a price on
these kinds of experiences?
But most importantly, I’ve been able to give them my time in an
environment where we’re not worried about how the bills will
be paid and we can focus on something besides basic
survival.
I’ve been able to live my life my way. I
can do what I want, when I want to do it!
And it’s not just the money. The part I value the most is my own
personal growth and the tremendous satisfaction that comes
from being able to help others grow too.
You might be thinking, “Sure, easy for you to say—it’s not the
money—because you have the money.”
Nope. I hold that growing part most precious.
9

It’s the mental muscle and the emotional
maturity that I value most of all. It’s not
what you accumulate. It’s what you
become, and what you help others to
become.
To me, network marketing is as much about personal growth as
it is financial growth. It’s also about seeing the big picture,
and holding a vision of what’s possible even when your team
members can’t see it for themselves—yet.
I’m convinced no other business model could have given me
the lifestyle I enjoy today. And the dear friendships I’ve devel-
oped with people around the world adds a richness and texture
to my life that’s beyond compare.
Margie Aliprandi, with one and only one company, Neways, for
seventeen years, has a networking organization of “a few hundred
thousand” around the world. She’s achieved walk-away income and
has no intention of walking away. She’s too in love with her products
and people for that. Margie has become one of the most respected and
successful leaders not only in Neways—she became the first Crown
Diamond Ambassador in North America—but also the MLM industry.
Margie has served on the Cancer Prevention Coalition Board of
Directors since 1999 and also serves as the Coordinator of International
Offices for the CPC. She has produced and recorded several
motivational and training audio tapes, and is a sought after speaker.
Margie is also the leading force behind My Mind Makeover, an
easy-to-use fully customizable software program that enables you to
create empowering affirmations in your own voice with your own
choice of music, to change your life for the better forever.
(Check it out at http://MyMindMakeover.com)
You can learn more about Margie, and take advantage of her resource-
rich website here: http://CrownDiamond.net
10

ot a few minutes?
I think it will be worth your time.
Let’s chat about financial freedom—as in your financial free-
dom.
I believe that each of us needs multiple streams of income—
real estate, mutual funds, internet marketing, to name a few.
But high on the multiple streams short-list is the opportunity of
network marketing. It really is the “Ultimate Money Machine."
Network marketing is probably the least
understood, most maligned business
opportunity in the world.
And the fault for this misunderstanding lies directly in the lap of
many of the people in the network marketing industry itself.
That’s right. Network marketing is great. But amateur network
11
ROBERT ALLEN
An Open
Letter
from New
York Times
Best-
Selling
Author,
Robert
Allen
It’s time that a few leaders
stepped up and brought network
marketing out of its dark cocoon
into a new butterfly reality.
Wanna play? Wanna be one of
them? It won’t be easy. But it’ll be
worth it. Let’s earn a huge stream
of excellent, enlightened income
together and transform our own
lives and the image of network
marketing forever.
G

marketers are fouling the nest and costing you and me a
fortune.
Before I continue, I’m assuming that you know what network
marketing is. If you’re like me when I first was approached
about network marketing (and who hasn’t been?) I had some
preconceived notions that were, at best, inaccurate. For twenty
years I kept saying “no” to network marketing based upon what
I thought network marketing was.
And what did I think? I thought it was a low class way for
small-minded people to make a few extra bucks by harassing
their friends and family into buying garage loads of expensive
products.
Frankly, that’s the way old style multilevel marketing used to be
thirty or forty years ago. You know what they say about “first
impressions?” Hard to overcome. So when anyone approached
me about network marketing, that old MLM image was stuck in
my head.
But thank heaven for a family friend. And I mean that literally—
Thank Heaven! Collette Larsen was a godsend. She was a close
friend that acted like a true friend. She would not let that old
MLM image stay stuck in my mind.
She knew I was stubborn, maybe a bit
arrogant, certainly skeptical, and probably
a bit fearful. I saw myself as a classy,
professional guy that wouldn’t be
caught dead getting involved in some
fly-by-night business opportunity.
She patiently loved me and my wife into the “real” vision of
network marketing…gently deflecting my MLM diatribes until I
finally agreed to take a more serious look.
12

And what I saw quite literally stunned me. It wasn’t
ANYTHING like I had thought. When I researched the major
players—the companies that had been around for five, ten,
fifteen, twenty years—I could see why they had staying power.
These were classy, successful companies with incredible
products at reasonable prices. What’s more, as a bonus, their
ordinary consumers were offered a way to create extraordinary
streams of income… residual income (i.e., money while you
sleep) for sharing these products with interested others.
Then my wife and I launched our own networking business
and, as they say, the rest is history. We worked our way straight
to the top and have been in the top ten income earners for
almost ten years. The money was (and still is) great. The experi-
ence was (and still is) magnificent. Our company was (and still
is) peopled by some of the smartest, nicest, classiest people I’ve
ever met anywhere.
Network marketing is certainly not my
only stream of income, but it certainly is
my most favorite. I prefer to call myself
an author (it has a nice ring to it), but
professional networker is a close second.
I’m a big believer in entrepreneurship and the virtues of
freedom. In network marketing, I found an industry that leveled
the entrepreneurial playing field. Rather than starting a
business from scratch (with the high cost of entry and exit),
entrepreneurs could let someone else manage the hard parts of
the business—product creation, warehousing, distribution,
employee benefits, equipment leasing, property acquisition,
etc.—so they could concentrate on marketing the products and
earn substantial streams of income for doing it.
When done right, network marketing is an enlightened, inex-
pensive way of getting more people involved in entrepreneur-
ship and ultimately, in controlling their own financial destinies.
13
An Open Letter from New York Times Best-Selling Author, Robert Allen

That’s the good part.
Here’s the ugly part.
By leveling the playing field—removing the barriers, lowering
the bar—network marketing has attracted an amateur class of
people—a get-rich quick crowd of hustlers and fast-talkers try-
ing to make a killing from their downlines and ultimately killing
the reputation of our wonderful industry.
And that really frosts me. I’m upset.
I think it’s time we took back our industry from these amateurs.
Or at least trained them better.
Every profession has its code of ethics and standards of practice
and certification. Doctors earn their diplomas. Lawyers have to
pass the bar. Pro athletes have to make the team. That’s what
makes them professional.
It’s time that networkers adhered to their own standards of
excellence and professionalism.
If I could wave a magic wand and transform this industry, it
would be to adopt a new professional designation of entrepre-
neurial excellence: “The PEN.” The Professional Enlightened
Networker.
To earn the PEN, a beginning networker would agree to adhere
to a Code of Commitments. At the very least, here are five areas
of commitment.
I commit to tell the truth.
I hate it when I hear someone talk about how easy it is to build
a fortune in network marketing. Easy money! That’s a lie. A flat-
out lie. There is no easy money in this or in any other business.
It’s going to be hard yards from day one. Don’t come in if you
think the money will be easy. Stay away. It’ll be cheaper—for
14

all of us. Come in only after you understand the costs. My wife
and I worked hard to build our downlines. It took several years.
But now that the residual streams of income are pouring in, it’s
been the most lucrative thing we’ve ever done.
This is the truth:
It will be harder than you think. It will
take longer than you hope. It will cost
more that you want. But when you
succeed, it will be worth more than you
can possibly imagine.
Can you handle the truth?
I commit to plant realistic expectations.
There is so much disappointment with amateur networkers
because their expectations are out of whack. After all, this IS
marketing. And any professional marketer will tell you that it’s a
numbers game, and the numbers are extremely low. In other
words, a direct mail letter will rarely find more than one in
two hundred people willing to pull out a credit card and buy
something. One in a hundred is an excellent response. Two or
three in a hundred is incredible.
But beginning network marketers are encouraged to make a list
of their hundred top friends with the expectation of signing up
a bunch of them! Unrealistic! One sharp new associate out a
hundred close friends would be an excellent response—even if
you have the most exciting product on the planet. Two would
be excellent. But if a person is not taught the true numbers,
they run off to sponsor a few friends and find ninety-nine
rejections staring them in the face. After twenty solid rejections,
they quit and blame the industry of network marketing. “It just
doesn’t work!” “It’s a scam!”
I’ll tell you what’s a scam—an amateur who plants the
15

unrealistic expectation that talking to a few close friends is all
that it takes.
Finding good, solid business associates is
HARD. I would rather people expect that
it will be hard. Maybe the hardest thing
they’ve ever done.
Then, if they discover that it’s a bit easier than that, they’re
encouraged. They want to forge ahead, through the tough stuff,
until they succeed. And success is SO SWEET!
I commit to appreciate the real value of residual income.
If it’s slow and hard, just how much income can you earn at
this?
That depends on you: An extra $1,000 a
month. $1,000 a week. Maybe even
$1,000 a day!
Now let’s compare this to incomes from the “non-networking”
world. It takes a doctor at least ten years of study and training
to become a physician. The average doctor graduates with over
$100,000 in tuition debt. It takes several more years for them to
be earning up to $365,000 a year, or $1,000 a day. That’s a
marathon with a big payoff!
Realize the powerful difference between linear income and
residual income. Doctors earn linear income. They only get
paid when they show up. If they stop working, their income
stops.
The income from network marketing can
be residual… which means that it can
continue to flow to you EVEN AFTER YOU
16

STOP WORKING.
Not even your high-paid doctor can say that. That’s why
doctors are joining excellent network marketing organizations
in droves.
A thousand dollars a day in “doctor-type” income isn’t nearly
as powerful as $1,000 a day in “networker-type” income. A
doctor-type check is just that—one check. But a networker-type
check represents a stream of future checks as far as you can see
into the future.
Did you get that?
This powerful lesson came to me three years ago as I was
driving home after delivering a speech to 1,000 people in
Anaheim, California. The weather was horrible—a pounding
rainstorm. My car spun off the road at high speed and smashed
directly into a stationery tree. I was moments from death. I
ended up in intensive care in a coma.
The doctors and nurses rushed to save my life. Orthopedic and
plastic surgeons performed their magic at hundreds of dollars
an hour. I was oblivious to their heroic efforts.
When I awoke to see my family at my bedside, I was so
thankful to be alive. And then I had the strangest thought:
While I had been laying there in a coma, I
had been earning more money than all
the doctors and nurses taking care of me.
It felt good to know that even if I had died that night, my family
would have continued to receive income from my efforts.
Residual income transcends even the bands of death.
That’s why you work hard to build your residual streams… just
17

in case there comes a time when you CAN’T work. You want
the streams to continue to flow.
Don’t you?
I commit to refuse to be offended.
This one isn’t easy. Most of us are pretty soft and mushy inside.
We hate rejection. We hate to look like fools. We hate to fail.
And now I’m telling you to prepare for a 98% failure rate?
Actually, there is a simple way not to be offended. The answer
lies in this sentence from network marketing guru, Tom “Big Al”
Schreiter:
Amateurs convince; professionals sort.
Amateur network marketers are always selling—trying to
convince someone to join their team or to buy their products.
No wonder they’re so despised. Nobody likes to be sold.
Professionals never sell. They select. They have an image in
their mind of the ideal member of their team. They are looking
for applicants—someone who is already sold, already con-
vinced. It’s a subtle but profound difference—the difference
between selling and selecting.
People who select can’t be rejected
because they are the ones deciding who’s
in and who’s out. If YOU don’t qualify, the
professional won’t select you.
Did you get that? This is how professionals behave. Do you
want to be a professional?
I’ll never forget the first time I finally “got it.” I was doing a
three-way call with one of my team members. They’d run a
newspaper ad and had attracted a few interested people. We
18

were doing one-on-one telephone follow up calls.
A guy comes on the line. He’s a bit surly. I don’t like the tone
of this conversation. I tell him we’re looking for a certain type
of person to play on our team. He asks me what kind of busi-
ness opportunity this is. I tell him it has to do with a certain
reputable network marketing company, and he goes off on me.
“You people,” he snarls. “Selling expensive stuff to your friends
and family.” He’s livid. I don’t get offended—after all, this is
exactly the way I used to feel. I don’t try to convince him, or
overcome his objections. I’ve made my decision. This is not my
kind of person. I’m rejecting HIM before he has a chance to
reject me. But just before I hang up I have a brainstorm. The
words start flowing out of my mouth:
“Come with me on a quick trip into the future… let’s say five
years from now. You’re driving up to your new house in your
new car, and you stop at the mailbox. You open the mailbox
and find an envelope containing a very large check there. This
isn’t your monthly check; it’s your weekly check. And you smile
to yourself and realize that although you worked very hard for
five years to earn those checks, you haven’t actually done any
work for the past six months. And the checks still keep showing
up. Amazing, you think to yourself.
You stand there in front of your new house and you hardly
believe your new lifestyle. The products you’ve been taking are
making you feel more energetic. You’re healthier than you’ve
ever been. You feel fantastic physically, financially.
Now, let me ask you a simple question:
“If that was you and that image was
real, would you tell your friends and
family about it? Or would you hide from
19

them how you’d achieved this level of
success?”
His answer to me was shocking. He said, “If that was real, I’d
tell everyone I knew.”
“Well, sir,” I said. “That is exactly what happened to me. And
that is exactly why I’m talking to you right now. I’m looking for
a few sharp people who want to make that happen in their own
lives. By the reaction you gave me earlier, you’re not the kind of
candidate we’re looking for. If you know of someone who’d like
to live that kind of lifestyle, please give them my number. I’m
taking applications.”
There is silence on the other end of the line. I wait. He says,
“What do I need to do to qualify?”
When I hang up, my team member is amazed. There is no
rejection, no failure, no embarrassment. I don’t allow it. I’m
sorting for the kind of person who is looking for… even praying
for… a once in a lifetime opportunity like this. They may only
be one or two in a hundred. But those one or two in a hundred
are worth their weight in gold.
I commit to finish strong.
Let’s review the real numbers again. One out of a hundred is
good odds. Two out of a hundred is phenomenal. Get prepared
for the ninety-eight rejections that might be your experience.
But realize that those few acceptances, if followed through, can
earn you a fortune.
Did you notice the secret in that last
sentence? Underline the words,
if followed through.
Follow-through—that’s the secret.
20

This is a country of quitters. We’re great starters, but lousy
finishers. Do you want a formula for failure? Start strong, finish
lousy.
Here’s a better formula: start lousy (if you have to), but finish
strong.
Better yet, here’s the best success formula:
Start strong, then finish even stronger.
When it comes to network marketing, you need to make a
three-year pledge. Stick to it. Figure it out. The money is at the
finish line, no matter how long it takes.
Brian Tracy talks about the two most important characteristics of
winners: optimism and persistence.
Optimism is the belief that tomorrow
will be better than today. Persistence is
the willingness to keep moving even if it
isn’t.
Think positive. And persist.
And as a final note on follow through: Just as you expect your
“newbies” to never give up, they also expect that you will
never give up on them. There is a certain type of networker
who we call a “sponsor monster.” They sign ’em up fast and
abandon them just as quickly Their motto: If you throw enough
spaghetti against a wall, some of it is bound to stick.
This is not enlightened. This is giving our industry a bad name.
I want to grab those people by the neck and scream, “Don’t
even bring them into your business if you’re not prepared to
train and support them. If you love ’em and leave ’em, they’ll
21

not only badmouth you, they’ll badmouth network marketing.”
Here’s the lesson: If you’re going to start them, then finish with
them.
Let’s do for the networking industry what Disney did for the
amusement park industry. Before Walt, the amusement park
business was full of shifty operators and tattooed carnival
barkers—a low class experience. Disneyland became the
standard to emulate. A clean-cut, polished, high quality
experience—the way it ought to be.
Wanna play? Wanna be a Disney? It won’t be easy. But it’ll be
worth it. Instead of becoming filthy rich, let’s earn a huge
stream of excellent, enlightened income together and transform
our own lives and the image of network marketing forever.
Robert G. Allen is a highly successful network marketer and author of
the national and New York Times best sellers: Nothing Down: A Proven
Program that Shows You How to Buy Real Estate with Little or No
Money Down; Creating Wealth, The Challenge; Multiple Streams of
Income: How to Generate a Lifetime of Unlimited Wealth, Multiple
Streams of Internet Income: How Ordinary People Earn Extraordinary
Money Online; The One Minute Millionaire: The Enlightened Way to
Wealth; and Cracking the Millionaire Code: Your Key to Enlightened
Wealth.
To learn more about Robert, visit his website at:
http://Work-at-Home-Income-Streams.com
22

Icould make a long list of all the various things that make
network marketing great: financial freedom, time freedom, the
focus on relationships, and so on. But what makes network
marketing not only great, but unique and special as well?
Any form of entrepreneurship can lead to financial freedom.
Any form of passive and leveraged income can lead to time
freedom.
Any sales, marketing, or business development job can focus
on relationships.
What makes network marketing so special—more than just the
combination of these things?
As I see it, there are two things that make network marketing
really stand out from all other types of business.
23
SCOTT ALLEN
What’s So
Special
About
Network
Marketing?
All the advantages of business
ownership—financial freedom,
time freedom, decision-making
freedom—plus the advantages
of a typical job with a large
company—a well-refined
product offering, reliable
accounting, second-tier cus-
tomer support, and a proven
plan for success.

The Best of Both Worlds
In the typical business, there are basically three roles: creators
(the people who make the products or service offerings);
deal-makers (those who market and sell the product, or who
make deals with others to help sell the product); and supporters
(the people who take care of the other two types—everyone
from the shipping dock to the front desk to the CEO).
As a typical solopreneur, or founder of a
small business, you typically have to wear
many of these hats, if not all of them.
Not only do you have to create the product offering, you also
must develop the marketing strategy, create the marketing
materials, go out and sell the product, deliver it, follow up to
collect money owed to you, and make sure that your
employees and subcontractors get paid.
But in network marketing, you don’t have to create the product
or service. A group of researchers and developers have already
worked to create and test a great product for you.
Professional product managers and marketers have developed
the packaging, pricing and positioning, plus most of the
marketing collateral you’ll need—certainly enough to get you
started.
Your upline sponsors will have already
developed success strategies that may not
guarantee your success, but will at least
significantly improve your odds if you
follow them.
And a good company also provides most of the support you’ll
need. Commissions are automatically calculated from orders,
24

and you get your check reliably. A customer service department
handles issues that you can’t address yourself. In many cases,
the company handles ongoing order fulfillment. With the right
company and the right upline, you get the best of both worlds.
All the advantages of business ownership—financial freedom,
time freedom, decision-making freedom—plus the advantages
of a typical job with a large company—a well-refined product
offering, reliable accounting, second-tier customer support, and
a proven plan for success.
You’re the pilot, but you’re never flying
solo.
The Ability to Be Small
I know we all have great dreams of growing our business huge
one day, but relish in your ability to do things on a small scale,
especially when you’re first starting out. It is one of the things
that make network marketing rare, if not unique.
Some types of business can be started on the side while you
hold down another job—Internet businesses, a product you’re
creating to take to market, etc. But many others can’t. You can’t
do consulting during the day while you’re working full-time
somewhere else. You can’t open a retail store or a restaurant
just evenings and weekends.
An MLM opportunity, though, can be start-
ed part-time while you’re still working a
full-time job. Or it can easily be added in
gradually to your mix of other businesses.
It’s not just when you’re starting out, though. When the
company creates a new product or service offering, they
assume that development risk, and it’s your choice as to how
little or much you want to promote it.
25
What’s So Special About Network Marketing?

You can think big, but you don’t have to
do big—you can do small, over and over
and over again.
You can see what works with one customer and then do it
again, and again. When you add your first distributor under
you, you share what you’ve done with them so they can try to
repeat it. You watch and learn from them, and you refine it.
Then you add another, with even more wisdom to share to help
them be successful.
When you add these two traits of network marketing to the
other obvious benefits—time freedom, financial freedom and
decision-making freedom—it’s a unique and compelling
combination. And that flexibility means that there’s no “one
right way” to do it—it can be whatever you define it to be in
your life.
Scott Allen is a twenty-year veteran technology entrepreneur,
executive, and consultant. He now writes, speaks, and trains individu-
als and organizations on building better business relationships on the
Internet using online communities, social networking sites, blogs, mail-
ing lists, discussion forums, and more. He is coauthor of The Virtual
Handshake: Opening Doors and Closing Deals Online and is a con-
tributing author to Blog!: How the Newest Media Revolution Is
Changing Politics, Business and Culture. You can learn more about
Scott by visiting his weblog: http://TheVirtualHandshake.com
26

27
The best thing about network marketing
is absolutely, positively, unequivocally...
the time freedom!
When my aunt called me from Minnesota in September
2003 to tell me my grandpa was dying and that I
needed to get on a plane as fast as possible, you
cannot imagine the relief I felt in knowing from Minnesota that
I did not have to ask for time off; I did not have to decide if I
could afford the trip.
Within fifteen minutes, I had my flight booked and was on my
way to the Pittsburgh airport. I got there while my grandpa was
still coherent enough to know me. I held his hand and prayed
with him before he died. I got to tell him I loved him. I heard
his last words... I heard him say he loved me.
I’m not saying I wouldn’t have gone if I had had a job. But we
both know how difficult it that would be... the price we would
Put a
Price
Tag on
That...
If You
Can
I know about the freedom that
money can buy. But the freedom
of your time being YOUR time?
Priceless!
JIM BARTLETT

have had to pay.
To go without thought of answering to anyone... To go with no
anxiety about an unforeseen expense... To go with peace of
mind... That is freedom.
And that’s the freedom I’m passionate
about sharing with others through
network marketing…
… The freedom to go wherever you want to or need to,
whenever you want to or need to, with no regard to what an
employer says or what it might cost financially.
On a lighter, yet more important note: In the three years I’ve
been full-time in network marketing, I am the ONLY father I
know of who has gone to EVERY program my kids have had
during the school day.
The guidance counselor told me I’m the
ONLY father he’s ever seen come in and
have lunch with the kids!
Hey! School pizza is really good, and it’s cheap! On top of
that... when Dad is there, no kids ever get sent to the “bad”
table!
Yep, the time freedom is worth WAY more than the money.
(Don’t get me wrong... the money spends nicely, too! But the
freedom of your time being YOUR time? Priceless!)
And one more benefit: Making great friends and seeing them
achieve their dreams—making a living and a life working with
people you like and who care about you. Put a price tag on
that if you can!
28

29
Put a Price Tag on That... If You Can
Jim Bartlett lives in Northwestern Pennsylvania with his wife Tonja
and their two children, Tiffany and Bethany, ages 18, and 15. Jim was
raised on a farm and grew up learning what it meant to work hard and
play hard. He went to the 9th grade and then enrolled in technical
school to become a machinist. Jim started working full time as a
machinist at age 17 and started in sales part time in 1985. He was
introduced to network marketing in 1987.
For the next 13 years he struggled in network marketing with little
success. In 2000 he read The Greatest Networker in the World and
began learning the sound principles that lead to success in network
marketing. In just 36 short months with his company, Xango, Jim has
built a group volume of nearly $1.5 million dollars a month!

31
The traditional forty-year career does not exist anymore. The
average person today will change jobs more than seven
times in their working career, many of them changing
whole careers several times.
The idea of working for forty years to
retire on one-third of what was not even
enough for the forty years just does not
make sense.
Yet it is still the ruling paradigm.
Challenging this forty-year career model is The Four-Year
Career™. This trademarked concept is simple: Choose an
income-producing occupation that allows you to not only earn
income for now, but more importantly stacks up income for the
future. Build something while you earn that keeps on earning. It
is called Residual Income or Royalty Income, and the
wealthiest people in the world have been focusing on it for
RICHARD BROOKE
Network
Marketing:
The
Four-Year
Career™
An income-producing occupa-
tion that allows you to not only
earn income for now, but more
importantly stacks up income
for the future. Build something
while you earn that keeps on
earning. It is called Residual
Income or Royalty Income, and
the wealthiest people in the
world have been focusing on it
for hundreds of years.

32
hundreds of years. Inventors do it. Songwriters do it. Movie pro-
ducers do it. Actors now do it. Authors do it. Commercial real
estate developers do it. And network marketers do it.
Build something that will keep on churning out the income,
whether you are there managing it or not. This creates financial
freedom, a concept that is not well known, explored, or
enjoyed by most people. What does it take to do it in the
movies, or publishing, or real estate? For the most part, I don’t
know. There are experts to guide you if that is your inclination.
I do know what it takes in network marketing.
• Is it easy? No.
• Do you need lots of money or
education? No.
• Do you need some time, lots of self-
motivation, and a great company to
stand behind you? Yes.
• Can you do it? Yes.
Financial freedom means different things to different people. It
depends on one’s appetite. Some people can be free on $1,000
a month, while others need $2,000 or $3,000 per month. Still
others desire ten times that much. Regardless of what the
amount is for you, think about what your life could be like (or
if you prefer, what it could have been like) had you not had to
work most of it.
Think of the interests you could have explored.
Think of the places you could have gone.
Think of the time you could have invested in your relationship
with your children in their street-smart education.
Think of the fun you could have had.

33
Network Marketing: The Four-Year Career™
Think of the things you could have created: writings, paintings,
buildings, and gardens.
It’s not too late to think in the present tense.
I think about the quality of life that most of us live now. We
have good lives. We get to experience, for the most part, a fair
amount of what life has to offer.
But what could we do? What could we build? What could we
create and contribute if “earning a living” were not the manda-
tory daily grind?
What if we had our basic finances
handled by age thirty or forty or fifty?
What quality of life could we enjoy?
I am not suggesting that money is the most important thing in
life. It is just that we spend most of our time earning a living, so
we must place a pretty high value on what it provides. Just
think of the time you could free up and what you could do
with it that is more important than money.
It seems that maybe, when it comes to quality of life, we could
turn our own society upside down and inside out by pioneering
the paradigm of The Four Year Career™. Dive into a royalty
income opportunity you enjoy and do it passionately and
powerfully enough to get yourself set up for the rest of your life.
You can continue that career for as long as it suits you, or you
can launch another without sacrificing income.
With financial freedom your dreams can come true—even if
you live to be 120. Imagine living twice as long as your
forefathers/mothers, with ten times the quality of life. I think
that adds up to twenty lifetimes. Financial Freedom. The
Fountain of Youth. Network Marketing.

34
Richard Bliss Brooke became a full-time network marketing distributor
in 1977. He has been a successful sales leader, corporate executive
and/or MLM company owner since that time. He has served on the
Direct Selling Association’s Board of Ethics, and as a board member
for the MLMIA. Brooke is the author of The Four-Year Career: Wealth
Building Through Network Marketing; Mailbox Money: The Promise of
Network Marketing; and the highly acclaimed Mach II with Your Hair
on Fire: The Art of Personal Vision and Self-Motivation. Brooke was
featured on the cover of the March 1993 issue of SUCCESS magazine,
the first time in the history of the industry that a mainstream magazine
promoted the virtues of network marketing. RichardBrooke.com fea-
tures dozens of free articles, audio recordings, and information on
Brooke’s passion for leadership and character development, as well as
building wealth through network marketing. Richard and his wife
Chris live in Coeur d’Alene, Idaho and the Yosemite area of California.
To visit Richard’s website and subscribe to his free monthly newsletter,
go here: http://RichardBrooke.com.

In a free enterprise-based economy, the
amount of money one makes is directly
proportional to the number of people
they serve.
The Reverend Dr. Martin Luther King, Jr. said, “Anyone can
be great, because anyone can serve.”
Imagine that; anyone from any background, should he or she
decide to serve others, can become successful. And a deserved
part of success is wealth—the ability to live life more and live
more life.
Financial success via network marketing—based on the above
premise of free enterprise—can allow you to be more, have
more, and do more. Building a vibrant and successful network
marketing organization, you can work with whom you desire,
travel or not travel as much as you want, send your children to
the schools you see fit, donate more to the charities in which
35
BOB BURG
The
Blessing
of Free
Enterprise
Is that
Everyone
Benefits!
The beauty of building a
successful network marketing
business is that it can only be
accomplished by serving
others.

you believe, and overall... simply have more choices in life.
Wow!
And all this, because you got behind a particular product or
service aligned with a company you believe in, a group of
people you’ve gotten to know, like, and trust, and decided to
serve growing number of people by bringing to them the bene-
fits of the products, services and/or opportunity you represent.
Free enterprise rewards that which
is good about human nature and
discourages that which is bad.
How so? Perhaps an explanation is called for due to today’s
general misconception of what the term “free enterprise”
actually means… as well as what it doesn’t mean.
Free enterprise, the economic and political doctrine holding
that a capitalist economy can regulate itself in a freely
competitive market through the relationship of supply and
demand with a minimum of governmental intervention and
regulation, should not be confused with “making the sale by
illegal or unethical means.” That is not free enterprise; that is
not capitalism. It is theft. (Example: Enron was not an example
of capitalism/free enterprise. Mrs. Fields’ Cookies is an example
of capitalism/free enterprise.)
The natural tendency of human beings (both buyers and
sellers) to want what is best for themselves is the very best
regulator of business that has ever been discovered. Because of
this, the good in businesspeople is rewarded, and the bad is
discouraged.
Those who build their business with
honesty and integrity develop great
36

reputations; people begin to “know them,
like them and trust them.” People desire
to do business with them... and they do.
A sale can be made via dishonest means, maybe several—
and let’s face it, at times and in certain circumstances and
situations, even many. An organization can begin to form
through false promises and can even be momentarily profitable.
However, all too soon a person attempting to build a business
that way will see their lack of ethics catch up to them. Their
negative reputation spreads, and their sales and business
structure will crumble faster than a stale cookie that falls on the
floor and gets stepped on.
On the other hand, those who’ve proven to be long-term,
mega-successful leaders have consistently learned how to do
the business, they’ve worked at it consistently, and they’ve led
their organization by way of example.
Their example says, “Keep your eye on
the ball and take your eyes off yourself.
Keep serving others. Provide the best
value to your customers and the best
leadership to your organization.”
More network marketing superstars have achieved great
success in this manner because it coincides with a basic human
principle: “All things being equal, people will do business with
and refer business to those people they know, like, and trust.”
There’s nothing “namby-pamby” about this. It’s based on what
is called “enlightened self-interest.”
In a free enterprise economy, we benefit
ourselves only by benefiting—and to the
37

degree to which we benefit—others.
As Adam Smith explained in his classic, The Wealth of Nations,
“It is not from the benevolence of the butcher, the brewer, or
the baker that we can expect our dinner, but from their regard
to their own interest.”
In other words, they must serve us to make money. Not only
that, they must do so better than their competitors. Well, it’s just
the same for a network marketer.
You are challenged to share your
products, services, and/or opportunity
with others and to educate and persuade
them that, as a result of doing business
with you, their life will be better.
Depending upon your product or service, it will provide them
with more convenience, health, beauty, safety, peace of mind,
protection, or whatever advantage it provides. If you’re sharing
your opportunity with them, then it is the lifestyle of time and
financial freedom you are selling.
Either way, it’s in your best interest to be of benefit to them and
to serve their best interest.
Can you think of any other business model that, by the very
nature and structure of its design, encourages one person to
benefit so many others? I mean, unlike the corporate structure
of defensively feeling the need to keep those who joined after
you and are lower on the “totem pole” down and struggling, in
network marketing, you actually advance the more you help
those who joined after you to advance!
There are many fine businesses out there. A very good living can
be made in numerous fields. And, owning a traditional business
is typically a good idea, so long as you’re prepared to work
38

hard, learn your craft and, in most instances, work with employ-
ees and teach others in your company how to do your job.
One disadvantage is that, often, the very people you’ve
invested time, energy, and money in training will go off on their
own and (Heaven forbid) compete for your customers! How
many times has that happened? Far too many for those it’s
happened to even once.
In other words, if you’re in a traditional
business and you grow a successful
“employee,” you have more than likely
just home-grown your future competition!
Conversely, in network marketing, because the person in your
organization will always be in your organization, the best
thing you can do for yourself is to help this person grow their
business. Why? Because, since they’ll always be in your
organization, you have a “vested self-interest” in helping them
to become successful (which, by the way, is the same vested
self-interest the person who recruited you into the business had
for himself or herself… and ain’t that great!).
It seems as though, if you keep your focus on serving and
leading (what the Reverend Dr. King referred to as “Servant
Leadership”) then you have an opportunity to live a life and
lifestyle only imagined—if even that—by most people. Even
better, you will be in a position to help others do the same.
The beauty of building a network marketing business—perhaps
the most remarkable example of free enterprise ever created—is
that a person who truly seeks an opportunity to better
himself/herself, their family, and their general lot in life can take
themselves from wherever they are now to a much better
economic place in the world by serving others—and only by
serving others. Remember...
39

“In a free enterprise-based economy, the
amount of money one makes is directly
proportional to the number of people
they SERVE.”
And it follows, of course, if you want to make a lot more
money, then simply find a lot more people to serve... and serve
them very well.
Bob Burg is an internationally known speaker and the author of the
underground best seller ENDLESS REFERRALS: Network Your Everyday
Contacts into Sales. This business classic (over 150,000 sold!) has just
been totally revised and expanded. You can purchase the book and/or
sign up for Bob’s weekly “Endless Referrals Video Briefs” by going to
Bob’s website at: http://Burg.com.
40

Chuka-Chuka-Chuka-Chuka-Chuka-Chuka-Chuka-Chuka-
Chuka-Chuka-Chuka-Chuka. “Wow, look at that, Dad!”
Chuka-Chuka-Chuka-Chuka-Chuka-Chuka. Chuka . . .
The motor drive on our long-lensed Canon SLR camera had
just responded to my 16-year-old son’s anxious finger as
he’d quickly squeezed off twenty-three shots in rapid-fire
succession of the pride of lions trotting through the tall, sunset-
washed savannah grasses just thirty feet from our big safari van
in Kenya’s Masai Amboseli National Park.
Seth’s upper body extended up through the photographers
“pop-top” on our van, his elbows rested on the roof, and he
continued photographing these lions as they came to rest atop
a huge, rounded termite mound, settled down, and gazed off
toward the antelopes and zebras grazing on the plains—with
massive Mt. Kilimanjaro looming above it all, yet fully
seventeen miles away!
The sunset cast its orange glow over everything, and even the
41
Travel
Isn’t a
Luxury—
It’s
Homework
for a
Meaningful
Life
It’s a lot of fun when all the key
elements come together—and
the commissions constantly flow
to you and to a slew of other
deserving leaders on your team!
ART BURLEIGH

white snow and ice atop Hemingway’s mountain looked like it
was on fire before the sun finally set rapidly—as it does near
the equator—plunging us into early nightfall as we headed
back to our luxury lodge for some drinks at the bar before
settling in for our first night “on safari” in East Africa.
Eighteen years prior to that, my fabulous wife, Marlyn, had
stood on the 19,340 foot summit of Kilimanjaro with several
other friends from our first safari to East Africa, and now, we
were back here together, with new friends, and with our son. It
was pretty special, and we were just at the beginning of what
would be yet another month-long, fantastic family vacation.
All this was possible because we now enjoyed both the time-
freedom and a large, steady flow of passive income... the result
of several years of serious, focused, part-time work building an
active team with a great network marketing company.
That is what Marlyn and I most appreciate about this
business—the opportunity we’ve had to significantly improve
the quality of our future by building an enduring and lucrative
income-producing asset (our organization) with our network
marketing company.
Money isn’t everything, but it’s right up there with oxygen.
The many benefits of an extra stream of
strong, recurring income allows us to
enjoy more options and get to where we
really want to go in life—much sooner,
and in style!
And because “success is a journey, not a destination,” we’re
still on that journey, and we’re actively building and supporting
our networking team.
How was our trip to Africa inspired?
42

Ten months prior to it, I’d received a call from a leader on our
team with the network marketing company we’d been building
with for four years (and are still with today). She said, “Hey Art,
my brother, who has been to Africa sixty-three times and runs a
safari company, is going to Kenya with our family and a few
others. We are taking a small group, and we want to know if
you guys want to go too.”
So I said, “Sure!”
That was a $24,000 decision, and I could
make it right there and then on the spot,
because of the time and money freedom
this business provides.
So we got to take this great, luxury safari to Kenya with an
expert guide, and it was really rewarding for me and Marlyn to
be able to provide that exceptional and unique experience for
our son, who was then only halfway through high school.
On that same trip, we got to meet some Samburu natives and
toured their village. At the end, after the tour, the chief’s son
brought us around a corner onto the pathway back to our vehi-
cle, and all the women of the village were lined up along it.
They had spread out their wares, and they wanted us to buy
everything that they had! Jewelry, trinkets, bows, arrows, spears,
bowls, carvings... all this stuff. It was both breathtaking and
heartbreaking, because with their poverty and their hardships
with drought, we wanted to be able to buy from everyone.
Realistically, of course, we couldn’t do that, as there were only
about ten of us and over sixty of them. Also, because we had a
limited amount of time and not enough of the smaller Kenyan
shilling notes with us, we couldn’t buy as much as we wanted to.
What’s really great is that our son learned the value of hot and
43
Travel Isn’t a Luxury— It’s Homework for a Meaningful Life

cold running water on that trip. He experienced the contrast
between how we were traveling and how these African natives
really lived.
It was an eye-opener, and I think it’s very valuable to get that
kind of firsthand experience, especially when you’re young—it
really expands your perspective.
On the way back from Africa, we stopped over for a week in
London and a week in Paris. And those were fabulous experi-
ences, too. We were away for a month together, and we got paid
our networking commissions the whole time we were gone.
Who else can do that with their teenaged
son when they’re in their early 50s?
VERY few besides successful network marketers, successful
investors, or independently wealthy people! Wealthy retirees can
travel, but often not until they’re much older, and if they have to
work for a boss at a day job until they’re sixty or sixty-five or
older, they can’t benefit their kids with the essential experience
of extensive travels. Their kids aren’t kids anymore by that time!
Personal development is another big benefit of being around
smart people in network marketing, and the educational escape
that travel provides from one’s routine allows for more reading
and introspective personal development.
We know that your business will only grow as fast as you do.
So, unless you engage personal development, your chances of
really expanding your business are limited, because you’re prob-
ably not growing much yourself—expanding your abilities, your
insights and your skills.
One experience that helped me a lot occurred about two
years into our association with the company we’re now with. We
were making enough money that we could take our
44

first long family vacation.
We’d just finished up a week’s vacation at the UCLA Family
Camp in the Southern California mountains at Lake Arrowhead,
where we go every year, and six days later, we returned home,
packed our brand-new luxury car, and we were off again—for a
five-week driving vacation from Los Angeles to Cape Cod,
Massachusetts and back.
It was terrific. It was just the three of us—Marlyn, Seth and me—
and we drove at whatever pace we wanted for 8,200 miles. We
saw five major league baseball games along the way. We
stopped to visit family and friends, stayed in motels or hotels
when we needed or wanted to, ate at restaurants all along the
way. We visited national parks, the Baseball Hall of Fame in
Cooperstown, New York, big city sites, and cool museums.
We were able to show our son this great country of ours from
the ground up, instead of just down through the clouds.
Our neighbor took in our mail and deposited our network
marketing checks at our bank for us, so we could simply go to
any ATM machine and take out the cash we needed.
We got paid by our company every week
we were gone on our trip—and THAT is
such a HUGE benefit of this business!
Before we left, I invested $300 in a bunch of training albums
from Upline®—John Fogg’s excellent Conversation with the
Greatest Networkers in the World tape series and The Women’s
Tapes. And that’s how I was first introduced and came to
appreciate industry leaders like Richard Brooke, Tom “Big Al”
Schreiter, Randy Gage, Steve Spaulding, Russ DeVan, Jan Ruhe,
Mark & Rene Yarnell, Peggy Long, Rita Davenport, and Sandy
Elsberg. And as we listened to those tapes in our car as we
drove all across the country, I learned a lot. And so did Marlyn
and Seth!
45

On this trip across America, we got to spend quality time with
many special friends and relatives. We had lunch with the
parents of our company’s president in Cape Cod, and then we
drove twenty minutes up the road and had dinner with cousins
of mine I’d known since my childhood.
We spent time with my dad both in Boston, where he was
visiting his girlfriend, and then in Baltimore, where he was still
living. And, for the first time, I visited our “family plot” where
my grandparents and my brother are buried. All together, we
visited twenty-two states, plus Canada.
Chances are, you don’t know any
thirteen-year-olds who have done that,
and very few, if any, adults!
When our son was fourteen, he had the opportunity to go to
Europe with an organization called People to People Student
Ambassadors. It was a soccer tour—some thirty kids from all
around the US met at the Los Angeles airport. They flew to
London and toured southern England, Holland, Germany, and
France, and they played soccer games with other students their
age in all these different countries.
They had the chance to go sightseeing everywhere, and they
happened to be in Paris the day the French won the World Cup.
At fourteen, it was great for Seth to be able to go to Europe on
his own, and it was nice for us to be able to easily afford that
experience for him.
A few years later, Marlyn had the chance to take her mom to
New York City. She was trying to figure out what to give her for
her 80th birthday. Marlyn’s mom had grown up in New York
City, but she hadn’t been back there in sixty years. She had
come out to California as a young bride, so Marlyn took her
back home.
46

It was wonderful that just the two of them could do that together.
Two years later, her mom passed on.
Without the income from our network
marketing business, Marlyn and her mom
wouldn’t have been able to share that
very special experience together.
Because of our successful home-based networking business,
Marlyn was also able to retire early. She taught elementary
school for thirty years; she did a great job and loved teaching
and the kids and classroom, but she got tired of all the
state-required testing, the politics involved, plus the time
required outside the classroom spent grading papers, attending
meetings, and bargaining for the teachers’ contract renewals.
That same year, our son started his first year of college at the
University of California at Berkeley, and two months later,
Marlyn and I celebrated her early retirement by taking a six-
week vacation to Australia and New Zealand.
Once again, our residual income flowed
into our mailbox every week while we
were away!
We have never missed getting a weekly check in over ten years,
and our networking income has also paid for our son’s college
education.
Another great trip was our ten-day visit to Guernsey, the
beautiful British channel island off the coast of France, where
we stayed with fabulous new friends we’d met on our New
Zealand tour a couple years prior.
They live in a 500-year-old granite farmhouse built in 1493.
47

And that twenty-five-square-mile island is the most charming
area of lushly bordered country lanes, gorgeous farms, flower
gardens, and quaint village areas that we’ve every seen.
Their main town, St. Peter Port, was celebrating their 800th
anniversary when we were there!
In the fall of 2005, as our son was in his senior year at college,
Marlyn and I flew to Melbourne to attend the wedding of
another wonderful friend we’d met three years prior on our trip
to Australia. We spent the weekend in Sorrento and Port Sea—
two beautiful little villages on the peninsula south of
Melbourne.
While strolling through the shops in Sorrento, Marlyn and I saw
a beautiful, seven-foot-long, dark red, antique Chinese side-
board. It was just exquisite, 150 years old with beautiful black
distressed markings. My wife said she didn’t even want to see
the price tag, figuring it would cost just as much to ship it
home all the way from Australia.
Well, the clever storeowner overheard us and said, “Well, you’d
be surprised.” It was going to cost us only about $750 to ship it
home, so we bought this unusual, eye-catching sideboard with
a credit card, and it now graces our dining room! The kind of
freedom to be able to snap up spectacular “souvenirs” like that
is so nice!
Even though our Aussie friend’s wedding was beautiful and fun,
you know it’s virtually impossible to spend any time with a
friend at their wedding, so the arrangement we made with her
was that we’d come if we could spend some time with her and
her new husband after their honeymoon.
So, after their wedding, while they were off honeymooning,
Marlyn and I spent another week sightseeing in Melbourne,
then over a week touring beautiful, remote Tasmania. Then we
flew up to Sydney and met our friends as they returned from
their honeymoon on the South Sea island of Vanuatu. With a
48

slew of our extra Marriott points, we treated them to some
nights at the Sydney Marriott as part of our wedding gift to
them, and we had a blast together sightseeing all over Sydney
for five days!
Of course, we were paid our weekly commission checks the
whole time we were on that vacation, too!
Time freedom. Financial freedom. Thanks
to network marketing! What magnificent
benefits these are for parents and their
kids!
Marlyn and I sleep until we wake up. We’re no longer jarred
awake by alarm clocks every morning. We decide when and
where we’re going to travel—anywhere. There’s no more
commute that consumes hours every day, or hundreds of
gallons of costly gasoline every month! So there’s much less
wear and tear on our cars, and on US!
Having those freedoms relieves stress, because we have
enough income to provide options and flexibility. We can
travel almost whenever we want to—including during the “off
season” when the crowds are gone and the weather’s cooler.
We work seriously at our business, so we’re certainly not
traveling all the time, but I believe...
...travel is not a luxury—it’s homework
for a meaningful life.
When you can expose yourself and your children to travel, I
think it has a very positive and important impact on them and on
the quality of your family relationships. It provides a very impor-
tant perspective, and it nurtures fun, rewarding relationships.
Plus, if you’re doing any prospecting or “research” for the future
growth of your networking business, then some of your travel
49

expenses could be tax-deductible—check with your tax advisor.
Being able to live your life in a comfort-
able, flexible way is a huge benefit of
network marketing! Freedom!
It’s not easy growing a network marketing organization. You
have to be blessed with finding the right company—one that’s
got excellent management, great leadership, and a strong,
appealing, consumable product line which creates a positive
impact on the quality of people’s lives—and you need a good
marketing plan and strong support from the company.
Then you have to work smart with consistency and focus,
usually for several years, to get your group large enough to
develop its own growth momentum and for leaders to emerge
and develop.
You want a flagship product with uniqueness, exclusivity,
and appeal with some sizzle that can create impact and
duplication. Some buzz in the marketing arena helps too,
empowering a lot of other people so that they can create
success for themselves and grow their organizations.
It’s a lot of fun when all those key elements come together, and
the commissions constantly flow to you and to a slew of other
deserving leaders on your team! These are some of the very
best benefits of growing a network marketing organization in
the right way
Art Burleigh is Double Diamond Executive distributor and also the
Chairman of the Executive Advisory Council for Essentially Yours
Industries (EYI). His team of over 150,000 distributors now spans the
North American continent and has also grown throughout Asia.
To learn more about Art and to subscribe to his free training
newsletter, Accelerate Your MLM Success!, visit http://ArtBurleigh.com.
50

I’m sitting here in the Frankfurt airport waiting to catch a flight
back home after a whirlwind tour through Germany, with a
couple of stops along the way to Gotenberg, Sweden and
London, England, and it just hit me.
I was honored to be asked by John Milton Fogg to write this
chapter on what’s so great about network marketing—but ever
since he asked, I must admit, I’ve been stumped.
Not because I couldn’t think of anything that’s great about
network marketing, but rather because I could think of too
many things! How to narrow it down to just one thing I am
most passionate about is a difficult task.
I have seen and experienced such great camaraderie, been able
to travel distant lands, helped my mom buy the house of her
dreams, and purchase a ski condo for myself. I have helped
countless people get out of debt and go on to build a lifestyle
that makes most CEOs green with envy, I’ve been able to donate
money to my favorite charities, and the list goes on and on.
51
What’s
So
Great
About
Network
Marketing?
I truly believe that we have
entered the Renaissance of
network marketing—the light-
bulbs are going on and attracting
freethinking, abundant people at
an accelerating pace that cannot
be stopped.
COREY CITRON

But all of these wonderful blessings really
come down to one thing and one thing
alone: People.
Great, wonderful, open-minded, positive people are what I am
most passionate about.
Most people mistakenly think that their main product is what-
ever it is they’re selling, and of course, it is in one way. But
your real product, whether you’re marketing cosmetics, skin
cream, juice, nutritional care, jewelry, or cookware, is PEOPLE.
But not just any kind of people: more specifically, people who
are seeking change.
But not just people seeking change:
people seeking change who are ALSO
willing to do something about it.
Network marketing gives these types of individuals a track to
run on that comes complete with a system and a support team
to facilitate the process. Our business model creates a culture
that embraces the concept of abundance, and the belief that
more for you is more for me, not the corporate-think of more
for you is less for me.
An extraordinary thing happens when all of these elements are
present—the result is positively combustible. When this
happens, we get to witness the most magical of all human
processes: transformation.
People transforming their lives by helping
others succeed is the network marketing
paradigm.
Watching the lightbulbs turn on as people realize that not only
52

are they in control of their lives, but also that anything is
possible, is one of the most magical things I can imagine—the
field of infinite possibilities... the domain of GOD.
No matter what your religious leaning, I think that we can all
agree that there is a whole lot of God in each one of us. And
when people are in trouble and need help in the form of more
money, time, love, or caring—it’s the God within another per-
son that comes to the rescue.
To me, network marketing is a lifeline available to those
special individuals who are willing to rock the boat, face some
adversity, yet (not but) want to climb onboard despite all that—
or even because of all that—and paddle like mad to safety and
success together.
People who transform their own lives and
then help others to do the same are the
people who build the largest empires.
And it is the ability to interact and learn from these kinds of
people that excites me most. I get enthusiastic about people
with the courage and the determination to follow their dreams,
especially in trying circumstances.
These are people who focus on the solution rather than the
problem... people who understand that it’s not the obstacles we
face, but the overcoming of those challenges that really matters.
The struggle gives us the opportunity to develop character,
become true leaders, and as a result, attract other leaders into
our enterprise.
For, after all, we are in the business of building and attracting
people and leaders. And there’s nothing I’m more passionate
about than spending quality time with leaders around the world.
I truly believe that we have entered the Renaissance of
53
What’s So Great About Network Marketing?

network marketing.
The lightbulbs are going on—attracting
freethinking, abundant people at an
accelerating pace that cannot and will not
be slowed or stopped.
The reasons for this Renaissance are obvious: the Internet and
other hi-tech tools have leveled the playing field and have
empowered ordinary people to duplicate success far faster and
more efficiently—and more globally—than ever before.
Marketing plans have evolved, making the business more
accessible and equitable to all.
Finally, any network marketing company that understands that
PEOPLE are the lifeblood of the business should have at its core
a charitable partner or a charitable culture.
It’s often said that you are only as strong as your weakest link,
so improving the quality of lives around the world fits into my
humble yet unshakable belief that PEOPLE are what makes this
industry of network marketing so great.
And once that lightbulb is turned on, it will never, ever go off!
Corey Citron is a network marketing superstar who has built an
international Xango organization of more than 40,000 networkers in
only twenty-four months. He’s an Internetwork Marketing pioneer as
well. He created the first online marketing system to enroll 100,000
members, and he did that in only eighteen months.
An entrepreneur since the age of nine—when he sold pita bread pizza
to his classmates to finance the purchase of his first computer—after
graduating from Stanford University, he opened a nightclub on South
Beach at the age of twenty-two. After being introduced by a nurse in
his father’s office to direct selling, he realized that he had found his
calling and has never looked back. You can learn more about Corey
on his website, http://CoreyCitron.com
54

Way back in the last century (1991), a survey was
conducted by my research firm, MarketWave, Inc., of
almost 7,000 people who were not, nor had ever been,
business owners of any kind. The question was a simple one:
If all obstacles were removed, would you
like to own your own business?
In other words, if whatever was stopping you from starting a
business didn’t exist, would you at least attempt it? Would you
prefer to be an entrepreneur, or an employee?
Eighty five percent said Yes, they’d prefer to work for
themselves. Which means that 15 percent misunderstood the
question on the survey. After all, if whatever concerned you
enough to not attempt a business venture didn’t exist, then
you’d have no fear of doing so.
I mean, who wouldn’t want to be in control of their own life?
To have the freedom to make their own decisions, work their
55
The Four
Greatest
Fears
of
Starting
Your
Own
Business
... and how network marketing
blows them all away with the force
of a 20-megaton thermal nuclear
explosion! I dare you to honestly
and openly look at
network marketing and not be
impressed and intrigued!
LEONARD CLEMENTS

own hours, and write their own paycheck?
Even using the conservative 85 percent figure, that meant about
200 million Americans wanted to start their own business but
have never even attempted it! We thought there must be some
pretty compelling reasons why, so we set out to find out what
they were.
To no one’s surprise, it was never about
preferring to work for someone else’s
business, but rather the incapacitating
fear of starting your own.
And it was the same four fears, every single time.
It takes too much money.
People didn’t have tens of thousands, or hundreds of thousands
of dollars to invest in a business (and they didn’t know anyone
else who did).
It takes too much time.
People didn’t want to work eighty hours a week for the first
year or two to get their business going.
There’s too much risk.
Over 56 percent of all businesses fail in the first two years, and
they’d have to quit their job, so there was no safety net.
They didn’t know how.
Most people had never taken any business courses. They had
no business experience. They didn’t know anything about taxes,
accounting, marketing, and the myriad of other skills a good
entrepreneur must possess.
Not all responded with all four objections, although most
responded with more than one. Surprisingly, “I don’t know
how” was the single most common response. A lot of folks said
56

they wished they had taken the plunge earlier in their lives, but
they just weren’t the mavericks they once were. They had a
mortgage to pay and a family to feed. They felt it was “too
late.”
Now comes the fun part.
Would you ever consider going into business for yourself if:
The total start up costs were under $500... the total time
investment could be as little as 5-15 hours a week... you could
continue to work in your present job until the income from
your business was sufficient to earn you at least an equal
income, so there would be little risk... and best of all, there
were numerous consultants available to you who are experts at
running this business, who would train and advise you
personally for an unlimited number of hours, for the entire life
of your business, absolutely free!
Not only that, but there is another company that will take care
of all your research and development, labeling, inventory, ship-
ping, payroll, various taxes, most legal questions, and so on.
And this company will do this for you every month, for the life
of your business, for around, oh, $35.00 a year.
Right now, you’re probably remembering the old adage, “If it
sounds too good to be true... ” Fine.
But, just hypothetically, would you consider going into business
for yourself IF all this were true?
“Well, sure...” you’re probably thinking, “... but there’s got to be
a catch.”
Not only is there no catch, I didn’t even
hype the pitch by one iota. These are
exactly the conditions in which tens of
57

thousands of successful network
marketing ventures have begun.
Sure, some overly zealous networkers may tell you how rich
you’re going to get, how easy it is, and how fast it will happen.
Please note, I didn’t say any of that!
Network marketing is a serious business,
no less so than any other way you might
consider earning your living for the rest
of your life.
The reality is that network marketing is hard work, it takes time,
and you’ll probably lose some money in the beginning.
The difference is that most of the hardest work is done by
someone else, your work is done when you choose to do it, it
typically takes a few months to turn a profit (some accomplish
this in the first month) rather than a few years, and whatever
amount you might lose at first has one, two, or maybe even
three fewer digits compared to the start-up losses of most con-
ventional businesses.
Yet you can still reap the tax benefits of operating your own
business, and you can have just as much, if not more, income
potential as most conventional businesses!
Imagine becoming financially independent in one to three
years...
Without having to spend thousands of
dollars each month...
Without having to work long hours seven
days a week...
58

Without even having to quit your job
during the development stage and...
Without having to get a business degree
or hire someone who has one...
If you are considering starting your own business, and you’ve
got access to, let’s say, $50,000 in startup funds (a very modest
assumption), imagine how profitable you could be, and how
quickly, if you didn’t have to hire employees, you didn’t have to
lease an office... and/or storefront... and/or warehouse, you
didn’t have to pay sales or payroll taxes, you didn’t have to
spend one penny on R&D, graphic design, or the development
of promotional material, and you didn’t have to hire an
accountant, lawyer, or business consultant.
And imagine how much more money might go into your pocket
if you didn’t need business partners to help you finance and run
the business. Think about it—and try not to become giddy.
Now for the really fun part…
Imagine buying a McDonald’s franchise for the modest sum of
one million dollars. The business fails. You call up McDonald’s
corporate headquarters and ask for a “Return Authorization
Number” so you can get your franchise fee back along with a
reimbursement check for your unsold supplies and stock.
(While imagining this scene, also imagine the sound of sirens
wailing in the background. That would either be the paramedics
coming to assist the poor corporate officer who you’ve just
induced into a fit of hysterics, or an ambulance coming to take
you to a really nice, soft, baby-blue colored room.)
In network marketing, not only is this not
an absurd scenario, it’s the law!
59

One of the aspects of a legitimate, legal network marketing
company is the ability of a failed distributor to get a full refund
(usually less a 10 percent restocking and processing fee) on all
product and marketing material that is in resalable condition.
So, if pursued conservatively and intelligently, there is a monu-
mental reduction in risk relative to conventional business start-
ups, yet with a comparable or even greater profit opportunity.
Those of you who are already actively involved in network
marketing, be aware that the vast majority of your “outer
circle” prospects (those who’ve never been involved in network
marketing) do have at least the desire to own their own
business, as opposed to working for someone else. You don’t
have to talk them into the benefits of something they’re already
dreaming about.
But they also have some very powerful, legitimate fears about
starting their own business.
You’ve first got to open their minds to
the idea that there is still a realistic way
to achieve that dream and then define, or
perhaps defend, the concept of network
marketing.
Only then should you introduce the benefits of your particular
network marketing program.
Think of it like this: Before you can pour fresh, hot coffee into a
thermos, you must first open it up and pour the old, stale coffee
out, right? So, think of your business-phobic prospect as a
sealed mind full of cold, stale ideas. First open it up (to the
concept of starting a business), dump the old information out
(about MLM, if necessary, and for sure about what’s involved in
starting a new business), and then pour the new, hot, fresh
information in (about your specific opportunity).
60

If you are considering starting your own business, or you want
to, but have always been apprehensive, open your own mind to
network marketing.
Think it’s too good to be true? I challenge
you: Find the catch!
If you’ve never pursued a network marketing venture, it must be
for one of two reasons: You just didn’t know about it, or you
have a prejudice against it.
And that’s exactly what it is, a prejudice. You have prejudged
this business based on what someone else has told you about it
(usually someone who has failed at it or who has also never
been involved themselves).
In other words, you’ve chosen to adopt someone else’s opinion
of this business. Don’t let other people do your thinking for
you. Make your own decision based on your own evaluation.
Check this business out. Really, do your due diligence.
And when you are done, I would defy anyone, even the most
devout skeptic, to not experience a significant, positive
paradigm shift.
I dare you to honestly and openly look at network marketing
and not be impressed and intrigued!
Leonard Clements is a speaker, trainer, and author who has
concentrated his full-time efforts on researching and analyzing all
aspects of network marketing since October of 1990. He conducts
“Inside Network Marketing” seminars throughout the world. Len is the
author of the controversial book Inside Network Marketing (Random
House) and the best-selling audios Case Closed! The Whole Truth
About Network Marketing and The Coming Network Marketing Boom.
He is also a court certified expert in the field of network marketing
and the co-owner of a successful network marketing company.
61

To receive additional information about MarketWave and
its products, please call 1-800-688-4766, or write to MarketWave,
Inc., 2406 Canberra Ave., Henderson, NV 89052, or visit
http://MarketWaveInc.com.
62

Every day of the week, millions of network marketers are
canvassing the globe—sharing, representing, recruiting,
supporting, promoting, and duplicating their particular
home-based business opportunity.
There is a sense of urgency, even desperation, as people
from all walks of life seek deliverance from financial bondage.
The phenomenal growth, success, and resilience of this billion-
dollar industry is not a fluke—it’s a revolution, the last bastion
of free enterprise.
Every attempt to suppress, control, and destroy this industry has
and will continue to fail, as it is impossible to extinguish the
hopes and dreams of millions of self-motivated distributors who
yearn for nothing more than a chance to experience the
equivalent of the American Dream—the freedom of financial
independence.
To add to its strength, network marketing
has become a vast melting pot of
63
Abide &
Abound
If we abide by the principles and
philosophies of this industry, we
will abound. We will succeed. We
will become financially independ-
ent and enjoy all the freedom
that this industry offers, but more
importantly, we will become
better people in the process.
ANTHONY DIAZ

cultures, peoples, races, creeds, and sexes
of all ages with no barriers or limitations,
except for those we place on ourselves.
One might as well try to defy the law of gravity as to defy
the underlying laws that drive the human spirit—the spirit of
inspiration and determination.
Network marketing ultimately thrives upon these same
principles. To tap into this billion-dollar industry, you must
tap into the human soul. You must tap into the underlying
principles that make this thriving phenomenon possible. You
must embrace what network marketing represents:
A new frontier of self-functional individuals all led by one
common law: the law of the harvest—you reap what you sow.
The seeds of this industry have always
been people, not products or pay plans.
When we abide in developing people and
inspiring the human spirit to thrive, our
harvest abounds.
Unfortunately, people enter this industry with the false notion
that the best way to succeed is to promise financial salvation at
no cost, with little or no effort, and with little or no skills. This
welfare mentality and free-ride approach to network marketing
has created a financial windfall for a few and mass havoc and
even ruin for the many.
Like any frontier, network marketing can be cruel and
unforgiving, particularly in today’s cultural environment, where
personal responsibility and achievement are all too unfamiliar
territory. To succeed long-term in this business, you must build
and uplift the human spirit—not tear down and destroy it by
encouraging sloth or promising instant gratification.
64

You must build upon the strengths and abilities of each
individual by dedicating yourself to helping them acquire the
skills that enable them to rise above their personal fears and
weaknesses. What is needed in this industry—now more than
ever—is an experienced guiding hand, not corporate excuses or
individual failings.
In many respects, network marketing has taken the brunt for
our own personal individual imperfections and failings. What
other industry is so authentic that it reveals our weaknesses and
shortcomings?
Think about it...
q If we’re lazy and lack ambition, we’ll fail.
q If we don’t put forth the effort and acquire the skills
required by this industry, we’ll fail.
q If we continue to blame others for our problems, we’ll
fail.
On the other hand...
q If we’re ambitious, dedicated, and self-motivated, we’ll
succeed.
q If we take personal responsibility as a business owner,
we’ll succeed.
It’s an unwritten law in this business without shortcuts, and
there’s no getting around it by taking the easy way out:
Network marketing exposes who we
really are by mirroring our character—our
weaknesses as well as our strengths.
Often we become disgruntled with this business, when we
should be disgruntled with ourselves. That’s why I love and
respect this industry so much. It is unforgiving. It demands
65
Abide & Abound

competence. It forces us to improve, which makes us grow.
Abide and abound is the governing and underlying law of
network marketing. If we abide by the principles and
philosophies of this industry, we will abound. We will succeed.
We will become financially independent and enjoy all the
freedom that this industry offers, but more importantly, we will
become better people in the process.
In the end, we discover that, within this industry, we can be our
own best friend or our worst enemy. Network marketing gives
us the power and freedom to choose.
Anthony Diaz has over two decades of experience in the direct sales
industry as a successful distributor, marketer, business consultant,
motivational speaker, professional trainer, and company owner. He is
know in Asia as “The Messenger” and “The Innovator” and has a
reputation as a marketing maverick who has developed countless inno-
vations and trends that have created paradigm shifts in network mar-
keting internationally, including personal import, the binary and hybrid
compensation plans, matching bonuses, relationship-based training
systems, advanced marketing techniques, interactive CD ROMs, prod-
uct packaging, and presentations that are widely used throughout the
world today.
Anthony is the CEO of Life Quest Network of Japan and has recently
brought his company to America as Zenza Life Sciences in the first
step of his commitment to global expansion.
You can learn more about Anthony Diaz on his website at:
http://Zenza.us.
66

When you work for someone else, your
and your family’s future is in their hands.
The only way to ever reach your dreams is
to work for yourself.
You’ve seen companies get eaten up by bigger corpora-
tions… lifetime employees turned out on the street. What
if that happened to you? You don’t know what the future
will bring.
Listen—it wasn’t raining when Noah built the ark. But when
that flood came, he was ready. Being ready is a GOOD idea.
Having an income from your own home business might be
YOUR ark. It could save your family.
There are a LOT of home business models to choose from. But
there is one characteristic that elevates network marketing
above all the other business models... and this is crucial for you
to understand. Otherwise, you may make a big mistake... huge!
67
The
#1
Most
Motivating
Benefit
of
MLM
Network marketing is about
relationships. When you build
relationships and then sponsor
those people into your business,
you have a business that grows,
built by people you love to spend
your time with... and you have
ongoing income for life.
MICHAEL DLOUHY

My wife Linda and I have been doing network marketing for
twenty-eight years. We have a life today that most people only
dream about. The number one feature that caused us to fall in
love with network marketing is the recurring income that this
business model creates.
With non-MLM business models, you start over every month
from zero. But in MLM, you get paid like an author, or a rock
star. Stephen King still earns a bit on books sold today that he
wrote twenty or thirty years ago. Lisa Marie Presley gets about
$25,000,000 a year of ongoing income from people buying
CDs of “Don’t Be Cruel” and other songs her dad recorded.
Elvis has been dead thirty years! THAT is recurring income.
Twenty-eight years ago, I had my own construction business.
An insurance agent knocked on my door. He said,
“Listen, Michael. What if I could show you a way to work for a
little less money, building these homes... but then the houses
would pay you on ongoing income for the rest of your life?
Even if you quit, never built another house, the checks would
keep coming in.”
I thought that idea was incredible.
Then the guy said to me,
“Well, there’s an opportunity that creates
recurring income like that. You work hard
for a couple years, then you get a check in
the mail every week, even if you quit
working!”
I had spent seven years busting my back, working, slaving,
building my carpentry business. The thought of getting paid in
the future for work I’d already done really lit my fire. And THAT
is how MLM works.
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So today, twenty-eight years later, we still get a check the first
week of January every year, from the same company, on the
business that I did twenty-eight years ago!
Is your job COSTING you money?
By 1994, a good friend of mine had spent sixteen years driving
a bus in Miami. When you drive a bus, you get paid for work-
ing. If you don’t work, you don’t get paid.
But in April of 1994, my friend ran his first full-page national
ad. The response to that ad built him a recurring income. In
fact, that ad my friend wrote in 1994 still pays income today!
Is that amazing? He’ll tell you, it takes his breath away, just
thinking about it.
And after he ran his second national ad, he decided he
couldn’t afford to drive a bus anymore. That job was costing
him too much money... too much time. He quit. That bus-
driver income ended. But here we are thirteen years later, and
that ad he wrote is still paying income!
THAT is what makes the network marketing business model
so superior to any other. But it’s not the ONLY way to get
recurring income.
You could write a #1 best-selling novel…. You could sing and
record a CD that goes Platinum…. You could invent the next
Post-It® Note... uh-oh!
Come to think of it, maybe network
marketing IS the only way regular people
will ever get recurring income!
MLM is the only way that normal people like you and I can get
paid like rock stars. If you open a shop in a mall, you may
make good money, but you start over from zero every month.
And, of course, your expenses are astronomical, so there’s big
69

pressure on you to produce immediately... constantly… from
then on.
The key to creating a high level of ongoing income is to build
strong relationships with the people who join you in your
network marketing business. When you sponsor a person, plan
on being in business with them the rest of your lives. That’s the
only way you can create a dependable ongoing income. Your
income is built on those relationships.
MLM is the most unique business model
ever created. It is relationship marketing.
It’s all about partnering up for life.
My mentor, Tom “Big Al” Schreiter, gave me a gold nugget
about fifteen years ago. He told me, “Never sponsor anybody
into your business that you wouldn’t want to be on a one-
month cruise with.” Before that, I thought that if they could fog
a mirror, you’d sign them up. But that doesn’t work. Network
marketing is about relationships. When you build relationships
and then sponsor those people into your business, you have a
business that grows, built by people you love to spend your
time with.
What more could you possibly want?
Most people mess up and choose the wrong system.
Listen. This is crucial. To have real recurring income, you
need a GREAT value-priced product that’s consumable—that
people get automatically, every month, like a book club
subscription.
If you just sell books, you start over every month, from ZERO.
But if you sell subscriptions, all the people who ordered in the
past order again this month. You’ll get new customers, too.
So your income actually increases every month. THAT is a
beautiful thing. Believe me. It’s amazing.
70

If you have to start from zero every
month, you’ll NEVER retire.
I’ve talked to plenty of people who did it the wrong way. They’d
love to go back and start over. Crucial point: You need a hot,
consumable product to create a recurring income.
“Big Al” once described to me how he got started in network
marketing. He went to a meeting. Afterwards, the person who
invited him walked up to him and said,
“Listen, Big Al. When you join our business, here’s what
happens. Six months from now you walk into your boss’ office,
lean back in the chair, put your feet up on his desk, dig in some
little scuff marks with your heels, and calmly tell your boss you
can’t fit him in your schedule any longer. You’re resigning,
effective today.
“If they need any help after you leave, they can call you any
Tuesday at your normal consulting rate. Then you leave his
office, go out to your desk, pick up your personal stuff, wave
good-bye to all your fellow employees who told you it couldn’t
be done, then hop into your brand-new bonus car. You burn
rubber out of the parking lot, zip on down to the bank, pull up
to the drive-in teller and say, ’Deposit this commission check. I
don’t know… put it in savings or checking… I don’t know. I get
these things all the time.’ Then drive home and have a nice
glass of your favorite beverage.”
“Big Al” heard this and he said, “How do I join?”
Michael Dlouhy started in network marketing in 1979 and began his
full-time career in 1991. Michael joined over 100 MLM companies in
1992-94, to find out everything he could about how the business
really worked. Today, Michael does fifteen hours a week of network
marketing training by phone for anyone in any company via his
Mentoring for Free program.
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Michael has written 2 e-books: Success in 10 Steps and Powerful
Networking Secrets!
Michael transcended his 8th grade education and difficult early family
background to become a multimillion dollar network marketing leader
and top producer in his company. (He says, “It turned out to be a good
thing. I had to make it on my own in life from an early age. I learned
to be an entrepreneur from the start.”) He’s been married to wife Linda
since 1970, and they have two children: Matthew, 23 and Amanda,
20. Michael lives in Brooksville, Florida.
To visit Michael’s website and get your free e-book, read his informa-
tive weblog, learn about his free teleconference calls, and more, go to:
http://AskMichaelDlouhy.com.
72

What I like most about network marketing is the ability to
earn full-time income while working part-time from
home, but as much as that remarkable possibility
excites me... it seems network marketing is not for everyone.
In March, I was chatting with a neighbor about how my
network marketing business allows me to work at home and
spend time with my family. He commutes two hours every day
(which he hates). When I asked him if he was interested in
starting a part-time business from home, he said,
“I can’t do that marketing stuff right now;
the basketball finals are just starting.”
In April, I was leaving the restaurant that I own, and just as I
unlocked the door to my new Jaguar I heard someone say,
“Boy, that’s a great looking car.” I turned around and said,
“Thanks—do you like Jags?” He replied, “Sure, but who can
afford one?”
73
Full-Time
Income
Working
Part-Time
Treat your network marketing
business as a business and
eventually it will pay you as a
business... and best of all, it can
pay you a full-time income while
you are working part-time from
home.
STEVE DOM

I told him that my part-time network marketing business more
than paid for the Jag. We chatted for a few minutes and then I
asked if he was interested in a second income from home. He
said no, because he was “so busy all the time.” He climbed
into his clunker and drove off. I guessed he was probably feel-
ing sorry for himself.
While it is true that we are all busy, it is also true that everyone
has the same twenty-four hours in a day.
Most people feel they do not have time,
because by habit they are constantly
working on the wrong things.
In other words, they’re busy, but they are wasting their time and
nothing important is being accomplished.
Network marketing represents the last—and perhaps the only—
chance for financial freedom for most people. Where else can
you start a business for a few hundred dollars, with almost zero
risk, and have the possible outcome of a lifetime of financial
abundance—and at the same time get to help others achieve
success as well? Nowhere else that I know of.
As a former “normal” business owner, I’ve had millions of
dollars on the line, secured by all my personal resources,
including my house. If that business failed, I could lose all I
had built...all I had saved...and I would have to restart my life
with zero assets.
I really appreciate the low entry cost of
starting a network marketing business
and the low downside risk.
As I said at the beginning, what I like most about network
marketing is the ability to earn full-time income while working
74

part-time from home. That’s what makes this business the most
remarkable form of free enterprise ever created.
Steve Domitrecz, a.k.a. Steve Dom, is a national director with
Innerlight, Inc. He earns a six-figure income every year while working
his networking business part time. Steve is an entrepreneur who
recognized the ability of a good network marketing opportunity to
generate lifetime residual income. Visit Steve’s website at:
http://PhMiracle4u.com
75
Full-Time Income Working Part-Time

“I would rather have one percent of a
hundred people’s efforts than 100 percent
of my own.”
— Andrew Carnegie
I’m going to be telling you about The People’s Franchise—
how ordinary people can achieve extraordinary success.
Now, it’s probably bad form to begin with a quiz—but just for
fun, let’s do it anyway. Don’t worry. This is really easy—and it’s
multiple-choice, too.
Read the following statements, then choose the correct answer
from the list of choices at the end:
“In most Americans’ minds, it’s a ’scam’ and a ’scheme’ –
questionable or unethical at best, immoral and illegal at
worst.
77
The
People’s
Franchise
Network marketing is the most
remarkable business model
developed so far for ordinary
people to achieve extraordinary
success. Now is the time of best
investment for greatest returns
in network marketing. It’s like
having the chance to buy gold
again at $49 an ounce!
JOHN MILTON FOGG

“Many own-your-own entrepreneurial hopefuls have
been hyped into turning over their life savings, only to
see the company go out of business, taking their dreams
down with them.
“Politicians, regulators, and the media (especially the
media) cry ’foul’ whenever its name comes up.
Newspapers, magazines, and television news and talk
shows regularly expose it for the ’flimflam rip-off it really
is.’ Major corporations who get involved go out of their
way to avoid any appearance of doing so. There is even a
move in Congress to outlaw it altogether!”
Now, guess: which one is the right answer?
a) TV ministry scams
b) Offshore investment schemes
c) Multilevel/network marketing
d) None of the above
Did you pick a), b) or c)? Well, there’s probably some truth to
all those choices—but none of them is the right answer.
The truth is, it’s a trick question. The right answer, “d) None of
the above,” WAS correct—more than forty years ago! Back then,
that’s exactly what people were thinking and saying about a
radical, revolutionary new business concept called franchising.
In the 1960s—before Ray Kroc and McDonald’s, before
Dunkin’ Donuts, Midas Mufflers, Molly Maid, Pizza Hut...
and all the other successful franchise companies established
franchising as a legitimate industry—all of those negative things
were being said and done about franchising. And yes, there was
even a move in Congress to outlaw franchising.
And today…?
Today, experts say the franchising industry is responsible for
78

more forty percent of all the retail goods and services we buy
and sell in the United States alone—over one trillion dollars!
Not bad for what just a few years ago
was labeled “a scam and a scheme.”
Let’s take a closer look at franchising.
Franchising truly was a revolutionary business concept—and it
still is.
Take a look at your alternative: approximately eighty percent of
all small business fail in their first year. Eighty percent of those
that make it don’t survive to see year five—and of those that do,
even fewer will last another five.
Think about it: how many companies do
you do business with that have been
around for ten years or more?
Not very many….
Franchising is a way for the small business entrepreneur to
boost the odds of success. A franchise takes the guesswork out
of building a business from scratch. The franchise company
creates a “turnkey opportunity”—a ready-made, off-the-rack
business, complete with products or services, logos, uniforms,
training, vendors, policies, and procedures. Virtually anyone
with the desire and start-up capital can climb into this vehicle,
turn the key, and drive off down the highway of entrepreneurial
success.
It’s truly brilliant.
You don’t need to know all there is to know about building a
franchise to own one. The franchise company has done all that
79
The People’s Franchise

work for you. You simply pay your franchise fee, build or rent
your location and furnish it with the equipment the company
has already designed and successfully tested for you, hire your
people, and then pay the company a percentage of your sales
and profits.
A question: How well do franchisees do?
According to its critics, the truth is about one third of all
franchises fail. Another third breaks even, and one third makes
a profit. In fact, some franchise veterans say you can’t make
money in franchising today unless you own at least five or more
individual franchised units! Still, that’s a much better average
than the 80/20 failure/success rate of conventional small
businesses.
Question: How much does it cost to own a franchise today?
Ahh, there’s the rub.
Franchise fees range between a
low/low/low of $1,000 to $500,000 and
more. The average fee today comes in at
around about $50 grand.
You can get a Molly Maid or a Thrifty Car Rental franchise for a
fee of $17,500. Sir Speedy is $25,000. And the big guys, like
McDonald’s... well even if you could find one—forget it! It’s in
the millions....
The really bad news is that’s only the fee. You’ve still got to pay
for the building, equipment, initial inventory, etc.—all of which
can run into the millions or more. The average investment in a
proven franchise opportunity is $250,000! Not quite what the
average person can afford. PLUS, most franchise companies
take a percentage of your sales—not just profits, SALES—as
their royalty commission!
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It’s tough to start a franchise today. It’s not like it was back
when the industry was young and unknown. Just as in real
estate, the stock market, or most other opportunities, the real
money is made by those who get in early.
There’s a higher risk and a higher reward.
Once anything is a sure thing, it seems
everybody’s doing it.
Today franchises are proven profit centers. That’s one reason
why they’re so expensive. You pay for having less risk than a
conventional business start-up—and you pay for being a
johnny-come-lately, as well.
But there is a way to have the low-to-no-risk benefits of a
proven, duplicatable business system like franchising and still
enjoy the rich rewards of a ground floor opportunity.
Frankly, most Americans don’t have the extra $25,000 to
$250,000 or more that it usually takes to own their own
franchise business. But almost every one of us can afford to
have the next best thing. And that’s exactly what I’m telling you
about here: The NEXT… BEST… THING…. The People’s
Franchise...
… Network Marketing.
Network marketing has taken the concept
of franchising—providing independent
entrepreneurs with a ready-made,
low-risk, proven, turnkey, small-business
opportunity—and made some genuinely
remarkable improvements on it.
81

Low Capital Investment—Little or No Risk
How much money do you need to become an independent
network marketer? There is usually no fee required to start your
networking business. You’ll typically commit between a few
hundred dollars to a few thousand dollars for your sales kit,
your training and sales and marketing materials, and your initial
product inventory (if you need it).
The Benefits and Tax Advantages of a Home-Based
Business
For most participants, network marketing is a home-based busi-
ness, so you don’t have the high overhead of a retail or office
location. The equipment you need to begin your networking
operation can be as simple as a telephone, desk and file cabi-
net. And the potential tax advantages of owning and operating
a legitimate home-based business represent one of the last
forms of tax relief available to the average American today.
No Employees—You Are in Control
As a network marketer, you are an independent contractor—the
CEO of your own businesses. Think of it as “Me, Inc.” You have
no “employees.” The men and women with whom you’ll work
are also CEOs, running their own independent networking
businesses. In network marketing, you don’t simply “own your
own job”—you own your own business.
And unlike most entrepreneurs, your
business does not own you! You are truly
in control of your work—and your life.
More Choices—Part-Time, Full-Time, Travel, National, and
Global Businesses
Every network marketer is a volunteer: You don’t “have to” do
anything. You’re free to work the days and hours you want,
where you want, doing what you want—and perhaps most
important of all, you’re free to choose the people with whom
you work.
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Although the majority of networkers work their businesses
part-time—currently about 85 percent of the industry are
part-timers—more and more men and women are pursuing
network marketing as a full-time career. Some work exclusively
from their homes; some choose to set up formal offices; others
enjoy traveling to other cities and even to other countries,
building their businesses on a global scale.
Personal and Professional Support
In network marketing, you’re in business for yourself—but not
by yourself. Your network marketing corporation’s success
depends on your success—they’re your business partners, so
they give you the most support possible, each step of the way.
As a good franchise company would do, a good network
marketing company provides you with the product or service to
market, plus an R & D department, new product development,
field training, sales and marketing literature and promotional
materials, a distributor service department, and more. And today
every network marketing company is Internet-friendly. You and
your company are truly partners in a win-win opportunity.
Sound incredible? It is—but there’s more. There’s another
very special reason network marketing is the next step beyond
franchising. Which is why it’s sometimes called…
Franchising2
When you buy a franchise, you acquire the right to market the
product or service provided by your company. It’s much the
same in network marketing, except that you don’t have to pay a
franchise fee nor the huge start-up and overhead costs, have a
retail location and/or elaborate equipment, hire and manage
employees, and there are no geographic restrictions on your
marketing territory. You also don’t have to pay a percentage of
your sales back to the network marketing company, as you do
in franchising. What’s more, you are an independent
contractor—you work for you—not for “the company.”
83

And as if all of that were not remarkable enough, a network
marketing company does one more truly revolutionary thing for
you.
It gives you the ability to offer the oppor-
tunity to build a successful business to
others in partnership with you, too!
In network marketing, you not only get to earn income from
marketing your company’s products or services (like a fran-
chisee), you can also earn income from the sales generated by
people you enroll into your own network organization (like a
franchise company). They’re your “Business Partners,” men
and women who, just like you, own their own independent
network marketing businesses.
That’s why we call it Franchising2.
And that’s what creates one of network marketing’s most
powerful and profitable features: it allows you to leverage your
time, talent, and energy to earn commissions from the sales
made by all the other people you bring into the business.
Remember, Andrew Carnegie said, “I
would rather have one percent of a
hundred people’s efforts than 100 percent
of my own.” That’s just what network
marketing enables you to do.
This explains why so many “ordinary” people can achieve
extraordinary success in the network marketing industry.
Conventional sales and distribution methods depend on a few,
select high-performance sales superstars, who each do a huge
amount of sales volume. Network marketing is just the
opposite: it’s based on a lot of people—doing a little bit each.
84

That’s why we call this concept “The People’s Franchise.”
Network marketing powerfully combines
all the income-building benefits of being
both a “franchisee” and a “franchise com-
pany” at the same time—while cutting
out the major stumbling blocks of both.
q There’s no fee, because you’re an independent network
marketer.
q You don’t pay royalties from your sales back to the
company.
q There’s no hiring, firing, or managing employees.
q There are none of the all-consuming demands of a seven-
day-workweek and a 15-hour-a-day retail operation.
q There’s the powerful marketing advantage of offering
superior quality, one-of-a-kind specialty products and
unique services that meet high consumer demand with
exceptional value through relationship marketing.
q There’s the independence of choice: choosing with whom
you work, when, where, and how you work.
q There’s the freedom of owning your own home-based busi-
ness—and the tax-saving advantages that come with it.
q There’s the flexibility of part-time or full-time involve-
ment, as your unique situation allows... as you choose.
q There’s the opportunity to leverage your time and energy
and earn income from the efforts of others: in time, tens,
hundreds, even thousands of others.
85

q There’s the limited risk of a start-up that requires only a
few hundred dollars.
q There’s the proven potential reward of both earned
income and residual income—which can range from an
extra $300, $500 or $1,000 per month up to $10,000,
$25,000 and more.
q It’s a great business for the Internet, too. When you
combine the high-touch of network marketing with the
high-tech of e-mail and the World Wide Web, it just
might be the most perfect business of all....
q And finally, there is still the opportunity for you to be
one of the first to enter an industry—an industry that has
just begun its dramatic growth curve… an industry that is
creating a revolution in the way the world buys and sells
everything!
There has never been a better time than
now to take a serious look at network
marketing. “The People’s Franchise” is an
extraordinary concept whose time has
come—today!
Now is the time of best investment for greatest returns in
network marketing. It’s like having the chance to buy gold
again at $49 an ounce!
Make the time today to check out the benefits of building your
own network marketing business. It’s a straightforward and
simple, low-risk investment—and it promises to return the most
remarkable rewards you can imagine.
The People’s Franchise.
86

87
John Milton Fogg is an author, editor, and speaker. His books and
audios have sold over three million copies worldwide.
He is the founder and former editor-in-chief of the highly
regarded publication Upline®, was a contributing editor to SUCCESS
magazine, the founder and former editor-in-chief of Network
Marketing Lifestyles magazine, founding editor of Networking Times...
the founder of GreatestNetworker.com... cofounder of
TheNetworkMarketingMagazine.com and is the creative force behind
TransformingMLM.com, Speaking and Listening.com, Belief
Busters.com and The MasterMind Sessions.com and his latest, The
Magazine for Network Marketers, Upline2.
John is the author of the best-selling industry classic, The Greatest
Networker in the World, which has been read by more than two-and-
a-half million people around the world, and he has edited and
contributed to far too many books to be mentioned here. His latest
book is, It’s Time... for Network Marketing. In December of 2006, after
twenty years of self-imposed “retirement,” John became a network
marketer again and is actively building an organization.
He has spoken around the globe, throughout Canada and the United
States, in Australia, China, Costa Rica, Crete, Iceland, India, Indonesia,
Korea, Malaysia, New Zealand, Russia, Singapore, Trinidad, and
Ukraine.
John is 59 years old, is married to Jekaterina (Katyusha), has a
daughter Rachel (25), a son Johnny (20), a daughter Eleonora Milena
(Ele) who’s 5, and Anais Polina (his “last child”) was born in March,
2006.

It was late fall. The weather was turning cooler. I was
standing, looking out the kitchen window of our family
home, talking on the phone with my upline.
I felt curiously alive, noticing everything around me. Like when
someone is in shock, I suppose. Everything around me was
crystal clear and sharp, like I was looking down at myself,
seeing myself as an actor in a play. I knew intuitively that it
would be a day I would remember forever.
I had called my upline to ask her a question. I explained that
my husband had just told me he had filed for divorce. I was not
asking her for marital advice—or more rightly said, divorce
advice. I was asking a fundamental question.
“Theresa, do you think it is possible for me to make a living
networking? I need to bring in enough money now to pay for
the mortgage and all our expenses. I really want to do this. My
heart is in networking, but I am afraid I might have to get a job
and give it up.”
89
Network
Marketing:
A
Divorced
Woman’s
Hope
Once I replaced my old negative
blueprint about networking
marketing, the difference was
like night and day. I no longer
had any trepidation talking with
someone about the products I
offered. I didn’t have to beg
them to purchase again. And
people were sticking in my
organization.
MONIQUE GALLAGHER

She took a deep breath and said, “Yes, I do, but I think for right
now, you had better get a job.”
I was devastated. I thought she would tell me what I wanted to
hear, but she told me the truth.
Network marketing is not a quick fix. It is
a long-term solution and one, for most
people, best done on a part-time basis.
Yes, I know everyone says that, but I found that it’s really true.
After I got off the phone with Theresa, my mind started to race
on all the things that I had to make decisions about. But I
wasn’t ready to make those decisions. I felt pushed, forced into
a corner, and I wanted to fight, to yell.
I did not want to be divorced, let alone, a single mother! Yes,
there were problems in our marriage, but I thought everybody
had them and we would work them out. We had a young child
together. I had been a stay-at-home mother for ten years, caring
for both of his children from a prior marriage and our new
child.
When the shock settled in, I became determined that my son
was not going to lose both parents. My intention was to do
whatever I could to bring in an income and still stay at home. It
was important to me to maintain some semblance of normality
in our world that had just been turned upside down.
As my mind raced, I was reminded about my prior work
experience and skill set, and I struggled to understand why I
had not had success in networking. Only twelve years before, I
was living in my favorite place on earth, Windsor, England (yes,
right next to Windsor Castle). I was a successful project
manager that Sun Microsystems had hired as a consultant to
implement a new accounting system throughout Europe. I was
90

being paid a six-figure income, had a company car, and an
expense account. People paid over $200 an hour to listen to
what I had to say. I was good at what I did—but, alas, that was
over twelve years ago.
Over the last six months of my marriage, I
had dabbled in network marketing, but I
never truly thought it would ever need to
be my primary source of income... until
now.
My checks did not even cover the required monthly product
purchase. What was I to do?
Given my newfound determination to make a living from home
doing network marketing, I sought out everything I could on
how to build a successful business. That’s what I did to become
a project manager.
I went to university for accounting, companies sent me on very
expensive residential training programs to learn how to become
a project manager, and I had extensive on the job training. I
brought to it all my people skills, pipeline of trust, integrity, high
worth ethic, and it paid off. I was making very good money and
was in a satisfying position. And I just could not understand why
I was not able to apply all those same skills, confidence, and
ability to become a success at network marketing.
Are you sitting down? Are you ready for the answer I came to?
Before you read the next line, I want you to open your mind
and not just read this and file it away. Truly see if my reason
might resonate with you.
I was ashamed of being a network
marketer.
There—I said it. I felt that networking was a last-ditch option for
91

people, similar to car sales and real estate. People with
education and options did not do network marketing. They got
“real” jobs.
When I got in touch with this mindset that was running in the
background, I was reeling from the truth of it. I asked myself, “If
I feel like this about it, why would anyone want to join me and
become part of this disrespected profession?” It was no wonder
I had no success attracting people to my business.
Well, that realization was fine and dandy, but what do I do
with it? It felt almost like I had this blueprint that kept making
my days the same way they were the day before, like the movie
Ground Hog Day. I wanted to rewrite that blueprint, because
that belief was not what I wanted my experience of network
marketing to be.
The people I encountered in networking were some of the most
intelligent, kindest, and most helpful people I had ever met.
They didn’t keep their secrets of success to themselves. They
shared them openly with me, and they introduced me to
people whom I needed to meet.
The support network was incredible and
very different from what I experienced
when I was in the corporate world.
People there did not want to see me promoted, because it
meant they would possibly become stuck where they were.
I remember one woman in particular who was in the
accounting department of the first company I worked with in
England. She was in her forties and had some measure of
success in the company, but she was stagnating. She was an
accountant and would likely always be an accountant. Here I
was, twenty-eight years old, being offered the coveted position
of European Accounting Implementation Project Manager.
92

Although she was my friend, I always felt she held something
back with me.Her advice and guidance only went so far. It
stopped when she saw that I was going to get the job of her
dreams. I would be traveling throughout Europe, implementing
the new accounting systems. Why me and not her?
I thought it might have been that I was not perceived as only
an accountant. Yes, I was a trained accountant, but I also had
experience in customer service and extensive computer
experience. That made me a compelling person to hire for
the job.
When I compared my current experience of the supportive
ecology of network marketing to my previous experience of
competition in the corporate world, I became inspired. It
was not my nature to hold something back that could help
someone. My philosophies and nature fit networking perfectly.
I always wanted to see people fly to their
highest heights and create greater joy and
ease in their work and life.
I guess that’s why I enjoyed systems analysis and project man-
agement. I could improve the quality of people’s work lives; I
could shorten processes and improve information flow so they
could get back to their real life at home.
Even though I read many books, listened to tapes, and took
courses—in addition to asking anyone I could how to change
that negative mindset—I didn’t find the answer until many years
later.
When I did replace my old blueprint about networking
marketing, the difference was like night and day. I no longer
had any trepidation talking with someone about the products I
offered. Previously, I would be excited with an order of $50,
but now I was getting orders of $200 and more. I didn’t have
93

to beg customers to purchase again. And people were sticking
in my organization.
Did the products change? Did I change companies? Did the
comp plan change? Did my upline change?
The simple truth was...
I changed my mind about how I viewed
network marketing.
My belief is unshakable. When I sell someone products now
and they ask if it is possible for them to do what I do, I no
longer cringe at that question. I look them in the eye with
confidence and pride and say, “Yes, you just need to become
an associate, and this is what you need to purchase to get
started.”
Do I accept everyone as a business partner? No way—I have
customers and I have partners. There are criteria for someone
who wants to be in my organization. Gone are the days of the
desperate network marketer, grateful for a pitiful one-time order.
Now in its place is a proud network marketer who is able to
assist others in their journey of healing—physically and
emotionally (and financially, too).
The healing not only comes from the products, but from the
journey of becoming a networker itself.
The truth is, it’s an inside job. You not only become what you
think about... you become what you believe.
So how is my network marketing career going now?
Well, I would say, well. No, I would say more than that…
swimmingly well.
94

For this single mother, network marketing
was not only her hope, it was her healing
and the renaissance of her life.
I am proud to be a networker and I would stand on rooftops
now and scream it. I can’t even begin to think how much longer
my transition back to the working world and becoming a
successful single mother would have taken, if it were not for net-
work marketing. It kept me out there talking with people, shar-
ing what I had to offer, and growing into the person I am today.
Monique Gallagher is an author and coach. She developed an interest
in human growth and development during her teenage years in
California. In 1982 she began her studies at SUNY Binghamton. Upon
graduating in 1986 Monique moved to England and accepted a lucra-
tive position in Project Management working throughout Europe.
By 1991, she had moved to Venezuela, and enrolled in an
international master’s program for teachers in Caracas while working
as a substitute teacher at an international school. She returned to the
United States in 1993. Her curiosity became her passion as she probed
the human mind and cognitive behaviors, completing her degree at
Rutgers University.
As a Health and Success Coach, Monique is a dynamic speaker and
trainer producing profound results in assisting others in overcoming
what they previously thought were impossible roadblocks. She has
recently expanded her professional repertoire to include assisting
parents in raising strong-willed children to be respectful, caring, and
accountable.
Monique resides in San Diego, California, with her remarkable 10-
year-old son, WG, and their adored cat.
To learn more about Monique and her life, business, and health
coaching, visit her website at: http://LifeDirectionCoaching.com
95

Being a member of our armed forces is a noble and
honorable profession in pursuit of duty, honor, and
country. Unfortunately, the members of our armed forces
do not enjoy a wage that corresponds with the amount of time
that is sacrificed by being away from their loved ones—nor the
obvious “hazard pay” given in other occupations.
So, why do I think that network marketing is such a powerful
opportunity for someone in the military?
The answer is simple, but multifaceted, so I’ll start by making a
list of points and then come back and go into more detail about
each one.
q Relationships
q Leadership
q Circle of Influence
q Geography
q Spousal Work Opportunities
97
Why
I Think
Network
Marketing
Is a Perfect
Opportunity
for Anyone
in the
Military
I believe that this business is a
gift—perhaps the best gift that
someone in the military could
possibly receive. Service men and
women make excellent network
marketers. Plus they get to
leverage their unique circum-
stances and experiences, giving
them a running start towards
success in this industry.
JIM GILLHOUSE

q Finances
As I drill down into each of these topics, you’ll notice they are
all pretty much interrelated with each other.
Relationships
Network marketing is a business that is built one hundred
percent on relationships. So too are the friendships formed in
the military.
One of the strongest bonds that can ever exist between two
people comes as the result of having had to depend on each
other in a combat or life-threatening environment. The military
spouse also develops strong relationships with friends they
make in their unit support groups while the service members
are deployed.
Military people move around a lot. They’re thrown together with
men and women of all races, religions, educational experiences,
personality types, interests, values, strengths, weaknesses....
They’re either very good at relationships,
or they get good. Their lives depend on it.
Leadership
Network marketing is also built one hundred percent on
leadership. Every network marketer is the leader of his or her
organization, and success or failure in this business is based on
one’s skills and ability to lead.
Military service is all about learning how to lead and learning
how to follow.
I don’t think anybody knows more about
leading and leadership than someone
who has served in the military.
98

In every organization, civilian or military, there are two
separate chains of command—the formal and informal.
In the formal chain of command, the authority figure is
empowered by the business or the military itself. However, in
the informal chain of command the leader is empowered by the
people that willingly follow them and look to them for direc-
tion or advice. That’s the way it is in network marketing.
As a military service member, you know leaders that you would
follow into the fires of hell and back. Unfortunately, you’ve also
been exposed to so-called leaders that use their people as step-
ping-stones only to serve their own purpose. That doesn’t work
in network marketing.
The beauty of network marketing is
that we get to pick whom we choose to
partner with and invite to join our
business. And we get to choose our
leaders for who and how they are.
Indulge me for a moment, while I address the subject of
being choosy about whom you invite to be a member of your
business team.
I believe that this business is a gift. Therefore, when I interview
a prospect as a perspective member of my business I don’t
know yet, I start by having a conversation with them to
determine if I really want them on my team.
Keep in mind that this is a business, and you don’t want just
anybody working with you as your partner. It’s okay to be
persnickety—not everyone gets a waiver (an exception to
policies and/or procedures), not everyone gets promoted below
the zone (ahead of their year group), and not everyone gets to
be on my team.
99
Why I Think Network Marketing Is a Perfect Opportunity for Anyone In The Military

Circle of Influence: The People You Know
The military family member knows many more people than the
average person, because they are forced to relocate much more
often than most people do. The average American never moves
more than one hundred miles away from where they graduate
from high school. Yet the military family member quite often
has friends that are stationed all around the world, and they are
constantly meeting new people.
In network marketing we speak about your “circle of
influence”—all the people you know—and being a “center of
influence”—that means that those people know, like, and trust
you.
Military people all have large circles
of influence and many are commanding
centers of influence, as well.
Geography
The fact that military people travel so much gives them a
fantastic advantage to develop a large and wide-reaching
business—even reaching worldwide.
Most people in the “home-based business world” would love to
have this opportunity—yet most military people take it for
granted, or even consider it a form of punishment by not being
able to be close to home.
I say, take advantage of the situation as the blessing that it is
and use it to build a great, big network marketing business.
Spousal Work Opportunities
This is a topic that’s a sore subject with me. Over the years,
I’ve seen so many military spouses have to give up a good pay-
ing job at one duty station and take a significant cut in pay at
the next location they were assigned. Worse yet is the spouse
100

that can’t find a job in their career field at the
new duty station.
Every military person I know, or have known over the years, has
either experienced this personally, or knows someone that has.
With a home-based network marketing business, you have the
ability to take your business with you everywhere you go, and
when you work for yourself, you never have to look for a job
again (or a better boss).
Finances
Most people in the military are living paycheck to paycheck
and don’t have a lot of cash to start a business of their own.
Unlike a franchise that has a minimum startup cost of tens of
thousands of dollars (along with restrictions like territories and
regions), a person can often own their own home-based
network marketing business for five hundred dollars or even
less (and no territorial restrictions apply).
There are many benefits to owning your own home-based
network marketing business, such as:
q Setting your own work schedule
q Taking your business with you wherever you move
q Choosing the people you partner with
q Being your own boss
q The tax advantages only available to a business owner
q The ability to make some fantastic friends all over the
country and around the world
Every person—military and nonmilitary—
that is associated with our armed forces
should take a long, hard, serious look at
the network marketing industry and the
opportunity it provides.
101
Why I Think Network Marketing Is a Perfect Opportunity for Anyone In The Military

In all my time on active duty, I never found a business that I
and/or my spouse could be involved with—at every location
where I was stationed—with the exception of this remarkable
industry.
My only regret is that I wasn’t smart enough to have gotten
involved sooner than I did. I’ve spent the majority of my adult
life as a leader, instructor, trainer, mentor, and coach in some
capacity or another. I have yet to find something that I can do
that benefits the lives of more people than network marketing.
Jim Gillhouse has been involved in the network marketing profession
since 1997. He is a founding distributor with XELR8 and a charter
member of the XELR8 X Factor Plus Leadership Development Team.
When Jim’s not network marketing, he’s a colonel in the army, instruct-
ing military pilots how to fly helicopters. Tellingly, Jim and his wife
Annette hail from Enterprise, Alabama.
"One of the things that moves me is a desire to save others from the
frustration, anxiety, pain and ’brain damage’ that I, and some other
people experienced while getting started in this industry... the vision of
providing the highest quality of life for my family that I possibly can...
I am motivated by helping others to overcome their fears, go for their
dreams, and reach their goals.”
You can hear “Jim’s 4 Minutes” every week at the conclusion of Tom
Chenault’s Home-Based Business Radio Show and learn more about
Jim on his weblog. “Jim’s Final Four Minutes,” here:
http://Jims4Minutes.blogspot.com
102

In a world where people struggle every day in a rat race just
to make ends meet, network marketing professionals offer a
way out of the drudgery.
In a world where people are too busy to listen to each other
and yet yearn to be listened to, network marketing professionals
provide just what people need—listening ears and under-
standing hearts.
In a world where people can’t help but complain of having no
time, no money, no fun, and no health, network marketing
professionals offer a happier balance in life between work and
play, financial wellness and physical wellness, and present-day
needs and future provisions.
In a world where people walk with low self-esteem and frail
or badly dented egos, long conditioned to think and feel they
are never good enough for the critical tasks at hand, network
marketing professionals offer a guiding hand, a caring heart,
and a reliable companion in a happier walk to a better life.
103
Celebrating
Network
Marketing—
The
Business
of
Uplifting
People
One of the most fulfilling or
heartwarming aspects of the
business, if done right, is how it
uplifts people, helps them to feel
better about themselves and
eventually become more and
better than they were.
LIM ENG HAI

In a world where people are routinely told to “get real” and
forget their childhood dreams, network marketing professionals
can help people rediscover their core desires and show them a
way to fulfill them.
And yes, I do mean network marketing
professionals, as opposed to the hordes of
others who are just trying their luck, usu-
ally for a short period only, who won’t do
whatever it takes to get good at the game.
For all the good that we can contribute to people’s lives, of
all professions, we should not have to keep justifying and
defending ourselves—what we do, what we stand for, and why
we deserve the financial riches and other rewards that come
our way. But we do.
I remember a conversation with a business partner, where I
advised her to simply stop feeling embarrassed, defensive, or
apologetic about her network marketing business and
encouraged her to be proud, very proud.
She has been building her network marketing business
alongside a five-year-old conventional business where she acts
as an agent for a European supplier of certain industrial goods.
In the conventional business, she works largely alone, trading
her time for money, scouring the region for business.
The reason she became involved with network marketing is that
she saw a source of leveraged, residual income in the future—
an income stream that would keep flowing long after she
stopped working, something she does not expect from her
conventional business.
Yet when she encounters someone who scoffs at the MLM way
of doing business, she gets tongue-tied, feels awkward, and
quickly changes the subject.
104

As our conversation progressed, we established that the root
cause of the awkwardness was not having sorted out her
own feelings about the business yet. She conceded that she
continues to feel embarrassed about building a network
marketing business alongside her conventional business. She
fears that it will invite speculation about how she is faring in
her conventional business.
All that was needed, I suggested, was a realignment of her
mindset to one which she is all too familiar with. To illustrate
what I meant, I asked her these questions:
1. Do conventional businesspeople go around justifying to
prospective customers why their business model works?
2. Do conventional businesspeople, on the slightest
prodding, open up and bare all about how they make
their money and why they deserve the huge markups (if
any) that they enjoy?
3. What would conventional businesspeople do or say, if
anything, when prospective customers ask how much
money they really make from their business? Will they
wave their equivalent of the latest bonus check to prove
a point?
4. Do conventional businesspeople try to convert every
good customer into a business partner or stakeholder in
their business, or do they wait for the right customers to
show an interest in the business before they let them in
on selected nuggets of information?
5. What would you think of a businessman who tries too
hard to sell you a stake in his business, even when you
have expressed a lack of interest in his way of making
extra money?
The general point of these questions is simply this:
105
Celebrating Network Marketing—The Business of Uplifting People

Network marketers tend to explain,
defend, justify, and expose themselves
too much, too readily.
It is time we change tactics, get professional, and learn to walk
and talk with an unshakeable belief and a quiet confidence that
draws the right people out and makes them want to find out
more.
We need to begin to carry ourselves with at least the same
self-respect, dignity, or verbal restraint that conventional
business people do.
And why not?
We have many reasons to hold our heads up high and be proud
of what we do to make a good living.
My favorite reason is that…
Network marketing is simply a good
business, one that pays us fairly and
according to the good that we do in other
people’s lives, directly and indirectly.
The good that we do includes how the products or services we
sell make life better for people, but it is by no means restricted
to that.
One of the most fulfilling or heartwarming aspects of the
business, if done right, is how it uplifts people, helps them to
feel better about themselves, and eventually become more and
better than they were.
Here is how that happens:
106

Empathize with listening ears and understanding
hearts
We uplift people first by offering listening ears and understand-
ing hearts. Only by listening well can we determine if there is a
good fit between what people are looking for and what we can
offer. In the process, even if we do not find a customer or a
new recruit for the business, we satisfy people’s yearning to be
listened to with care and sincerity and to be understood.
Where a good fit does not (yet) exist,
good listeners will know how to let go.
Where a possible fit is identified, good
listeners will know how best to take the
conversation forward.
Engage them to uncover core desires
Not everyone who signs up to venture into a network
marketing business hits the ground running or flies from the
word “go.” As the enterprise attracts all and sundry, including
many not yet equipped with the required business mindset, few
are resourceful or hardy enough to figure it all out quickly and
do well on their own. Often people stumble over their doubts
and fears, dragged down by the lack and limitations they
have long been conditioned to believe in and have allowed to
govern their lives.
To succeed in this business, we have to first help people
uncover their heart’s core desires—the dreams and ambitions
that once moved them, but which they had long abandoned as
they strove to meet urgent present-day needs—and the one or
two biggest reasons why they would never, ever give up.
Encourage them to believe in themselves
We will also need to make time to help people uncover
their underappreciated strengths and talents and overcome or
side-step overaccentuated weaknesses and limitations.
107

Having done that, we can then show them a way to pursue
their dreams, desires, and ambitions that is customized and
personalized to suit their unique abilities and strengths and
accommodate their frailties.
In the process, we simply encourage
people to believe in themselves once
again and help them realize that they can
do much more than they thought
possible.
The whole process is liable to be time-consuming, and it
certainly does not fit the misconception of network marketing
as a get-rich-quick, mass-recruiting scheme.
However, this time-consuming process, which honors people
and what matters most to them, is one that is necessary and
worthwhile—as necessary and worthwhile as it is for a property
developer to take time and resources to ensure a solid and
sound foundation before he erects a skyscraper, building
upwards floor by floor.
This is the essential, people-oriented ingredient that tends to
be missing when network marketing leaders promote and
emphasize duplicable systems that are supposed to work for all.
Taking time to empathize with, engage,
empower, encourage, and enrich people is
what makes our business special.
To me, it is the one reason why we deserve the exceptional
income and lifestyle that comes with the business, and it is also
the reason we can walk with quiet confidence and do our
business with self-respect, dignity, and verbal restraint.
108

Lim Eng Hai is a journalist-turned-stockbroker-turned-network
marketer, and fiercely proud of his professional transition and personal
transformation. Eng Hai sees himself as a coach to his business
apprentices and personal nutrition consultant to his customers.
He works from home in Singapore, having more time than the average
dad to enjoy time with his two children, and yet able—with the
powers of the Internet, budget air travel, and the people-to-people
business—to build an international network marketing business,
extending to as many countries as he can find “the right people.”
Without having to travel too much, he is earning income from up to
ten countries.
He is in partnership with a US company which offers an extensive
range of nutritional and personal care products, embracing the
corporate mission of “eradicating heart disease—naturally.”
Visit Eng Hai’s weblog at: http://EngHai.blogspot.com.
109

111
The club known as “The Bayou” occupied the aging
building at 3135 K Street in Georgetown for forty-five
years. It smelled like an outhouse on an asparagus farm,
but it occupied a place in rock and roll history—so the smoke,
sweat, and stench didn’t much matter. The heavy metal band
Tesla was putting on a show certain to burn brilliant for a long
while in the hearts and minds of the fortunate fans who were in
attendance—and particularly bright for one fan.
Fighting my way to the bar to beat the last call, the singer’s
voice resonated in my ears as clearly as the Vienna Boy’s Choir
at Christmas in the Sistine Chapel…
And the sign said “Long-haired freaky
people need not apply"
So I tucked my hair up under my hat and I went in to ask
him why
He said “You look like a fine upstanding young man, I
think you’ll do"
So I took off my hat, I said “Imagine that. Huh! Me
The
Freedom
to...
Can you truly be happy
suppressing the passion to
live life your way? Can you
achieve happiness without
freedom? I know network
marketing is the single best way
to for an average person without
any skills like me to live a life
filled with freedom—real
freedom, boundless, unrestricted,
ultimate freedom.
ART JONAK

112
workin’ for you!"
Whoa-oh-oh
Now, hey you, mister, can’t you read?
You’ve got to have a shirt and tie to get a seat
You can’t even watch, no, you can’t eat
You ain’t supposed to be here
The sign said you got to have a membership card to get
inside
Ugh!
Sign, sign, everywhere a sign
Blockin’ out the scenery, breakin’ my mind
Do this, don’t do that, can’t you read the sign?
—Tesla cover of the 1971 hit single
“Signs” by the Five Man Electrical Band.
One heavy-metal cover song experience…
That’s all it took for a jarring reminder
that society has boxed us into thinking
small, into conforming to unwritten laws
of what we can and can’t do, and has us
working jobs we hate so we can buy junk
we don’t need.
That night in Washington D.C. confirmed that my generation
has been raised by television and magazines to believe that one
day we’ll all be millionaires, movie gods, and rock stars… but
we won’t.
Suffice it to say, I never did get that drink to warm me up. I
didn’t need it! I was fired up! I was excited!

113
The Freedom to...
The song shows how someone must decide whether
individuality of expression or conformity to societal standards
is the preferred way to live. If your choice is with the former,
then you must put up with the judgment of others as a conse-
quence of that choice.
The lyrics went straight into my heart, into every cell in my
body, and have never left me! They spoke to my core. I knew
beyond a shadow of a doubt what I really craved in life.
I craved the Freedom to do what I want-
ed, where I wanted, with whom I wanted.
To NEVER concern myself with what others may think of my
lifestyle!
To never have ANYBODY tell what I could or could not do!
The good news was I knew what I wanted in life. The bad news
was... finding what I wanted was like climbing a cactus! No
matter where I looked, who I asked, what I tried—nothing
allowed me to live the life I wanted!
It is a well known fact that 75 percent of our population is
happiest with only a “six-pack of beer and a half tank of gas.”
But that wasn’t me. I wanted more, much more!
I could try the Small Business America route. But I would have
to go to work and dress and act a certain way.
I could try the Corporate America route. But then again the
shareholders, board of directors, CEO, etc. would expect me to
“fit the mold.” (Richard Branson, one of my heroes, being the
rare exception to the rule here!)
Small Business America and Corporate

114
America could earn me a ton of money,
but in return they would strip away my
“Time Freedom” to do what I wanted,
when I wanted, with whom I wanted!
I could start my own business. But I’d be stuck watching over
the business, managing employees, putting in extra-long hours
for decades, etc. (Chad Hurley and Steve Chen being one of the
few rare exceptions—selling YouTube to Google for $1.65 bil-
lion after just a few years! Way to go, boys!)
Every profession put a gun in my back and robbed me of my
Freedom of Time or shoved conformity in my face. Or worse,
the profession couldn’t pay me anywhere near the income
needed for true financial freedom!
I couldn’t hold a job for more than six months without getting
fired because of my deep craving for the ultimate freedom of
not having anyone tell me what to do! I was unemployable!
I started to despair. Was I doomed to live being an employee
and having to behave how society “expects” me to be? A life-
sentence of someone telling me what I could or couldn’t do?
I was running out of choices! I had to become a ten-
times-platinum rock star, an ultra best-selling novelist, or
somehow find a few million dollars to invest so I could
collect a nice dividend check every month. Those seemed to
be the only options that would allow me to be myself, to do
what I want, when I want, with whom I want, without
anyone dictating what I could or could not do!
Heck—even being a soccer, basketball, or tennis superstar was
out of the question! Even they had to conform to what the
league expected! And then there was the constant barrage of
fans and paparazzi!

115
The Freedom to...
Behind every door I opened, there was a solid brick wall with a
“NOT POSSIBLE!” sign on it… and finally network marketing
found me! It didn’t take me long to realize that…
Network marketing is the perfect
option for nonconformists and the
unemployable!
Network marketing is like toilet paper, Pampers®, and tooth-
paste. It’s definitely proven to be effective. If you don’t think it
works—don’t tell my bank or they won’t cash my weekly bonus
checks! And today, because of network marketing I am as
happy as a 60s psychedelic band, hanging out between Frank
Zappa and Jimi Hendrix! Finally, I can do what I want, when I
want, with whom I want, without worrying about the money or
about what society thinks!
This is not an editor’s note for John Milton Fogg. It’s not an
open letter. It’s not even an impassioned plea. It’s a primal
scream through a bullhorn into a microphone rigged to
Metallica’s mammoth concert amps:
“NETWORK MARKETING IS THE
FREEDOM TO DO WHATEVER THE HECK
YOU WANT!”
He wakes up in the morning
Does his teeth, bite to eat and he’s rolling
Never changes a thing
The week ends, the week begins
Driving in on this highway
All these cars and upon the sidewalk
People in every direction
No words exchanged
No time to exchange

116
And all the little ants are marching
Red and black antennas waving
They all do it the same
They all do it the same way
— “Ants Marching” by Dave Matthews Band
Look around. Sit in rush hour. Watch people in lines. They are
all “Ants Marching.” This is no way to live! Every day there’s
someone telling you what to do. This is NOT FREEDOM!
The price of regret is a pain that can’t be healed. The game
of life is happening. Don’t stand on the sidelines, sit in the
bleachers. Claim what is rightfully yours. Choose Freedom!
Freedom to do…
What you want.
When you want.
With whom you want.
Without worrying about the money.
Without worrying about what society thinks.
Without anyone dictating his or her beliefs of what you should
or shouldn’t do.
Life is about “life, liberty, and the pursuit of happiness”—your
happiness. Can you truly be happy suppressing your inner
desire to be a rebel? Suppressing the daily passion within your
soul to live life your way? Can you achieve happiness without
boundless, unrestricted, ultimate freedom?
Look, if you had one shot, one opportunity
To seize everything you ever wanted—one moment.
Would you capture it or just let it slip?
—“Lose Yourself” by Eminem

117
The Freedom to...
My biggest advantage is “I know it’s possible.”
I know network marketing is the single best way to for an
average person without any skills like me to live a life filled
with freedom, real freedom.
The freedom to see a movie during the afternoon on a weekday
and have the entire theater to yourself!
The freedom to drive my luxury Lincoln or Viper with a
three-day-old beard to the gym at 11 a.m. blaring “Signs” from
the 500-watt speakers and have all those “Ants Marching”
assume I’m either a gansta’ or a rock star!
The freedom to roll over, yank the covers over my head, and
wake at the crack of noon—because I wanted to!
The freedom to get on a jet plane and fly anywhere in the
world up front and just for fun!
The freedom to order one of everything on the menu at a
restaurant, so everyone can enjoy a feast filled with great
conversation, fun, and friendship.
The freedom to see my daughter off to school every morning
and invite all her friends for a pool party after school, grinning
as each parent comes marching home from work hours later to
pick up their child.
I love network marketing!
My friend Tim was catching a flight back to Norway from
Florida after speaking at one of our events. As he sat on the
on the plane, he thought:
“I have the freedom to walk off this plane and, instead of
flying to Norway where it’s cold, I could book a flight to
Hawaii where it’s warm. I won’t, but it’s nice to know

118
that because of network marketing I have the freedom
to...”
Tim then picked up the in-flight magazine. Inside was a picture
of a 75-foot yacht. He thought:
“I have the freedom to buy that yacht if I want to. I won’t,
but just knowing I could is good enough!”
We’re in the business of freedom: freedom from worries—
freedom from worries due to the lack of money. Freedom to
do whatever our hearts’ desire—that’s how powerful network
marketing truly is!
We have absolutely no freedom as a child.
We rebel in our teen years and scream for freedom.
We die for the right to be free.
We fight vicious wars to have the seemingly innocent
ability to choose.
We reach adulthood and we relinquish freedom because
we think it is too difficult.
—Author Unknown
With network marketing, you can take a group of like-minded
people and together achieve this ultimate freedom! Imagine!
Now you have a group of people who can go do what they
want, when they want, with whom they want, without worrying
about anyone telling them what they can or can’t do! Now, that
is FUN!
Your team must be attractive to attract others.
People succeeding are attractive, but a
group of people living life their way, with
ultimate freedom, is irresistible!

119
The Freedom to...
Hanging in my office is a handwritten brush calligraphy frame
with the Chinese symbols for “freedom.” I watched a very
nervous calligrapher date and stamp his work while I was in
Guangzhou.
What’s so great about Network Marketing? It’s all about
FREEDOM.
The Freedom to Do Whatever the Heck
You Want!
The ultimate intention and expectation of network marketing is
to make someone’s life better. How better than to help them
achieve true FREEDOM—real freedom, boundless, unrestricted,
ultimate freedom.
And now, the end is here
And so I face the final curtain
My friend, I’ll say it clear
I’ll state my case, of which I’m certain
I’ve lived a life that’s full
I traveled each and ev’ry highway
And more, much more than this, I did it my way.
Live LARGE and Expect Success!
Art Jonak has been doing network marketing for a living since 1991
and is one of the early pioneers of InterNetwork Marketing. Art is the
founder of Network Professionals, the owner of MLMPlayers.com
(where he offers a host of resources including FREE online e-courses)
and numerous other top-ranked websites. He is the founder of the
Network Marketing Mastermind, the world’s largest, most intense and
educational generic MLM event. Art cohosts the Annual Network
Marketing Cruise with Tom “Big Al” Schreiter. He also writes The One
Minute Sponsoring Tip for Network Marketers. Cut and paste the link
above to receive Art’s FREE Tips newsletter.

121
Women are tired of the rat race… trying to do it all
and stay sane. Today, they are leaving the corporate
world and coming to network marketing and party
plan companies in larger numbers than ever before.
Seventy-nine point nine percent of all participants in this
business are women, and there’s a reason why.
They have found a place where there is no
glass ceiling—where they can have a
career, raise their families, and make a
significant income from the comfort of
their homes.
Women are natural networkers and natural nurturers. This
profession allows you to meet new people and connect with
and support other like-minded and like-hearted individuals.
You
CAN
Have It
All in
This
Amazing
Profession
When you choose this profession,
you are given a gift that can make
a significant difference in the lives
of your children and every person
you touch—your customers, your
team members, and your family.
NICKI KEOHOHOU

122
Women love doing business in the course of simply living their
lives—waiting in line at the grocery store, at their clubs and
civic activities, or sitting in the stands at their children’s
sporting events. My sister, who is a very successful direct seller,
shared with me that at my nephew’s last baseball game of his
high school career, the mother of every player on his team was
either a customer, one of her consultants, or a hostess. She
hadn’t wasted a minute in those bleachers.
This form of free enterprise is a great training ground for chil-
dren to be mentored by their parents.
A direct selling business can provide
women with the opportunity to teach
their children money skills, people
skills, business management, and most
importantly, the life skills of relationships
and partnering.
I am proud to say I raised two entrepreneurial children, each
with a tremendous work ethic as a result of being brought up in
a direct selling home. They saw me work, earn income, lead
others, set goals, win, and sometimes they saw me lose (I call
those “learning experiences”). It was during the “learning
experiences” that my grown children say they gained the most.
They saw me “keep on keepin’ on.”
When you choose this profession, you are given a gift that
can make a significant difference in the lives of your children
and every person you touch—your customers, your team
members and your family. What a wonderful place to lead by
example!
The flexibility of direct selling is also a big plus for married or
single women with families. This business can be worked
around the schedule of others. You may not get to every

You CAN Have It All in This Amazing Profession
activity your children have, but you can make the majority.
You can be there after school to hear about their day, and you
can enjoy the morning drive taking them to school without the
pressure of fighting a commute.
You can stay home with your kids when
they are ill, without questions from your
“superiors” or fear of losing your job.
You can be your own boss, and you will undoubtedly be a
great boss to yourself.
Many women start their direct selling careers on a part-time
basis, either in conjunction with a full-time job or while raising
small children. You have the opportunity to become full-time
when it is right for you and your family. There are no timelines
or bosses pushing you to make career choices that are not in
your best interest.
Women love winning prizes—and with this career, there are
wonderful awards and incentives. From diamond rings and spa
retreats to cruises and all expense paid family vacations, if you
are willing to meet the challenges, the awards and recognition
are waiting to be earned.
The direct selling community offers great opportunities for
personal growth and education. Training and support is readily
available from the companies, from books, from audio
programs and from a wide variety of personal and professional
development organizations.
Everyone has the same opportunity to be
successful in this profession. Whether you
are a college graduate or didn’t finish
123

high school, everyone here has the same
chance to succeed.
It is not education, job titles, or past experience that are the
deciding factors in how successful people will be. It has
more to do with your coachability, desire, persistence, and
willingness to take action. Every person in this business
determines their own destiny and their own paycheck.
This is not a get rich quick business. It takes dedication and
work to build a solid residual income. And no one is forced to
choose between family and career.
You CAN have it all in this amazing
profession.
Nicki Keohohou, began her career as a direct seller more than thirty
years ago. Today she teaches and motivates direct sellers around the
world through her workshops, seminars, and tapes.
Nicki has been a successful distributor, corporate executive and
consultant for hundreds of corporations including many of the
industry’s leading companies.
Through conference trainings and keynote addresses, Nicki is known
for inspiring attendees to greater achievement with her enthusiasm,
passion and industry insights. Her innovative workshops are filled with
content and exercises that teach direct sellers how to perfect the skills
that yield lasting success.
As a result of years of experience in direct sales, and now serving as
CEO of the Direct Selling Women’s Alliance, Nicki has acquired a
broad base of knowledge that can make a significant difference for
distributors, leaders and corporate executives.
To learn more about Nicki and the DSWA, visit the website at:
http://dswa.org or contact us at info@mydswa.org.
124

Robert, this quote has been attributed to you:
“If I had it to do all over again, rather
than build an old style type of business I
would have started building a network
marketing business.”
Did you really say that?
I said something like that, yeah!
Is it true?
Yes, when I looked at the problems I had to go through, but it’s
how I started. I still like building companies, but it was harder.
When you and I first spoke, many years ago, you
were not all that “high” on network marketing.
What caused you to change your mind?
Let me explain. When I started as an entrepreneur, I had to
learn how to sell. I started with Xerox in 1974.
125
Rich
Networker
Poor
Networker
Is network marketing the best
system for the average person?
Kiyosaki says, “Yes,” and explains,
“In the corporate world, if you
don’t sell, you’re fired. In
network marketing, they’ll work
with you to achieve. What a deal
that is! That’s revolutionary.” And
much more...
ROBERT KIYOSAKIa conversation with

Today, when people ask me, “How would you start a
business?” I always tell them to start with a network marketing
company. Not because of the network marketing company per
se, but for the training you get from the network marketing
company.
The reason I say that is because what
makes people rich is not money. What
makes people rich are skills. And the
number one skill of an entrepreneur is the
ability to sell.
That’s why I recommend network marketing. It’s not that I’ve
ever been high or low or anything on it. When I first started
out, I just didn’t realize how good the training was with that
business model, because my training came from the corporate
world of Xerox. Not too many guys are going to get hired by
Xerox today, and they don’t do as extensive a training anymore
because people quit too early.
So my whole point on recommending network marketing is you
go there and you gain priceless business skills. That explains
further what I’m saying about if I had to do it all over again—
I would probably go and get training through a network
marketing company.
Robert, can you break down what some of those
skills are and why they are important?
SELL! Sell, sell, sell, sell, four-letter word, you’ve got to sell.
And that’s the word everybody’s afraid of! But… sales =
income.
So when someone has low income, 99% of the time it’s
because they can’t sell something; they have nothing to sell or
they can’t sell. You’ve got to learn how to sell.
If I’m going to be an entrepreneur then that is THE number one
126

skill. That’s the theme to everything I tell you. You read Rich
Dad Poor Dad, and it says, “I’m not a best-writing author, I’m a
best-selling author.”
Here’s where most people make a mistake. They go into things
looking at how much money they can make versus what skills
they need to make the money.
I keep saying, “Just get the skills, and the
money will show up!”
Robert, can you talk to me about the components
that go into “sell, sell, sell”?
It’s a training. You have to know you’re going to make
mistakes. Look at the way the corporate world trains you.
When I was working at Xerox, every month they would post my
record and if I was in the bottom twenty, one of us got fired.
They fired two guys and they hired two new guys. So, the only
reason I learned how to sell was because I was afraid of getting
fired.
At least in the network marketing world, they’ll train you. It’s a
whole different way of being taught. If you’re not making it,
someone will be there to encourage you. It’s a lot more
humane way of being taught that vital, vital life skill called
sales.
Jesus Christ was probably the best salesman in the whole
world, and Buddha and Mohammed, they were all great at
sales. Look at the presidential candidates—the one that wins is
the one that does the best job of selling his point of view.
There are two subjects that nobody wants to talk about; one is
money and one is sales. Everyone seems to think of “cash” as
a four-letter word and “sale” as a four-letter word, yet I’m a
teacher and I make more money than most teachers in the
127

academic world simply because I can sell better than they can.
When I recommend network marketing to
people, it is for one simple reason: you
gain a life skill. It’s called “overcoming
your fear of rejection”—overcoming the
client’s fear of being sold and breaking
through that.
Robert, what makes you say that network marketing
is a revolutionary way to achieve wealth?
Because they don’t fire you! They’ll work with you! They’ll help
you build a business and once you have a business, you really
do have an asset.
Assets are something that put money in your pocket whether
you work or not. If you have a job... well, look at some of the
big financial houses. One of them is firing something like
15,000 people in the U.S. and hiring 15,000 people in India.
The day of the safe, secure job is gone.
At least with a network marketing business, you work really
hard to build something that you can pass on to your kids and,
if you’ve done a good job, if you stop working, it will continue
to support you. You’re not working for the rich, you’re not
working just for money, you are actually working to build an
asset.
Is that what you mean in your book, The Hidden
Values, when you speak about the value of a
network?
The richest people in the world build networks. That’s why
they’re called television networks or gasoline service station
networks. The poor and the middle class and the educated
work for networks. I’d rather own the network.
128

For example, I have a network of bookstores throughout the
world that we control. That’s worth a lot of money to me. I
don’t want to work for them; I just want to control them. I think
in the form of networks, while the average person thinks about
working for money. I’d rather work to build a network. That’s
why I’m rich.
And that’s what we get to do in network marketing.
Build a network which we can take anywhere
with us?
It’s a completely different point of view; it’s a different way of
looking at the world.
If somebody said to me, “I’ll pay you $5 million dollars a year to
go work at Harvard University,” I wouldn’t take it. That’s not
enough money. Why would I work for somebody else? That
doesn’t compute for me. They could take it away from me, and
that just doesn’t make sense. I know it computes to most people,
like 401(K)s and mutual funds, which also make no sense to me,
but I’ve been trained differently. I can make more building my
own business. I pay more than that in taxes each year.
So what I’m saying is that people have to give up their old ideas
of what they were told to do:. go to school, get a job, work
hard, save money, get out of debt, invest in the long-term,
diversify, buy mutual funds.
That’s really stupid from my point of view, but it is good advice
for the average person. It’s simply a completely different point
of view. I am an entrepreneur.
I don’t want to work for someone else. I
don’t want somebody telling me how
much money I can make; I don’t want
somebody to tell me where I can go in the
world, or when I have to come to work.
129

I’d hate it! Nobody tells me that. That’s
why I support network marketing!
Talk to me a little bit about the role of leadership
in network marketing. How is it different from
leadership in other forms of business?
Well, leadership in network marketing means that you are
offering no guarantees. All you’re offering this person is the pos-
sibility that they can be a leader themselves.
But since most people are basically afraid and would rather
have a steady paycheck and are more concerned with having
a steady job and what other people think of them, network
marketers have to understand that these are not leadership skills.
If you’re more concerned with your own
self-preservation, what people think of
you, and steady paychecks, then you
don’t have core leadership skills.
To be a leader, you have to be willing and able to take the heat,
to stand there and say, “Look, you can do it!”
Leadership in corporate America is called management.
Corporate executives aren’t true leaders; they’re just dangling a
paycheck in order to get people to do what management wants
them to do.
What are the qualities of leaders you admire most?
I admire someone who will stand there and put their ass on the
line themselves. They talk the walk and walk the talk. When I
was in Vietnam, there were many 2nd Lieutenants that were
shot in the back because they had no leadership skills. Just
because you went to college, that doesn’t make you a leader.
The men in your troop had to believe in you. That’s a quality
that you don’t find very much today.
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Unfortunately, we haven’t had too many leaders appear in the
last few years. The last leader that I really respected was
Kennedy, because he really stood up.
You’ve witnessed a number of leaders in network
marketing. What do you see them doing right?
They inspire people to be leaders. A leader doesn’t lead, a
leader creates leaders. That’s why network marketing is so
powerful, because if you can get somebody who is not a little
paycheck grubbing, security-minded, butt-kissing manager to
actually come and lead people, their lives will change.
That’s not easy to do because of the mindset of the majority.
That’s the hardest part.
So many people are so afraid to say, “I
want to do network marketing,” not
because it’s not a good idea, but because
of what their friends and coworkers
might think of them!
I love the movie, Braveheart, where Mel Gibson says, “They
can take our lives but they can’t take our freedom!” Most
people will sell their freedom so they can have their stupid little
lives.
Now, I know somebody has to be willing to do the jobs, be a
waiter or waitress, or a schoolteacher, and I appreciate that, but
most people who do it are willing to sell their freedom, and
what I’m talking to you about is freedom.
The reason you learn how to sell is so
you can become free. The reason you
want to be in network marketing is for
your freedom.
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Do you realize most people can’t go to Mexico and do work
because you need a green card? But if I’m a business owner,
well, I can go to Mexico or China or wherever I want and do
business. That’s freedom! But if you’re an employee, you need a
green card—that’s not freedom.
I can make as much money as I like. That’s freedom. But if I
have to work for someone else and they’re going to tell me how
much I can make, that’s not freedom.
That’s really what it comes down to. Do I
recommend network marketing? Actually,
I recommend freedom!
That’s what I stand for. And I don’t care what that means to
you—just go do it.
For me, freedom means I don’t have to answer to anybody, I
can leave the country if I want to leave it, I can travel around
the world and make as much as I want, legally, ethically, moral-
ly and I don’t cheat on my wife. I tell you exactly where I’m at;
you don’t have to guess where I’m at. That’s freedom; I don’t
worry about what somebody else thinks of me. That’s what I
stand for, not network marketing. Network marketing is one of
the ways you get there.
Do you think it’s one of the best ways for average
people?
I think it’s the best system for the average person, yes. In
network marketing they’ll work with you to achieve. What a
deal that is! They will work with you to become free. That’s rev-
olutionary.
Robert Kiyosaki is the author of the Rich Dad Poor Dad series. He is
an investor, entrepreneur, and educator whose perspectives on money
and investing challenge conventional wisdom.
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Rich Dad Poor Dad is the longest-running bestseller on all four of the
lists that report to Publisher’s Weekly magazine: The New York Times,
The Wall Street Journal, USA Today, and BusinessWeek. It has held a
top spot on The New York Times best-seller list for nearly six years and
was USA Today’s #1 money book for 2004.
Translated into 46 languages and available in 97 countries, the Rich
Dad series has sold over 26 million copies worldwide. In 2005, Robert
was inducted into the Amazon.com Hall of Fame as one of the book-
seller’s Top 25 Authors. There are currently 12 books in the series.
Prior to writing Rich Dad Poor Dad, Robert created the educational
board game CASHFLOW 101 to teach individuals the financial and
investment strategies that his rich dad spent years teaching him.
Born and raised in Hawaii, Robert Kiyosaki is a fourth-generation
Japanese-American. After graduating from college in New York, he
joined the Marine Corps and served in Vietnam as an officer and
helicopter gunship pilot. Following the war he went to work in sales
for the Xerox Corporation and, in 1977, started a company that
brought the first nylon and Velcro “surfer wallets” to market. He
founded an international education company in 1985 that taught
business and investing to tens of thousands of students throughout the
world. He sold his business in 1994 and, through his investments, was
able to retire at the age of 47.
To learn more, visit Robert Kiyosaki’s website: http://RichDad.com
133

If drug dealers make so much money, why are they still living
with their mothers?” was a question asked by the authors of
Freakonomics, a top-selling economics book. The answer?
“Except for the top cats, they don’t make much money.
They have no choice but to live with their mothers.”
If they don’t make much money, why do they do it?
We could ask the same question about our own industry.
Although the potential for big money is real in network market-
ing, most network marketers, except for the top cats, don’t
make much money.
Why, then, do so many continue doing it?
The answer lies beyond the money…
First, a few facts about real earnings:
135
A
Chance to
Make
Money
Doing
Something
I Love
The reason most folks stay in
network marketing is they love
something about it madly: they
love the products, or they love
making a difference, or they love
having something of their own.
These are the very reasons two-
thirds of Americans want to start
their own business
KIM KLAVER
“

When Excel Communications, a ten-year old network
marketing company, went bankrupt in November of 2004, the
corporation reported that as of October 2004, it had 106,426
U.S. representatives that were eligible to earn commissions that
month. Of those, 64,967 actually earned commissions. Not
bad.
“Not bad” until we learn that 63,733 (98%) of those reps
earned $100 or less that month. Only a small fraction of 1
percent—99 out of 63,700 reps—earned more than $1,000 for
the month.
According to the DSA (Direct Selling Association), there are
some 13 million people in network marketing today. Of those,
85 percent are part-time, 80 percent are women, and like the
Excel reps, most are making little money.
So, why do people stay with it?
I’ve asked that question of many veteran networkers who
weren’t making much money. Here are some answers that
represent many of the responses I’ve received:
“Oh,” said Mary Z, “I love, love, love my products.”
“I just love knowing I am making a difference…”
“I’ve done work in corporate America, but I really always
wanted to be my own boss and now I am…”
“It’s improving me; I’m learning a lot about me.”
“I like helping people, and when someone uses my
product and tells me what a difference it made in their
lives, that feels really good.”
Without folks like these, there would be no big bananas. A lot
of people doing a little make the top cats good money—usually
after many years of sticking to it themselves, as well as risking
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their money, their relationships, and their self-esteem.
These few big bananas are showcased on stage or in three-way
conversations with prospects, along with the evidence of their
financial success—mansions, hot tubs, hotter cars, and a life of
tropical vacations—much like the lottery winners on TV with
their jackpot winnings.
Most prospects who are tantalized with big money and residual
income will drop out when they don’t see it happening.
They’re not losers; they’re just not getting what they were
promised.
A few stay, however. Why do these faithful keep going even
though they’re not making much money?
The reasons turn out to be the same
ones that another very large group of
Americans has given for wanting to start
their own business.
A Yahoo survey done in May of 2005 found that two-thirds of
Americans had entrepreneurial ambitions. However, only 3
percent said “getting rich” was the main reason they wanted to
start a business.
According to the survey:
1. Doing work that they really love was the main reason
for launching a business.
2. The second most popular reason: “To be my own boss.”
Perhaps many of the survey respondents were speaking after
experiencing twenty-plus years of working at regular jobs “to
pay the mortgage, pay for the kids’ dentist, etc.” or after
observing their parents giving their best years to pay the bills.
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Given the specter of a bill-driven life, many Americans are
reversing their priorities.
First is something they can love madly...
something they care about. Money takes
second place.
We all need money, but don’t we often take less if it means
doing something we love?
Loving the doing of something, pursuing a challenge, and
throwing oneself into a cause is what has motivated countless
super successful people when they started. At first, they had no
expectations of making big money. They were inspired to do
their thing, and because they loved it, they stuck with it.
The stories are everywhere: Steve Jobs, Julia Child, the three
Google founders, Richard Branson, and many more. A favorite
network marketing story of mine is how Sue Burdick went from
making a few hundred dollars to $15 million.
You know, Kim, when I was first approached about this
business, I had been looking for something of my own for
a few years already. Back then, my husband was a car-
penter, and I wanted to do something, too. I had
started an aerobics studio, a hair salon, and then a
dog-grooming kennel. They all went down the tubes, and
we spent most of our savings.
One day, an acquaintance stopped by to show us a little
water filter gizmo you could put on your sink—she said
we could earn $30 for each one we sold. Since my hus-
band sometimes remodeled kitchens, and since we didn’t
especially like our drinking water that much, this seemed
like a pretty good thing to try. We figured I could set up
appointments, and if we sold one per week, we’d add
$150 to our monthly income. That sounded good to us.
Well, you just cannot imagine our excitement when we
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brought in an extra $150 that first month. Five sales!
A few months later, it got to almost $500 a month and we
thought, “This is it! We’ve died and gone to heaven.” I
started setting up appointments for myself to show the
units too. We were so giddy that our friends asked us what
was going on. My husband told a couple of the guys—a
plumber he worked with and another contractor—and
they decided to do it too. We were just so tickled to see a
little income from some of THEIR sales, as well....
It’s been nineteen years now, and so much has happened
with our business. We’ve earned $15 million over these
past years, and we still find it hard to believe....
Oh, and let me tell you something, Kim. If the guy who
came to our house that first time had told us we’d be
earning $10K a month, we would NEVER have signed
up. We’d have thrown him out for taking us for fools.
We’ve never been much for telling big stories—we
believed a couple of hundred dollars was reasonable to
expect, and so we did it. It just grew from there. Some
days, we still can’t believe it.
Love first seems to be the key to
long-term success—because it ensures
that you stick with it.
According to a 900-page academic book, The Cambridge
Handbook of Expertise and Expert Performance, loving the
thing you do is the first predictor of becoming good at it.
The three conclusions from this massive study are:
1. The trait we call talent is highly overrated.
Expert performers—whether in music or surgery, ballet or
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computer programming—are nearly always made, not born.
2. Practice does make perfect.
Michael Jordan, Ben Hogan, and Mozart practiced more than
anyone else.
3. When it comes to choosing a life path, you should do
what you love—because if you don’t love it, you are
unlikely to work hard enough to get very good.
The authors added, “Most people naturally don’t like to do
things they aren’t ’good’ at. So they often give up, telling
themselves they simply don’t possess the talent for math or
skiing or the violin.”
But the truth, they wrote, is this: “What they really lack is the
desire to be good and to undertake the deliberate practice that
would make them better.”
Loving something madly fuels the desire
to be good at it, which, in turn motivates
practice, which is essential for success.
Joseph Campbell was right when he told us, “Follow your
bliss.”
So what does all this have to do with network
marketers?
The reason most folks stay in network marketing is this: They
love something about it madly. Either they love the product, or
they love making a difference, or they love having something of
their own—the very things that the Yahoo survey found were
the reasons that two-thirds of Americans want to start their own
business.
So let’s change our recruiting mantra. Let’s go beyond the
140

money. Let’s appeal to deeper yearnings. Let’s be in tune with
the two-thirds of Americans who want to be entrepreneurs. Let’s
look for people who are looking beyond the money—
people who are looking first for something to love.
Kim Klaver is an author, speaker, trainer, coach, and the mastermind
behind BananaMarketing.com. A Harvard, Stanford, and MIT person,
Kim’s book, If My Product’s So Great, How Come I Can’t Sell It? is
truly a must read classic. She is also the founder and “dean” of the
New School of Network Marketing. Be sure to check in with Kim’s
top-ranked blog here: http://KimKlaverBlogs.blogspot.com
141

wo great things about network marketing are:
1. It requires you to truly be a giver.
2. It requires you to be a true leader.
First, let’s look at the necessity of being a giver in network
marketing.
The very structure and design of the
business model requires you to be a giver,
adding value to people and to the
marketplace.
There are many fine businesses out there, but the structure of
corporations and even most small businesses doesn’t require
giving. In many corporate environments, you can make
yourself valuable by holding onto your knowledge, so that it is
hard to replace you. This is called the “middle management
syndrome.” It forces you to take from others’ careers to enhance
143
The
Greatest
Thing
About
Network
Marketing
You can hide out in many compa-
nies and organizations, but not in
this business. Network marketing
requires you to truly be a giver. It
requires you to be a true leader.
And the success of your giving
and leading are fairly gauged by
your results.
BRIAN KLEMMER
T

your own—at least in the short run.
Not so in network marketing. You must share your knowledge.
If you don’t give your knowledge away to others, you won’t
make any money, and there won’t be real residual income,
because you will not build a team.
In many business environments, you can
be greedy for a short time. Witness the
corporate scandals of Enron, Tyco, Arthur
Anderson, and (too) many others. With
greed, you’ll never get off the ground in
network marketing. You don’t have to tell
people you are primarily all about your
own paycheck, they can feel it and
won’t do business with you or join your
organization.
In most businesses, you can be self-centered and still create a
fair degree of success. In network marketing, if you are self-cen-
tered, you will wear yourself out on a roller coaster. You may
create short-term sales, but not a growing, lasting team that
gives you residual income. You are constantly starting over from
scratch.
In most businesses, people give what they want to give (which
is not really giving). Real giving is giving what is truly needed
and wanted, not just what we want to give.
In network marketing, if all you do is talk about your business
opportunity—what you think you have to give—very few
people will respond.
Once you get into what it is that other people want, what their
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challenges are in creating that, AND you provide solutions for
them, then you make a fortune and feel good doing it.
In many traditional business organizations, you are forced to
carry many people who really don’t want to contribute, but are
there to just get a paycheck. Network marketing, like the Bible
story of “The Ten Talents,” only pays those that can contribute
by giving value to other people and the marketplace.
Let’s talk about leadership.
I define a leader as:
One who interferes in other people’s
lives and causes them to do what they
otherwise wouldn’t do, in terms of what
matters to them.
Before you choke on that, let’s break it into bite-size pieces.
“In terms of what matters to them” means what matters to the
other person, not to you. If you interfere and cause them to do
what matters to you, that’s manipulation.
To “cause them to do what they otherwise would not do,” refers
to the fact that almost every human being’s decisions and
behavior are determined by their subconscious belief systems.
“As a man [or woman] thinketh in his [or her] heart, so is he
[or she].” It’s the secret of the ages.
These subconscious belief systems are like colored sunglasses
through which we view life. These beliefs often develop so
early on that we can’t recall being without them. These
sunglasses are our belief systems around commitment, trust,
and who we think we are. They end up limiting our goals or
even preventing us from having goals at all. They determine
how we listen or don’t listen. They determine whether we
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prospect people or not, and they impact how we prospect.
When you breakthrough these sunglasses and have a
revelation, it affects not just your network marketing business,
but every aspect of your life.
Your network marketing business exposes
these belief systems.
As long as your sunglasses are making most of your decisions,
you are not in control of your life. You know you are not in
control when you cannot produce the results you say you want.
Now, let’s deal with the word “interfere,” since many people
have an initial negative reaction to this word.
Most people, very deep down in their subconscious, have
bought a belief they are separate from other people. Our eyes
tell us that our bodies look different and separate in a thousand
ways: color, size, sex, location, dress, etc.
But suppose people were like islands instead. Most of a human
being, like an island, exists below the surface where you
cannot see what’s there. Islands—underneath the water where
the eye cannot see—are all connected.
Just like islands, people are connected,
too. We just can’t see under the surface
with the human eye. Interfering in
another person’s life is, in a very real
sense, interfering in our own.
If you care about other people and see they are not getting
what they want because of their belief systems—and if we are,
in fact, connected one to another like islands—then we are
obligated to do something about it.
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This does not mean you can be obnoxious or manipulative
under the guise of interfering. This is not a license to do
whatever you want. In fact, it naturally limits us to taking action
only when we know what it is other people truly want.
There is no fairer way to gauge anything than by results—often
harsh, always fair. I must have heard that 1,000 times from my
mentor. That is the greatest thing about network marketing.
You can hide out in many companies and organizations, but
not in this business. Network marketing requires you to truly be
a giver. It requires you to be a true leader. And the success of
your giving and leading are fairly gauged by your results.
Brian Klemmer is an international consultant and speaker whose
seminars have been attended by tens of thousands of participants in
Japan, Canada, the Philippines, Europe, and throughout the United
States over the last twenty years. He is a West Point graduate, has a
master’s degree, and is a member of the National Speakers
Association.
Brian is founder of Klemmer & Associates, which has produced results
in companies such as ITT Sheraton, Hewlett Packard, American Suzuki
Motor Corporation, as well as many network marketing companies. He
the author of the best-selling book, If How To’s Were Enough We’d All
Be Skinny, Rich and Happy, which discusses many of the key
principles and founding concepts he has used to build both his
company and his phenomenal, results-producing seminars: Champions
Workshop, Personal Mastery, Advanced Leadership, and Heart of the
Samurai. To visit his website and sign up for his free newsletter, go to:
http://Klemmer.com
147

Why does network marketing provide such an incredible
business opportunity? What’s so wonderful about it?
Why does it attract so much attention? Why do people
either love it or loathe it? Why do some people do amazingly
well with it and others fail, and yet others are borderline? What
gives? Is it luck?
The two main attractions of network marketing for me are the
opportunity to earn a lot of money and the ability to work your
own hours from home. The costs to set up one of these busi-
nesses is negligible, yet remarkably, the risks are negligible, too.
How many businesses do you know of
that have the potential to earn lots of
money, can be set up for next to nothing,
and are also relatively risk free? Can’t
think of any?
149
Talk
About
a
Win-
Win-
Win!
I know that there is money to be
made in network marketing,
because I’ve made it; I have
enjoyed tangible proof. I have
enjoyed incredible success from
this business. There is the
opportunity to enjoy tremendous
financial rewards in network
marketing if you are willing to do
what it takes to succeed.
TERRI LEVINE

No, I didn’t think so.
Today people are losing their jobs as companies downsize and
regroup, and the employment market is flooded. Younger
people cannot find work because they’re too inexperienced or
there is little available for them. Older people cannot find work
because of their age and companies do not want to pay the
higher salaries they command. There are those who have young
children at home and don’t want to leave them to go back into
the full-time workforce, or single parents who might not be able
to afford childcare so they can go back to work.
When you want to make money and you can’t find an
employer, the only option is to be your own employer. Be your
own boss. Make your own money.
Depending upon how much effort you put into your networking
business, you can become a millionaire, or you can make just
enough to contribute to your family’s income. It is entirely up
to you. You can work at your own pace.
There are few other income earning opportunities that will
reward you for your effort as easily and fairly as network
marketing.
Take a look at today’s large and successful
corporations. Do you see them paying
hefty bonuses to employees who go the
extra mile and put in the extra time? No.
You don’t.
Many people work overtime and long hours, because if they
don’t, they’ll lose their job. They don’t earn any more money
for doing it. In network marketing, you can make as much
money as you want. If you are going to work those hours and
put in huge efforts, why not get paid for it?
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Traditional businesses are not forgiving when it comes to
women and men wanting to work less hours or flexible hours
so they can spend more time with their family. Businesses don’t
care. If you want a freedom lifestyle with flexible hours, you
have to strike it lucky with one of those rare businesses that
does care, find a secure part-time job, or work for yourself.
Setting up a business for yourself is a challenge for many
people. And yes, setting up a traditional business requires
knowledge and a certain set of skills—which can be learned,
but this all takes time. On the other hand, with a network
marketing business, you can start operating instantly.
There are so many amazing network marketing companies
today offering excellent business opportunities that you can
pick one that most interests you, and you can set yourself up to
work from home easily and cheaply and quickly.
Network marketing companies provide YOU with the
guidance, training, and materials you need to succeed.
A network marketing company wants you
to succeed and be wealthy, because the
more successful and wealthy you become,
the more successful and wealthy they
become. It’s in their best interests to pull
out all the stops and help you as much as
possible.
Name one other business opportunity where you get that type
of free support!
Then there are those people who simply want the extra income
a network marketing business can give them. Maybe they are
saving for annual holidays, their children’s education, a big
boat, a fancy house, or just help with the regular monthly bills.
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The flexibility of this type of business means that you can fit it
in at the times that suit you, and if you only want to work it
enough to earn “pocket money,” you can do that and still be
successful on your own terms.
Is it any wonder people are attracted to network marketing
opportunities?
One of the main differences between mediocre network
marketing people and highly successful ones is their appetite
for “more and better”—the successes are ALWAYS hungry for
something “more and better.” They have the right attitude. If
you are saying things to yourself like, “I’ll never be able to find
enough people,” or “I’m not qualified,” or “I don’t think I can
do this,” then you are sabotaging yourself. You are convincing
yourself you are a not a winner before you even start the game!
Network marketing is not about selling to
people… it’s about serving them.
If your business offers a great product or service that you
truly believe in and know will help others, you will love talking
about it with people. You will love being able to make a
positive difference in people’s lives by sharing your knowledge
of the product or service with them so they can make an
informed decision.
Forget the days of the old-fashioned
salesman who would sell the shirt off his
granny’s back to make a buck and who
would say anything to make a sale, even
manipulating people and making them
feel bad if they didn’t buy.
Network marketing doesn’t work like that.
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True, not everyone will be interested in buying your product or
in signing up under you to be part of your organization, but if
you don’t tell people about the opportunity, you deny yourself
the possibility that some will be interested and will sign up! You
should no more prejudge what is right for other people than
they should prejudge what is right for you!
You are taught how to present your program and its products or
services, and you will have people in your upline who will help
you do this until you feel comfortable doing it on your own.
With network marketing, your job is to invite people rather
than do a hard sell to them. This increases your
potential, instead of limiting your success.
As with ANY business opportunity, you do
have to take risks, but the good news is
that the risk you have to take in network
marketing is minimal. You are not risking
your life savings or your house or your
reputation… you are risking getting a
“no” response. That’s all.
People are allowed to say no. When you go into a shop, do you
always buy, or do you sometimes just browse and walk out
empty-handed?
All you can do is put the opportunity out there. It is up to oth-
ers to accept it. And just because one person says no doesn’t
mean everyone will. Others are entitled to be offered the
opportunity. It is their choice whether they choose to take it.
Perhaps you are not the world’s most confident marketer,
but maybe you’ll sign up people in your downline who are
“naturals” and can do better than you, even though they are
below you on your team. You share in their success. You earn
passive income. You earn money while others do their work,
153

and the more successful they become, the more successful
you become. And again, by helping others become successful,
you become successful.
The main drawing card to network marketing for myself and
other business entrepreneurs I know is the opportunity for
earning passive income.
My personal goal in having passive income streams is to have
ways of generating income even while I am sleeping—and not
through my regular coaching business where I trade my time
for money.
Who doesn’t love the idea of earning more money and having
more free time in which to enjoy it without having to work long
hours for it?
I believe working in a business in which you can choose the
product or service that excites you... start up for very little cash
outlay... earn passive income... have the ability to expand
internationally... and all working from home, choosing your
own hours, is an opportunity that is just too good to pass up!
In any event, I know that there is money to be made in network
marketing, because I have made it. I have enjoyed tangible
proof. I have enjoyed incredible success from this business.
There is the opportunity to enjoy tremendous financial rewards
in this business if you are willing to do what it takes to
succeed.
And you don’t have to be an outgoing, extrovert type to be
successful. I know a number of shy, retiring network marketers
who are now making enough to afford to drive around in a new
luxury sports car while they contemplate which part of the
world they’ll spend their holidays next year!
Network marketing isn’t brain surgery. If you honestly feel
passionate about your products and services, it’s no “biggie”
154

sharing this with other people—and reaping rich financial
rewards for doing so isn’t bad either! Knowing you are in
control of your own earnings and aren’t limited by a paycheck
or the fear of downsizing and being out of a job tomorrow is
both reassuring and liberating. Is it any wonder network
marketing is a booming industry?
To be honest, for me, it is not just about
the money. I get a huge thrill helping
others to succeed, and the structure of
network marketing allows me to help my
downline become even more successful
than me.
This is important to me. My personal mission is to help others
achieve business, personal, and financial success. In network
marketing, by bringing in a lot of people, I am able to help
create passive income value for others as well as for myself.
Talk about a win-win-win!
Terri Levine, master coach, best-selling author, and CEO of
ComprehensiveCoachingU.com and CoachInstitute.com, is a
successful international network marketing expert. She now coaches
network marketers and network marketing organizations around the
world and has a passion for coaching them to success. To learn more
about Terri’s coaching and related programs, or to sign up for her free
newsletter, visit http://TerriLevine.com.
155

For those enlightened souls who have always loved the
concept of network marketing, but who have been
consistently traumatized by the stupidity of the egotistical,
manipulative “sales training” that has caused this business to
consistently score a more than 81 percent failure rate for six
whole decades... your patience has been rewarded… your time
has COME!
GONE is the need to hold “opportunity meetings” that have
failed to work for most of the people, most of the time, in every
company, and in every country around the world!
REPLACED by intelligent discussion among
interested parties at any venue that is
comfortable for the parties wishing to
talk with each other.
GONE is the need to create a list of 100 people and call them
repeatedly to tell them about your wonderful product, your
157
It
Must
Be a
Cold Day
in Hell...
Right?
After sixty years of probably the
most pitiful waste of human
talent, resource, emotion, and
initiative… finally… FINALLY, the
network marketing business is
turning around!
MIKE LEWIS

wonderful opportunity, your wonderful company, and your
wonderful CEO!
REPLACED by open, authentic dialogue with people you meet
during your day-to-day routine about topics that interest THEM,
with the door always open to introduce your home-based-busi-
ness venture to the discussion, IF and WHEN it is appropriate.
GONE is the notion that it is not only possible but necessary for
you to create a business with a “duplicatable system,” where
everyone faithfully follows the exact same method, the same
script, and the same agenda.
REPLACED by the certainty that it is impossible to make every-
one think the same, talk the same, or do the same.
REPLACED with the knowing that network
marketing is truly free enterprise, where
everyone can create their business in
any way they choose, without fear or
contradiction of their upline, crossline, or
company ideology.
GONE is the falsehood that you have to be “serious about the
business” to make any money.
REPLACED by the reality that if you are having fun and enjoy-
ing yourself with your business, your opportunity will shine like
a beacon through the darkness and attract people to you, with-
out having to hunt them down like they were your next meal!
GONE is the need to suffer any rejection and disappointment
while building your business!
REPLACED by the understanding that if you don’t try to
158

manipulate or trick people with outdated, outmoded sales
techniques, and you dump the notions that “every no is closer
to a yes... it’s a numbers game...” and “you must close the
sale,” you can actually talk with people in an open, honest way
so that there will be no reason for them to reject you!
GONE is the insane logic that you have to “get out of your
comfort zone” to build a business.
REPLACED by the results that prove you don’t! You can do
everything you want and grow an enormous networking
business totally within your so-called “comfort zone.” In fact,
the more you work “inside” your comfort zone, the stronger it
builds and the faster it goes!
GONE is the requirement to say what someone else says and
do what someone else does to be successful.
REPLACED by the knowledge that people don’t join your
venture because of the product, the company, or the compensa-
tion plan—they join because of YOU!
You ARE the most important asset of your
business. It’s ALL about you!
So, after a six-decade “pre-launch,” I feel that network market-
ing has finally arrived at a point where truth and common
sense have prevailed!
People all over the world have at last discovered for themselves
that there are NO secrets, NO magic methods, NO elusive
leadership skills that you have to learn to create your own
winning network marketing business.
Here is the key…
He who looks outside dreams…
It Must Be a Cold Day in Hell... Right?
159

He who looks inside AWAKENS.
— Carl Jung
The real solution is found within—just by being YOURSELF!
Just talking with people you meet in your OWN way and in
your OWN style. Not trying to convince people about your
product or opportunity, but by being genuinely interested and
caring enough about the people who come into your life, to see
if they are looking for answers to some of life’s issues.
Maybe you have the answer for them with your product or
opportunity. Maybe you don’t. Let those who are looking
decide.
If you live your life authentically, if you let your OWN common
sense and your OWN intuition be your guide, you won’t need
any “MLM Expert” to teach you, train you, convince you, or
persuade you about what works and what doesn’t!
You will discover for yourself that authentic, intelligent network
marketing is a wonderful adventure of self-discovery, where
the level of satisfaction and fulfillment you receive in helping
others is reflected in the size of your commission check!
Mike Lewis has been a results oriented innovator in the Sales,
Marketing, and Promotions arena, initially in Europe and more
recently in the U.S. for close to twenty-five years. Primarily from an
advertising background, Mike started his first entrepreneurial venture
in the late 1970s as a small but profitable advertising and marketing
company. Since then he has created and developed many businesses
and built a strong reputation in the network marketing industry, largely
through his marketing & management consultancy firm, Top Gun,
which he formed in 1989.
To learn more about Mike and his unique offerings, visit his website:
http://AdventuresInNetworkMarketing.com.
160

Fact #1: Women are opening new businesses in unprecedented
numbers because they want the flexibility, opportunity, and
power of building a business of their own.
Fact #2: Women are leaving the corporate world in record
numbers and are actively seeking an alternative to the
traditional 9 to 5 workplace.
Fact #3: Women have buying power. Women make almost
82% of consumer purchases.
Fact #4: Women make up the largest percentage of the sales
force in network marketing.
Prediction: Women and network marketing are a perfect match
of talent and opportunity, and women will continue to lead the
growth of the industry in the future.
Here are the Top 10 Reasons why I believe this is true:
161
Women
Plus
Network
Marketing:
A
Perfect
Match
The top 10 reasons why women
plus network marketing is such a
powerful combination and why
there is no limit to what women
can achieve in this business when
they put their formidable skills
and powerful hearts into it:
LINDA LOCKE

Reason #1
There Is No Glass Ceiling in Network Marketing
Women are getting increasingly frustrated with the lockstep
corporate life and the futile climb to the top that results in
higher salaries, but demands total devotion to the job at the
expense of a personal life. Women (especially younger women)
are no longer willing to tolerate these restrictions.
In contrast, network marketing offers them the chance to build
their own business, to live their lives how they want, to choose
how many hours they work, and when to work them. They
alone get to control how much money they make, not their
bosses.
Network marketing is truly a perfect
business for women, allowing them the
flexibility to fluidly move between a
part-time or full-time schedule as their
life flows and changes over time.
Women are realizing that having a career, having a partner,
having kids, taking care of aging parents, and trying to make it
all work is exhausting and impossible without more flexible
options. Women see network marketing as a very viable work
from home business option where they can set their own hours,
set their own salary, and build a business of their own with the
flexibility they need for their personal life.
Reason #2
Explosion of Choice
In the last ten years, there has been an explosion of new net-
work marketing companies coming on the scene, as more and
more businesses see the value of selling their products and
services through the network marketing model. From tools to
candles, crafts to cooking products, no matter what type of
product or service is available, there is a network marketing
company that offers it.
162

Companies know the value that women
bring to their bottom-line success.
Women like the options network marketing offers them to build
a business offline, online, at parties, or through direct sales and
to earn a good part-time or full-time income.
Reason #3
A Ready-Made Business with Affordable Startup
Women like the fact that network marketing offers a turnkey
business with an affordable startup cost. What other type of
business offers women such a wide range of choices for a
ready-made business with complete training and support for
such a low cost of entry? Women know they can start their
network marketing business on a shoestring and build it into an
empire.
Reason #4
Women Are Natural Networkers
Women have always been consummate networkers. It’s a skill
they use every day. They constantly share information and refer-
rals at business networking organizations and in social
settings. Women are naturals at networking, and if they find a
product or service they like, they tell all their friends about it.
Women also prefer to choose a business or a service through
“referrals.”
Before women purchase a service or
choose a company, they don’t go to the
yellow pages; they pick up the phone and
call a friend for information and a referral.
When they start their network marketing business, women can
just connect with their personal network to get the word out
about their new business. Women know that people like to do
163

business with people they already know, like, and trust.
Reason #5
Women Like to Build Relationships and Teams
Network marketing takes maximum advantage of a woman’s
ability to develop long-term relationships with people in both
business and social settings. Women use their natural skills to
build teams and solid customer bases, and they instinctively
know how to build and plug into a network of connections.
Women thrive at building and nurturing
the cooperative teams that are the
foundation of a successful network
marketing business.
The bottom line is that network marketing is a people and
communication business, and women excel in these areas.
Reason #6
Women Know How to Sell to Other Women
Women know how to sell to other women effectively. Women
know that women value relationships and trust and make their
decisions to buy a product or service accordingly based on the
customer service they receive and their relationships with a
person or a business. Women sell effectively by listening to
their customers and prospects, by asking questions, and
gathering and sharing information, and finding out what they
really want and need.
They know that the standard sales pitch isn’t going to work with
women.
Women know that women value good
service, quality products, good prices and
value for their money, not sales hype and
false promises.
164

Reason #7
One Size Does Not Fit All
Women embrace their differences and know that there are
many roads to business success and that one size definitely
does not fit all. They know that they need to work with the
strengths of their team, not shoehorn them into a particular
sales method that doesn’t fit their talents and personal
preferences.
Women offer their teams a variety of
ways to approach the business—not just a
“system” using traditional hard sales
techniques.
They provide a selection of options to their team, so they have
many to choose from, not just one.
Reason #8
The Internet and the Global Economy
The Internet has leveled the playing field for everyone in
network marketing, and women are using it to leverage their
time, talents, and communication skills to their best advantage.
No longer are women confined to a small geographical region
in their business.
The Internet opens up the whole world to
women in network marketing and allows
them to expand and build their business
globally.
Reason #9
Innovation and Creativity
Women bring their own personality, creativity, intuition, and
sense of style and fun to their network marketing business.
Women are constantly creating innovative ways of doing
165

business, and network marketing is a better and stronger
industry because of it.
Reason #10
Strong Code of Ethics and Integrity
Women believe strongly in operating their business with ethics
and integrity and building a relationship of trust with both their
customers and downlines.
Women do not believe in taking shortcuts
and breaking the rules to make a quick
buck.
Women know that this is a great industry, and they understand
that to keep it great, we need to follow a strong code of ethics
and integrity if we want it to continue to grow in the future.
So, there you have it. Ten of the top reasons why I believe that
women plus network marketing is such a powerful combina-
tion, and why there is just no limit to what women can achieve
in networking marketing when they put their formidable skills
and powerful hearts into it.
Linda Locke is the editor/publisher of MLMWoman newsletter and the
MLMTalk and MLM Marketing blogs. She has been involved in the
MLM and network marketing industry for over ten years and enjoys
mentoring women in the business through her website, discussion
forum, newsletter, and blogs.
http://MLMWoman.com
http://MLMTalk.com
http://RegentPress.typepad.com/mlmmarketing
166

I shall be telling this with a sigh
Somewhere ages and ages hence:
Two paths diverged in the wood, and I—
I took the one less traveled by,
And that has made all the difference.
—Robert Frost, Mountain Interval, 1920
When I was seventeen, I began a brief career in
“alternative” education. Some friends and I were
dissatisfied with the schools where we punched our
time clocks, and wanted to see if we could create a better way.
A way where we took the pursuit of our
education into our own hands.
We imagined a school where there were absolutely no
requirements—no mandates, no externally imposed strictures—
and where each student designed his or her own course of
167
Cutting
a
New
Path
It goes beyond our impressive
statistics and growth figures.
Today, most people you’ll talk to
about network marketing know of
someone who’s had a positive
experience. We’re less apologetic
and more sensible. We have a
proven track record, and we’re
getting much, much better at
what we do.
JOHN DAVID MANN

study. In other words, where we learned what we wanted,
when we wanted, how we wanted.
Does this sound familiar?
We didn’t know it back then, but we were thinking like
network marketers. We wanted to be a volunteer army, not a
lockstep formation of grudging corporate conscripts.
We were educational entrepreneurs.
Among our motley crew, I was the one blessed with unusually
forward-thinking parents who believed in me and in us and our
vision enough to let me leave my then-current career (public
school, an in-training version of the nine-to-five track) so I
could spend the rest of the year spearheading the project.
Now, how on earth does a scattershot band of disaffected
sophomores and juniors start their own high school? The
answer is, they don’t. It’s impossible. It can’t be done.
Happily, we were not aware of this. Much like the
bumblebee—you know, the bug that flies because it never got
the memo explaining that it can’t—we didn’t know it was
impossible. So we did it.
The next year the school opened, and it operated successfully
for a solid decade onward. We had absolutely no accreditation
from any private or state body, but we were accredited by our
own results. We successfully placed our graduates into places
like Yale, Harvard, and a good crop of state colleges, too. The
environment we had pictured, of students voluntarily pursuing
their own education, worked.
A few years later, I began another career, this time in
“alternative” health. We called it macrobiotics, but what it
boiled down to was a bunch of people who looked at the
then-current model of “health care” (which was really illness
168

care) and wanted to create a better way.
health into our own hands.
We were nutritional and physiological
entrepreneurs.
A few years after that, I put my foot on another career path,
this time one in “alternative” business. We called it network
marketing, but what it boiled down to was a bunch of people
who looked at the then-current model of livelihood and wanted
to create a better way.
financial future into our own hands.
We were occupational entrepreneurs.
I seem to keep finding myself on these “alternative” paths.
Except something is happening now: we’re gradually losing the
quotation marks around the word alternative. In fact, son of a
gun, I think we’re even starting to flirt seriously with losing the
term altogether.
I put the term “alternative” in quotes because that’s how people
often mean it: like something that is not quite real, not quite
respectable, certainly not proven, and probably not efficacious.
We say it in that open-minded yet patronizing way, making air
quotes with our fingers.
At least, that’s how it used to be. But now look.
Education? Everyone knows the old system is a dinosaur. The
federal government tried fixing it with a plan optimistically
Cutting a New Path
169

named No Child Left Behind, and whoops! A whole generation
is getting Left Behind. Suddenly (or finally), the alternatives are
starting to look pretty good, after all.
Health care? Paul Zane Pilzer is telling us that what we used to
called macrobiotics is suddenly a $400 billion industry—and
fast on its way to a trillion—called wellness. Ladies and
gentlemen, the alternative, all grown up, wearing long pants
and everything.
And network marketing?
Just watch.
Born in the sixties; learned how to ride a bike, played stickball
and scraped its knees in the seventies; went through that
awkward growth spurt as a talented but tantrumy teenager in
the eighties (anyone who has teenagers knows what I mean,
and so does anyone who watched network marketing during
that decade).
In the nineties we used to walk around
saying, “Network marketing has come of
age,” and it was true, in the sense that
any eager young adult barely out of a
four-year college can be said to be of age.
In the nineties, we certainly became more professional. And
professionals started showing up: doctors, lawyers, engineers,
bankers, “serious” people.
And in the aughts (or whatever this decade is called)?
Now we’ve finally entered into that age when you’ve made
enough mistakes, embarrassed yourself enough times, and
mounted enough earnest efforts at responsible commerce to
170

begin to have some perspective. Not perfect, not even wise, but
at least approaching something resembling maturity.
Give you an example.
Used to be, we talked mostly about the merry-go-round
golden-ring style of success, the fractional percentage of people
with both the exceptionally good timing and the right skill set
or personality profile to hit an opportunity just right and cata-
pult to the top. “Success” in those days was mostly shown off in
terms of those elite few with yachts, personal jet planes, and
ridiculous fortunes. Robin (“Lifestyles of the Rich and Famous”)
Leach was just hitting stride in the late eighties, and the style
resonated with gawky young teenaged em-el-em. Success might
happen to only a few, but the rest of us could dream, right?
Today we do more than dream. The way we describe success in
the network marketing of 2007 has been shaped by The
Millionaire Next Door, the Latte Factor® and...
The hundreds of thousands of serious
networkers sincerely and sanely pursuing
a reasonable goal of replacement income
and financial stability.
Goodbye get rich quick, hello get smart now.
Meanwhile, as we’ve matured, the world around us has changed.
The corporate model of financial security has crumbled away.
Two generations ago, going to work for a company was
“security”; working for yourself from your home was “risky.”
Today, it’s gone clear the other way around.
In 2004, the Small Business Administration told President Bush
that small business accounts for more than half the nation’s
171
Cutting a New Path

economic output and employs more than half the country’s
non-governmental employees—and that more than half of those
small businesses are home-based businesses.
Warren Buffet, the “oracle of Omaha” and famed billionaire
stock market expert, turned heads on Wall Street in 2002 when
he bought a network marketing company. Actually, he doesn’t
own one direct selling company—he owns three. (And has
been quoted, speaking about one of them, as saying, “It’s the
best investment I’ve ever made.”)
Network marketing today is a $100 billion concern worldwide
(some $30 billion of it in the U.S.).
Right now, as you read these words, there
are about 70,000 people around the world
who are not network marketers—and by
this same time tomorrow will be.
The DSA’s Neil Offen projects that over the next ten years,
more than 200 million people worldwide will join our industry.
Paul Pilzer projects that over those same ten years, the US
economy will create ten million new millionaires—and that
many of them will be created in network marketing.
And it goes beyond statistics and figures.
Ten years ago, most people you’d talk to about network
marketing either knew nothing about it, or knew someone who’d
had a negative experience. Today, most people you’ll talk to
about network marketing know of someone who’s had a
positive experience. We’re less apologetic and more sensible.
We have a track record, and we’re getting much, much better at
what we do.
172

But don’t take just my word for it. Here are some comments
from a few of the people I’ve interviewed for stories in
Networking Times in just the past few months, when I asked
what were their views of where our business stands in the
world:
U.S. Senator Orrin Hatch (R-Utah) is one of our leading friends
on Capitol Hill and was the prime mover behind the Dietary
Supplement Health Education Act (DSHEA) of ’93. Here’s what
Senator Hatch had to say about our profession:
“The companies that have developed this marketing
approach with truly high-quality products are doing a
lot of good in the world. … [Network marketing] is a
critically important way of helping people to use
high-quality products … it’s also a way to give certain
people an opportunity to sell those products and earn a
good living from it. I see it playing a very important role
in the twenty-first century.”
Jim Turner, author of The Chemical Feast, worked with Ralph
Nader in the sixties, then cofounded Swankin & Turner, a
D.C.-based consumer advocacy law firm, and now also serves
as Chairman of the Board of Citizens for Health, a major
consumer-advocacy lobbying group. Jim was responsible, for
example, for making acupuncture needles legal in the United
States. Here’s what Jim told me:
“Network marketing is in the vanguard of a major
consumer movement in which consumers and producers
are merging and becoming the same thing. In a very
interesting way, the multilevel marketing companies are
the first generation of what Alvin Toffler calls ’prosumers.’
… I’d say you could have perhaps 150 million house-
holds successfully involved in network marketing, at least
part-time.… You could easily become a major part of a
majority of the households in America.”
Cutting a New Path
173

Frank Maguire worked with JFK in the White House, with Fred
Smith at FedEx and with Colonel Sanders at KFC. His first job
fresh out of college was head of programming for ABC, where
he gave Ted Koppel and Charles Osgood their first jobs at major
networks. Frank, in other words, has been around the block.
Here’s his homily to network marketing, which came right at
the end of our interview:
“I think [network marketing] is potentially the greatest
economic opportunity that has ever existed. Network
marketing is turning off the spotlight of working for a
corporation and turning on the floodlight of the greatness
that we all have within us. I love what you’re doing in
network marketing, because you’re creating an opportu-
nity to affect the self-esteem of many, many people. That’s
the essence of what you’re doing; you’re giving people
hope and providing a launching pad for people to dis-
cover their own greatness. You are the future.”
With world-class leaders like Hatch, Turner, and Maguire
saying things about us like that, can we really call this “alterna-
tive” any more?
Our model works; we’ve proven it, over and over. Now the
rest of the world has begun to realize it. In fact, it’s working a
lot better than many of the other, more traditional modes of
earning a living. Come to think of it, the next time a serious
prospect tells you he or she isn’t really interested in taking a
look at building long-term residual income and financial
security with your business model, you might just say:
“You’re not? Okay, no problem. But I’m
curious… if you don’t mind my asking—
what’s your alternative?”
174

John David Mann is one of the United States’ preeminent writers on
network marketing. He was cofounder and senior editor of the Upline
journal, editor in chief of Network Marketing Lifestyles and editor in
chief of Networking Times. He edited and produced John Milton Fogg’s
The Greatest Networker in the World (1992), which sold more than a
million copies in eight languages; worked with Paul Zane Pilzer writ-
ing The Next Millionaires, with Jeff Olson writing The Slight Edge and
with Cameron Johnson writing You Call the Shots: Succeed Your
Way—and Live the Life You Want—with the 19 Essential Secrets of
Entrepreneurship (Simon & Schuster, Jan. ’07).
John has been a network marketer for more than twenty years; during
the 1990s built an organization of over 100,000 distributors. He is also
a concert cellist and prize-winning composer, recipient of several New
Jersey State grants for composition and of the 1969 BMI Awards to
Student Composers. At age seventeen he founded a private high school
in Orange, New Jersey, called Changes, Inc. Visit him on the web at
http://JohnDavidMann.com.
Cutting a New Path
175

Way too often, people have an unnecessary low opinion
of network marketing. It is time the real story is told. I
can speak about both the merits of network marketing,
as well as its “less than stellar” public opinion, because of my
own experience.
My early opinions of network marketing were solid... and ugly.
I thought people who did MLM were unable to do anything
else. I felt this way even though I was introduced to the
business the same way many people are, by a friend of many
years, Norine Arundel. Although I had every reason to believe
her and trust her judgment, my prejudices were so strong I
simply couldn’t see around them.
If you’re looking at network marketing to
solve a financial dilemma, like I was, or
simply to make a few extra bucks, for
heaven’s sake, don’t let the myths get in
your way. Instead, look to the real legends.
Myths
and
Legends
In MLM network marketing, it is
all about your efforts and “who
you are.” It is how you show up
FOR people and how you show up
WITH people that makes all the
difference. If you’re looking for
personal control in your financial
life, this could be your vehicle.
JILLIAN MIDDLETON
177

To make sure we’re on the same page here, I’ll define what I
mean by myths and legends.
One of the definitions for myth from dictionary.com is “an
unproved or false collective belief that is used to justify a social
institution.” Two great examples of this kind of myth in MLM
network marketing are:
1. Anyone can do it
2. “Gangster money” is available to everyone who decides
to work a network marketing business
It isn’t a huge leap of common sense to
realize that everyone cannot possibly
be cut out to do network marketing,
anymore than everyone is cut out to be a
doctor or hairdresser.
And the notion that “gangster money”... when something
sounds too good to be true, it usually is. The worse part of this
kind of myth is it gets in the way of the real legends in the
industry.
What do I mean by legends? Dictionary.com again: “A
collection of stories about an admirable person... a person
who is the center of such stories.”
So, who are these legends in network marketing? People just
like you and me. They have jobs they don’t like. Or they have a
business that owns them rather than them owning the
business. They are often professionals, yet just as often from
“blue collar” industries. Some come to MLM with no college,
and some come with PhDs.
I consider myself a pretty smart person, but the myths I heard
about this industry nearly kept me from one of the best
financial/entrepreneurial decisions of my life. My prejudices
178

about network marketing were so strong that even though my
construction business of eight-plus years was falling down
around my ears, I wasn’t embracing MLM any too fast!
I thought MLM could be described in
two words: hokey and unprofessional.
I thought if you were in network
marketing, you chased your neighbors
down the street to sell them soap.
The California economy had been in a huge downturn for about
four years, and had thrown everything I had at my construction
company: my savings, effort, time, and finally all the credit I
had, but nothing could stop the train wreck of business disaster.
I was broke and in debt to everyone, including the IRS. Under
those circumstances you would think I would be open to
something new—especially if a trusted friend brought it to me!
But instead, my stomach turned into a knot and I thought, “If
this is where I’ve come to, it really is the end of the line.” I
didn’t want anyone to know I was doing MLM. The bottom line
for me was shame!
It’s embarrassing for me to look back on all this. I’m not sure
just who or what I thought I was. I’m sharing this with you not
because I’m proud of it, but because I’ve met too many people
who think along the same lines as I did. It actually took my
friend Norine about four months to bring me to the table. And
then it didn’t have a thing to do with the business really. It
came down to friendship.
When Norine came to the end of her patience with my
arrogance, she simply reminded me of who she was. I’ll never
forget her words:
“You know, Jillian, I didn’t turn stupid last
night. If I think there is some value here,
Myths and Legends
179

maybe you should take a look.”
Reality check: Norine was right. My take on network marketing
was a caricature. My view was a misrepresentation of both the
people who work MLM businesses as well as the business
model itself.
I was so afraid that if I started an MLM business, when people
saw me coming they’d look underneath their bathroom and say,
“Oh, here comes Jillian, do we need more toilet cleaner?” I
didn’t want that kind of image.
After Norine’s reminder of who she was and her no nonsense
“get over yourself” talk, I agreed to drive up to Fresno,
California where she lived and go to an event.
Not because of the company or what it
represented, but because of who Norine
was to me.
The Event
It was a big room—probably a 1000 people, maybe more. And
of course, like at any event with that many attendees, there
were people from all walks of life there.
There were some people on stage that were just too much for
me. They did what my dad would call a “dog and pony act.”
They had a religious revival meeting feel to them that fit my
original negative vision of who did MLM.
But there were two women who spoke that day that caught my
attention: an interior designer and a real estate broker. They
plunked down their calendar on the podium and showed
people exactly how they did the business. Those two, as well as
a number of others that day, blew away my image of who I
thought did network marketing.
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Shock of shocks... there were people
doing MLM who were professionals! That
was an eye-opener for me.
I mean, I had an image to preserve and beliefs that were hard
to crack. Forget that I was broke! Powerful myths! And... not
very smart.
Leverage
What I learned that day was MLM is a business that offers
leverage.
I understood the notion of “compounded interest,” getting paid
interest on the interest accumulating in my savings accounts.
That’s how it is with dollars, but in network marketing my
efforts would be compounded.
This isn’t dissimilar to a traditional business. If I owned the
business and had employees, then I benefited from the work
those people did for me.
If I worked forty hours a week alone in my brick-and-mortar
business, I only got paid on the efforts produced by my time.
But if I hired an employee to work forty hours, now I got the
benefit of eighty hours—the hours I worked plus the hours my
employee worked. Of course, I also had all the red tape like
payroll taxes, and what I’d have to do if they decided to quit or
not “perform” up to what was required. Then there were the
promotions and evaluations—who gets moved up, paid more,
and who’s left in place. Good jobs are usually a hotbed of com-
petition.
In network marketing, I had the same
kind of “time leverage.” When I
sponsored someone into the business and
helped them get up and running, the
Myths and Legends
181

company paid me a commission. How cool
is that?
I help someone else start a business, and I get paid too. If I
work my network marketing business twenty hours a week and
my new recruit works her business twenty hours a week—then
I am in effect getting paid on forty hours of business time!
Another huge difference between network marketing and more
conventional types of businesses is that the leverage network
marketing provides is built on a cooperative business model,
rather than the traditional competitive model.
I wasn’t the boss, and the people I turned on to the business
weren’t my employees. They were independent contractors. We
came together in partnership to help ourselves and others grow
their businesses in order to better our lives.
Network marketing was going to allow
me to rebuild in my “early middles” much
more quickly than any traditional busi-
ness model, and to do it in a cooperative
environment working with like-minded
people, rather than climbing over people
to get to the top. I liked it. Lots!
The Drive Home
I sound like a true convert to MLM, don’t I? Well, I was. I’d
found a solid business model that was going to allow me to
start over, and it appeared that I was not going to have to work
the next twenty years to put my life back together. Cool.
I’d like to say I was cured from my obsession of “What will
people think?”—but alas, I wasn’t.
182

I lived in Lake Arrowhead, California and Fresno was about a
six-hour drive. That’s a long time to think. The closer I got to
home, the more my stomach knotted.
Now I would have to tell people I was
doing MLM.
Just as I reached the Los Angeles County Line, I pulled over and
was physically sick—opened the door and lost my cookies.
How was I going to tell people I was doing network marketing?
Suddenly, all the professionalism I witnessed and the powerful
leverage I learned about was once again obliterated by those
MLM myths.
Talk about buyer’s remorse! Classic. The voice in my head told
me I was going to look the fool.
It was a terrible dilemma (and drama). I knew there was money
to be made. I’d met real people, people that I believed and I
could respect. I loved the business model. But the myths kept
crowding out my experience. I was afraid of what other people
would think of me.
Feature the Problem
If you ever find yourself in this position, there is hope. Here’s
what I did to get past my initial resistance and fear of looking
foolish.
A great way to avoid feeling foolish over
something that you “dread” coming up is
to feature it.
Whose problem is it? Mine. So, I’m going to get it on the table
and take care of it. Who am I taking care of it for? Right—me.
So, I give my person a call and say something like this:
Myths and Legends
183

Hey, Julie, how’s it going? Good. (I’m also going to say
whatever other things that are appropriate for me to say
to this person I care about.) Julie, I’m calling because I’d
like to set up a time for us to have lunch. I’ve found a
financial opportunity (business opportunity or... ) that I’d
like you to take a look at. I’ll tell you up front that it is
out of the mainstream… in fact, it can look a bit hokey
or even unprofessional, but once you get into it, it is full
of leverage, and the business model is built on coopera-
tion rather than competition. I think it’s worth a good
look. What’s your schedule look like for lunch?
Now think about this for a minute. Who did I make feel better
here? Me, you’re right. Are you more relaxed when you feel
good? Do you show up more like your “authentic self”? You bet.
Do you think others will respond to you more positively when
you’re in this frame of mind rather than worried about how
you’re going to look?
So Who Are the Legends?
It’s time that all of us in network marketing let people know
what the big deal is. It’s leverage, and the real numbers are
wonderful. We don’t need to talk about gangster money. Only
a few people are going to make that. If everybody could do
MLM as easily as that, there would not be the kind of money
available to those who are in the top 20 percent.
Unfortunately, the entire industry suffers because of the MLM
myth that “anyone can make it big.” Most people can’t… and
won’t....
There’s no need for this hype. It is my experience that 60 per-
cent of the people between the 20 percent at the top and the
20 percent at the bottom are making money in this business.
Often they make enough to replace their jobs. Many of them
replace their incomes and make more money than they did in a
regular job—and they have much more control over their lives.
184

Plus, they can take advantage of many tax benefits that add
money to their bottom line and the quality of their life. I know
lots of network marketers who write off most of their travel.
MLM lends itself to combined business and vacation trips!
Something very important to remember is
that the majority of people who come
into network marketing would be thrilled
to make an extra $500 a month!
What Do Network Marketing People Look Like?
Well, now I can tell you—they look like me! But they also look
like you.
People who do network marketing come from all walks of life.
Blue-collar people, pink-collar people, white-collar people are
all involved in network marketing.
I was surprised to find so many accountants in network
marketing, but then they understand leverage. People with
entrepreneurial spirit are often found in network marketing, but
entrepreneurial spirit is no guarantee they will embrace the
business model. Remember, I could barely get over myself and
I’d been an entrepreneur since I was twenty-three!
Another group of people who are fairly common in network
marketing are franchise owners. They like that MLM is a
“turnkey” business just like in a franchise—you don’t have to
start from “square one.”
And no list of “who does network marketing” would be
complete if we didn’t talk about service professions. I run into
teachers and nurses in this business all the time. Why? Network
marketing is more cooperative than a typical corporation or
even a small business. It’s based on “people helping people.”
We end up with all kinds of people in MLM.
Myths and Legends
185

The reason we do is that there is nothing
here to keep anybody out: Age, sex,
race, education, income, past business
experience, success or failure... none of
that matters here. Network marketing
accepts everyone equally.
Bet on the Legends, Not the Myths
The network marketing industry needs to be telling the stories
of real people making real opportunities work for them. Not
stars in your eyes, pie-in-the-sky hype, but stories about real
people.
In network marketing, it is all about your efforts and “who you
are.” It is how you show up FOR people and how you show up
WITH people that makes all the difference.
Real people making a difference, not only their lives but in
many, many other’s lives as well.
Jillian Middleton is a mentor, coach, and trainer, and the author of
the courses 5 Steps to Working Less and Making More in MLM and
Setting Up Your Store Hours and Design Your Calendar.
As creator of the Savvy Sponsoring Strategies programs, Jillian trains
network marketers and direct sales consultants to use the same
strategies she used to build two six-figure network marketing business-
es in five years.
Get your free report: The 5 Steps to Work Less and Make Money In
Network Marketing at http://SavvySponsoring.com
186

True leaders don’t create followers,
they create more leaders.
—Tom Peters
onight belonged to Ann.
After eight years in network marketing, supporting her
team, attending every training, and participating in all she
could in spite of a busy schedule, a full-time job and a hectic
family life, she had never been asked to share her story before.
Not once! Ann had just joined our team from another
company. She is an immigrant to this country and simply
lacked the confidence to ask to be heard.
Ann had prepared handouts and knew just what she was
going to say. The excitement she felt about being asked to
participate for the very first time was palatable. Those of us who
knew her could tell she was nervous. Our job was to smile
encouragement in her direction.
Leaders
Made
Here
Network marketing is THE
leadership business. What we do
for a living is bring out the best in
people. And rather than speak
about that as an intellectual
concept, I thought I’d show you
exactly what we do to make a
leader. That’s the best way I know
for you to really understand.
KATHY MINSKY
T
187

The small gathering of eight included two first-time guests.
Ann’s story was an exceptional example of the success of our
products. However, it was not the content, or the carefully
designed handouts that moved the group. It was the animation
and excitement she showed as she shared her story.
Afterward, everyone told her what a great job she had done
and how interested they were in the information she presented.
The smile did not leave her face the rest of the night.
Goal accomplished. After eight years of
incubating, a leader had emerged.
How could someone not have seen the potential in Ann? Why
was she passed over all this time, and more importantly, what
changed? Why was she in front of this group, this night?
As the Leader of The Global Success Team, I brought nine years
of experience and a strong team to Shaklee in 2004, following
the bankruptcy of Excel Communications, my former network
marketing company.
After the first year, I became concerned that our team was not
uncovering new emerging leaders. Since we brought a lot of
proven talent to the new company, we didn’t put “beginners” in
front of new prospects. Only the “best presenters” publicly pre-
sented information. There was no forum for budding leaders. As
a result, we were sponsoring a lot of new members, but we
were stagnant in producing anyone new in a leadership role.
So, we set out to find new ideas and formats designed to pro-
vide every person a forum to become the leader they desired to
be. We examined our own process as well as business funda-
mentals for a solution.
We did not need to know WHAT to do
when you are a leader; we wanted to
188

know HOW to develop leadership skills in
people who did not see themselves as
leaders yet.
A look back at my own emergence as a leader helped me to
understand what was missing.
Growing up, I was very shy. Sandwiched in the middle of ten
children, I followed the lead of my older brothers and sisters
and rarely put myself out front. I had a safe place to hide, with
no conflicts. So why change anything?
But something inside me was shouting to be heard.
It started with a grandmother who made me feel special every
day. It took many years and much patience on her part, but she
finally convinced me that I could do anything I chose in life.
My father continued the process as he worked on my
character, which was often at the expense of being unable to sit
comfortably for a while. He recognized something special in
every one of his children and often told me, “You can be the
president of the United States one day, if you want to.” He
offered me experiences in life that told me he trusted me.
What he also taught me was to never lie, steal, or cheat
anyone.
If I followed these simple rules and
worked hard, I could get along with
almost anyone and would be successful in
whatever I tried, because people would
trust what I had to say.
This turned out to be valuable advice I still subscribe to today.
Leaders Made Here
189

When I reached high school, I finally decided to stick my toe in
the waters of leadership. I was pretty bad at it. In fact, I was
terrible. But I had one high school teacher who saw something
in me I did not see in myself. Every time I tried, she would tell
me, “That was really good. You are going to be a real leader
one day.”
What was it really that my grandmother, my father, and a very
special teacher gave me? I have to boil it down to two things:
experience and confidence.
You see up to that point, I had not succeeded, because I
had never really tried for fear of failing, or worse yet, being
laughed at.
You cannot consistently perform in a
manner, which is inconsistent with the
way in which you see yourself.
— Zig Ziglar
So, where does that confidence come from? We boiled it down
to three ingredients:
Know what you are talking about.
Not everything about it. Just enough about the subject you will
be sharing for the time you will be speaking. When you listen
to great motivational speakers, realize that most of them give
the same speech over and over. They are great, in part, because
they know their subject inside and out.
Practice. Practice. Practice.
If you have done it well in front of the mirror or a friend, you
know you can do it.
Begin with people you trust.
190

A small group of friendly distributors is a great beginning.
Eventually (after you know you are not going to die when you
speak in front of a group), you can expand your subject matter
and then gradually expand your audience.
I started my network marketing career in Fairbanks, Alaska.
Being the very first distributor in the state, there was no local
support of any kind. What seemed to be a disadvantage at the
time proved to be a valuable lesson in leadership. Not knowing
where to begin, I just started inviting people over to my house
and we tried to figure it out together.
We laughed much more than would be acceptable in most
networking circles today, but more and more people kept
joining the team.
We shared the leadership role, and
everyone took part on a rotating basis.
We didn’t take ourselves too seriously, so
mistakes were not only permitted, they
were expected.
By the time we were able to get a network marketing “pro”
from our upline to come up to Alaska, our team had grown in
excess of 200 people. He told us we had been doing it all
wrong and that only the BEST speakers should present and the
rest of us were just there to support that speaker.
Eventually, after trying the suggestions of the professional, our
team stopped growing. It nearly killed our business. So we
went back to our less formal meetings, and the business began
to grow again.
I’m not promoting disorganization. We were using a structure
that allowed everyone to participate at the level they sought
and provided a forum for them to do so. Of course, when we
Leaders Made Here
191

conducted a big citywide meeting, we put the best presenters
in front of the room. And you know how they learned to be the
best.
Now that our team understood the problem, how were we
going to develop a comfortable atmosphere that provided
confidence-building experiences, so team members would
begin to see themselves as emerging leaders?
We have team members in fifty states and four countries, so it
had to be duplicatable at every level and circumstance. We
decided on a two-pronged approach.
Create a program that offers an
opportunity for new distributors to
practice their leadership skills in a
friendly environment.
Start them in a small group format
and continue to build confidence in their
ability to lead a growing team.
We devised a weekly meeting plan that was intended to be
used for small in-home meetings, where a simple and
duplicatable agenda would give every representative who was
interested an opportunity to lead a short portion of the meeting
and practice their speaking and leadership skills.
The outline was flexible and designed to last about fifty to sixty
minutes.
There would be up to five presenters, each following the
agenda for time and content.
Our agenda went as follows:
192

q Personal Story of Host or Team Member – 5 minutes
q Recognition – 5 minutes
q Product Introduction – 10 minutes
q Opportunity – 20 minutes
q Motivational Talk – 10 Minutes
q Close
Each portion is given by a different person each week so that
eventually each distributor learned the six components that
compromise a complete meeting. We encourage fun and
laughter, and when someone makes a mistake, we have them
just tell the guests...
“See, anyone can do this business.”
Not long after learning all six segments, people are encouraged
to consider hosting their own event and start building emerging
leaders on their own personal team. A more experienced upline
leader is encouraged to attend and support their new meetings
for the first few weeks, if needed.
Since these are conducted in home environments, there may be
only five to ten participants, so there’s no need to be nervous
about the size of the group.
Usually 50 percent of the audience is comprised of people
they know, like, and trust who are experiencing the same
training, so they are very supportive of one another.
After the meeting ends, the rest of the team makes sure to lift
up each speaker. There is no place for criticism, and each
person feels like they contributed to the success of the event.
The outcome speaks for itself: We are, again, bringing out new
business leaders on the team. It is most heartening to see names
that have been around for over a year all of a sudden breaking
out in one or two months time after starting their own meeting.
Leaders Made Here
193

They know what to do. They know how to do it, and they are in
an environment friendly to their learning process.
Now it is up to the individual to decide whether they want
success enough to move out of their comfort zone.
You’ll be pleased to know that Ann is starting her own
meetings. I have complete confidence that she will be a great
leader, because she understands the goal is not only to gather
customers and team members for her business, but to offer
leadership opportunities to all those who want them.
Life’s battle does not always go
to the stronger or faster man;
But soon or late, the man who wins
is the one who THINKS he can.
— Author Unknown
Kathi Minsky is a Master Coordinator with Shaklee Corporation.
Over the past seven years, Kathi has successfully trained over
30,000 distributors to communicate, duplicate, and train using
online tools. She can be reached at her website here:
http://TheGlobalSuccessTeam.com
194

Imagine you are a corporate executive with five direct
reports in your department. You bear significant financial
responsibilities to your family and to your own future, and
you fervently desire promotions and pay raises. You envision
recognition for rising in the hierarchy, along with the
accompanying admiration.
You know that the single overriding
factor for your success in this equation
is the way your superiors in the
organization perceive you and your
accomplishments—in a word, politics.
Sure, you and your department must perform, but you know
that your promotions and pay are solely the prerogative and
even at the whims of your superiors.
You’ve watched the true hotshots in the organization blaze trails
What if...
corporate America was suddenly
turned upside down—the end of
organizational politics? What if
your success would not be
hindered, but furthered, if you
helped every person in your
department contribute at a
maximum level with no limits?
WARREN NELSON
195

and walk through all barriers to contribute to the growth and
profits of their department and to the company. Yet often these
high performers were mysteriously blindsided, torpedoed, back-
bitten and driven politically from the organization for the crime
of becoming threats to others who coveted the positions these
superstars seemed destined to command—if they were allowed
to succeed politically.
You watched how the organization rewarded and promoted
yes-men, those who always seemed to get into the right social
circles or go to the right church, who belong to the right coun-
try club and, here’s the key—those who get credit for others’
successes.
So, you are ever vigilant of the need to
keep your head down at the right times,
play the politics of getting noticed and
approved of without becoming a threat to
the wrong people.
You learn to toe the mark within the rules of the game that have
been followed by surviving organization men and women
worldwide throughout history.
Today, a new hotshot is joining your team. Personnel sent
over his folder with notations: “Highly qualified... Has top
management potential.”
So, you ask yourself, how will you train and manage this new
superstar?
Will you teach him EVERYHING you know as fast as you can,
including all the “secrets” you have learned in ten years about
how to score big successes and how to rise in the organization
and how to set new records without stepping on any political
landmines?
196

Will you inspire him to have a burning desire to be promoted
to your level in record time, so that every day he comes to
work on fire to pursue this goal?
Laughable to even ask...
You will carefully feed him just enough
information to do well enough to make
YOU look good. You hope and pray that
he will NOT be recognized as a star rising
faster than you are.
You have learned the nature of the “logjam” of candidates
for promotions to higher levels in the organization, starting
with your boss who wants to survive long enough to move up
behind his boss in five or ten years. So, you’re already
desperate to get personal recognition for any accomplishments
your department has.
For you to rise up in the organizational chart sooner than the
slow timetable of your superiors, you will have to take risks
and step out of line to get the visibility to be recognized and
promoted faster than usual. Without, of course, alarming your
boss or his boss that your higher level of accomplishments may
benefit you and not solely them, much less threaten their
positions directly.
Should one of your direct reports develop into a rising star too
soon and garner the credit for the successes of your depart-
ment, your chances for the next promotion are out the window.
That new member of your department
may be a threat. So, you say a silent
prayer that he is not connected
by relationship to anybody in top
management or to company ownership.
What if...
197

But...
What if... your organization was turned upside down and you
could be certain that your success would not be hindered but,
instead, be furthered if you helped every person in your depart-
ment contribute at a maximum level with no limits?
What if... you and others were certain to be recognized and
RECEIVE CREDIT solely on the basis of accomplishment instead
of politics?
What if... the “age-wage” curves that define the limits of
salaries based on “years since receiving your BS degree” were
thrown away and anyone could be recognized and paid
WITHOUT LIMITATION strictly on the basis of true contribu-
tions, instead of on the politics of managing the perceptions
and preferences of top management?
What if... you could actually focus on being a rising star and
mentoring and serving others, and what if you could eliminate
all the wasted time, effort, and stress involved in mastering the
maze of maneuvers and manipulation demanded by the reality
of the primacy of politics in the organization?
What if... you had immediate, unlimited earning potential
based on accomplishment?
What if... you were allowed to identify and mentor others to
follow in your productive footsteps and be rewarded
accordingly, on a permanent basis, for their success, without
fear that they would replace you?
What if... you received a small monthly percentage of the
earnings of all those you identify, nurture, train, and mentor to
contribute to the company’s success?
Oh yes, and...
198

What if... there was no limit, now or in the future, on your
upside success and income?
Imagine the burst of growth, productivity, and successes all this
unleashed energy and creativity would produce. Sure, the polit-
ical “bigwigs” who knew how to play the game and how to
take credit for others’ work would suddenly be naked, and they
would have to contribute and truly serve and train others with
all they knew, instead of putting most of their waking efforts
into polishing their image and protecting their turf and position.
There would be no more politics.
Individuals would succeed solely on their
accomplishments personally and, more
importantly, on mentoring and serving
others.
If you identified, trained, and mentored many others who
became more successful than you yourself had, you would con-
tinue to receive a leveraged, residual percentage of all the sales
volume created by those individuals and their organization, for
as long as they remained members of the organization, with no
limits. Why not, since you were the causal factor in their join-
ing, learning, and following in your footsteps, hopefully to the
point where they took this foundation you provided and went
beyond your accomplishments? Do you suppose you would
continue to champion them, long-term?
And think expansively, without limits, that you would further
be rewarded for teaching your leaders to serve and to teach
other leaders, with you receiving additional tiers of override
compensation for this extraordinary, increasing success.
What if this utopian business model could actually be
implemented?
What if...
199

It has been. It’s called network marketing.
How does it look to you?
Warren Nelson is a Royal Ambassador in FreeLife International. He
was introduced to network marketing while at the helm of an
electronics company via an MBA degree from Harvard Business
School. He is unique in the Networking industry in having a “batting
average of 1000”—three and ONLY three companies joined, all still in
business, and top pin levels achieved in all three. Warren’s pin titles
were Blue Diamond, Crown Diamond and now, Royal Ambassador in
FreeLife International.
Warren and his wife, partner, and best friend Mary Nelson, have
trained thousands across the country in their seminars on “How to
Create an Obscene Income in Network Marketing” as well as having
been featured trainers and speakers at numerous networking company
conventions. They have been featured as Master Networkers and have
written articles for many networking magazines and books, including
Networking Times Magazine™, The Network Marketing Magazine,
Upline®, The New Entrepreneurs, and others.
200

Del was sixty-two and three years from retirement when he
walked into my sales and marketing class. He had done
what everyone told him and socked away a nice nest egg
in his company’s 401k plan. Del and his wife would be able to
live quite nicely for the rest of their lives.
Well, at least that was the plan. Then his company went
bankrupt, and he lost everything.
That day, Del asked me how to rebuild his
mid-six figure retirement plan within the
next three years. I told him that there was
only one way—network marketing.
Patti was a single mother of six children living in a rural town
with a population of only 8,000. She had just lost $75,000 in
her business. She had researched all kinds of traditional
businesses and franchises, but there seemed to be only one
type of business that would enable her to stay home with her
The
Most
Remarkable
Business
I don’t believe that anything in
this world is perfect, but network
marketing is as close to the
perfect business as I think you
will ever find.
ROD NICHOLS
201

children, quickly pay off the debt, and earn a nice six-figure
income within the next five years—network marketing.
Collette was a single mother of five children, two of which
were chronically ill and required regular medical attention. She
was deeply in debt and could only work part-time as a secre-
tary. The medical bills were piling up, and the future looked
very bleak.
That was when she was introduced to a fantastic home-based
business by her brother. At first Collette didn’t think she could
be successful, because she had never operated a business
before and had no sales or marketing experience, but this
business was different. It seemed to be her answer from God—
network marketing.
What makes network marketing so remarkable? The incredible,
almost unbelievable stories—and these are just three of the
thousands and thousands and thousands.
Network marketing is truly a life altering
business. How many other types of
businesses can you say will radically
change your life?
I certainly haven’t found any others. I mean really, name
another type of business where a twenty-three-year-old carpet
installer with an injured shoulder and no money or a seventy-
year-old butcher could become millionaires within a few years.
Only in network marketing.
Here I am, ranting and raving about how amazing network
marketing is, and you’re probably wondering what happened to
Del, Patti, and Collette.
Well, Del did rebuild his retirement plan in three years, but he
was having so much fun, he didn’t retire.
202

Patti has stayed home with her children, paid off her debt, earns
a nice six-figure income, and now several of her children have
joined her business.
Collette continued to work part-time building a network
marketing business, and she is now the top income earner in
her company.
Network marketing is the most
remarkable business I’ve ever seen—and
since I’ve been a business consultant for
many years and have thoroughly
researched thousands of businesses, that’s
quite a statement for me to make.
It is the only business I’ve ever seen that enables the average
person, regardless of age, gender, financial situation, past
experience, education, knowledge, or even language to start a
business with little or no money and in a few short years
literally be living the lifestyle of the rich and famous.
I don’t believe that anything in this world
is perfect, but network marketing is as
close to the perfect business as I think
you will ever find.
Consider these advantages over other conventional businesses:
Low start-up investment, proven turnkey system, high quality
products and services, outstanding training and support, quick
compensation, movable, unlimited growth, no employees, very
little overhead, can be operated from home either part- or
full-time, and produces long-term residual income. Those rea-
sons alone (and there are more) are why you should seriously
investigate this truly remarkable business.
The Most Remarkable Business
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Once you find the right company, then
there is just one secret to success in this
business—WORK!
I know, you were hoping for that get rich quick deal. Well, get
over it. That doesn’t exist.
Network marketing is a real business, and it requires work:
prospecting for people interested in your products, services, or
business, giving presentations, answering questions and handling
objections, doing follow-ups, sponsoring, training, and support-
ing. If you do these things well and treat it like a real business, in
time you will be successful.
Who knows, perhaps some day you will be like Del, Patti,
Collette, and so many others who are enjoying true financial
security and the time freedom to really enjoy life.
Yes, network marketing is the most remarkable business. My
question for you is: Will you do your research to find the right
company and then work hard and smart so that some day other
people will share your “incredible, almost unbelievable” story,
too?
Rod Nichols has been involved in the network marketing industry since
1979, as a company founder/owner, distributor, consultant, trainer, and
author. His books, Successful Network Marketing for the 21st Century
and Would You Like to Dig in My Goldmine? were industry best sellers
for several years, and his newest book, The Ideal Business has quickly
becoming a must read. His latest book The 12 Power Secrets for
Network Marketing Success, will be out in early 2007.
Even though Rod retired from network marketing for three years, he
continued to earn a full-time residual income. Recently he decided to
come out of retirement and is now actively building his business once
again.
Rod and his wife, Karen live in Washington State. They have five chil-
dren and four grandchildren. To learn more about Rod, visit his website:
http://RodNichols.com.
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“There are no strangers in this world.
Only friends I haven’t met yet.”
Like just about everything I have learned on my “working at
home” journey, that paraphrased quote is not my own, but
it resonates deeply within me. After ten years in network
marketing, if I were to take inventory of all my accumulated
assets, my “friends” would top the list by a landslide.
When I started my very first business I was excited, but like
most people I was a wee bit insecure. I found that while I
wanted to shout to the world when I was at work in my office,
as soon as I found myself in front of someone, I became all
tongue-tied and shy.
Now REALLY! Imagine me... SHY! This had me completely
baffled! I’ve never been shy—ever!
I was the four-year-old who was brought to the customer
It’s
Not the
Marketing...
It’s
the
Network
The best thing about network
marketing isn’t the money; it
isn’t the time freedom, and it
isn’t being released from the
nine-to-five drudgery. The best
thing about network marketing
is the ability to reach out and
make a difference in the life of
someone else... many, many
someone elses.
SHELLEY PENNEY
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service department in Woolco by a stranger lady with oh so
pretty shoes that I had followed around for half an hour. I was
the eight-year-old singing off-key at the top of her lungs in the
third grade recital. I came in first in the public speaking contest,
participated in “Reach for the Top,” and danced all alone (heav-
en forbid) in my own world if I liked the music.
I have NEVER missed an opportunity to stand in the spotlight
and shine, and I have never been one to worry about looking
silly to myself or anybody else. So, I couldn’t understand this
unwelcome reluctance to share with the world the new
excitement in my life.
It took me a while, but I finally figured it out.
It’s not what you can get, but what you
can give that makes the difference.
When I REALLY got what this whole “networking” thing was all
about, I was overjoyed, and my business skyrocketed. I realized
that the reason I was freezing up and scaring people off was
that I was so focused on what I needed in order to be success-
ful—more customers, more sales, more recruits—that all of the
conversations that I used to have effortlessly with people had
become a burden.
The minute I saw someone to speak with,
I immediately evaluated them for what
they could add to my business.
People had become a commodity to me, and this was so
against who I was as a person that I became miserable,
insecure, and failing.
Put the “NETWORK” back into network marketing.
One day I simply decided that this business was too difficult,
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and I wasn’t going to talk about it any more. So, I simply went
about my daily chores. As I was waiting in line in the grocery
store, there was a young mother ahead of me with a cooing
toddler smiling and batting his eyes at me while we waited to
pay. He was the most adorable little guy, and I quickly told the
mother so. We started to talk. She told me his name, how he
was big for his age, and already starting to say a few words. I
told her about my own children (then in elementary school)
and we commented on “how fast they grow.”
She told me that she was working nights at a local convenience
store when her husband was home so she could spend time
with her son during the day, and in that way she could keep
him home and away from babysitters... but oh, how she wished
she didn’t have to work.
Then she asked me what I did for a living. I began telling her
how I was a nurse at the local hospital and that I had recently
started a home-based business because I really had a dream to
stay with my children. I didn’t want them to be “latchkey kids”
anymore. I found myself just sharing a conversation, telling a
stranger about my hopes and dreams, asking her about hers,
and simply enjoying the socialization. A remarkable thing
happened.
She said very simply, “I would love to be
able to work at home. Could you come by
for coffee at naptime and tell me more
about that?”
Of course, I agreed, and we set a time to meet. Later, I sat in
my car and went over what had just happened, and I had an
epiphany.
It’s not the marketing,
It’s the network.
It’s Not the Marketing... It’s the Network
207

I had been so hung up on the marketing aspect of network
marketing that I didn’t understand a very simple concept.
Network is the first word in that phrase, and it was the
networking part that spoke to me and to who I really wanted
to be as a person... who I already really was.
All of a sudden, I was on fire! I didn’t have to be anybody
different. I didn’t have to be special. I didn’t have to look for
people to sell to. All I had to do was be myself. What a huge
relief! What a release!
That day changed my life and my path.
I started to view my business as the
vehicle that allowed me to meet the
people who needed me, instead of
meeting people that I needed.
Over the years I have found homes for kittens, helped a family
to a shelter, and took a woman in labor to the hospital because
her husband couldn’t get home in time, and stayed and
breathed with her until he arrived.
I helped a young man find a job, gave a mom advice on a
wayward teenager, and recommended a daycare center for a
single parent. I taught people what I had learned about
communication, money, and business, and I did it all without
selling a thing. I developed a six-figure income and never sold
anything any day in my business life.
Now, I know on the surface that many of those things appear
to be unrelated to business, but that is what is so wonderful
about this business. You see, each one of those people became
a part of my business over time. They remembered me for the
networking, not the marketing, and when the time was right for
them, they each, on their own, came to me with questions
about my business.
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After ten years of simply reaching out to people—networking in
the true sense of the word—and making a difference whenever
I saw an opportunity, I have developed a list of friends all
through my community and all over the world.
The very best thing about network marketing is the
NETWORKING!
If you take the opportunity to really understand what that
means, and if you get good at it, then not only will your busi-
ness explode, but you will attract the kinds of people into your
life that will become your lifelong friends and supporters.
The principle and practice is simple:
Whenever you meet someone, practice
great communication skills. Talk with
people openly, ask them questions that
are of interest to you AND them. Listen
for ways that you can offer assistance or
add value to their lives.
Something very exciting happens when you remove yourself
from the center of the picture and focus on someone else.
The first thing that happens is that you stop being self-
conscious. You see, when you are aware of being “nervous,”
you are automatically thinking about yourself. Nervousness or
shyness are self-indulgent feelings that keep you from develop-
ing meaningful relationships with others.
Once you get good at it, people are drawn to you like a
magnet, and the Law of Attraction is at work. The people who
network for the sake of others are the happiest and most
magnetic people on the planet.
You see, it is truly IMPOSSIBLE to be unhappy when you are
It’s Not the Marketing... It’s the Network
209

100% focused on how you can serve. It is impossible to feel
insecure, nervous, shy, or self-conscious when you are on a
mission to better someone else’s life. And the simple act of
taking the light off of yourself and shining it on another actually
shines it back on you in the nicest of ways.
The best thing about network marketing
isn’t the money, it isn’t the time freedom,
and it isn’t being released from the
nine-to-five drudgery.
The best thing about network marketing is the ability to
reach out and make a difference in the life of someone else
from the purest perspective of giving unselfishly, understanding
that the Law of Attraction will be at work in your life, fervently
returning the energy to you that you so freely send out. When
you abundantly and unselfishly give, you can be neither unhap-
py nor poor, and when you truly embrace the concept with
crystal clear vision, your business, your personal life, your
social life, and your bank account will be overflowing.
Shelley Penney retired from her full time nursing career ten years ago
after just ten months working her home business. She is a mentor to
many, and works with a servants heart and a philosophy of
abundance. Aside from her own personal successes in network
marketing, Shelley is co-founder and master trainer of Prospex
(http://YourProspex.com) a company that teaches home entrepreneurs
the principles of success. In keeping with Shelley’s belief that every
success is important, regardless of company affiliation, Prospex train-
ing is free for everyone. Shelley is also loving wife of Jim, and they are
raising Justin (17 years old) and Alyssa (16 years old) from their home
on the beautiful Saint John River in Canada.
210

Paul, in 1990, the world was, economically, “going to hell in a
handbasket.” The other economists were saying we were
doomed, and you predicted just the opposite. You were right;
they were wrong.
You predicted that Japan, the then leading per capita
economy, was actually going to go down the tubes. The
experts were screaming recession and depression, and then we
had a really explosive economic decade. Now talking about
the extraordinary number of new millionaires and a period of
growth and wealth like we’ve never seen before. Are you going
to be right again?
I would phase it a little differently. In 1990 I predicted roughly
a forty-year period of economic expansion, effectively the end
of the business cycle—the quadric cycle of boom/bust in every
industry. We’re in the fifteenth year of that expansion, so that,
to me, has been straight on.
We had a minor—which I can say now in 2007—aberration
called 2001-2004. But by 2004, the stock market was higher
The
Next
Millionaires
More than any other industry,
direct selling/network marketing
is about changing people’s lives
from whatever position they are
in life to something better; it
improves their marriages, it
improves their relationships with
their children, and of course, it
greatly improves their ability to
do business.
PAUL ZANE PILZERan interview with
211

than it was in 2001, but it’s about more than the stock
market—the real estate market and the most important market
called “household wealth,” barely took a hit.
Because in 2001, when the stock market went down, real estate
went up a proportionate amount, so we’re in a solid
fifteen-year trend here going on a straight trajectory, fairly
steady and going up, in both the United States and Western
economies. And I still don’t see any end in sight. I want to be
correct in saying that I still don’t see that we cycled down and
now we’re back to where we were.
Here we are looking forward to 2007, just taking stock,
particularly when we look back on the last fifteen years.
One of the things we learn in economics is that history is the
best and only thing we really have for predicting the future, but
you must heavily weigh recent history in analyzing the data.
So the last ten years are probably as
important as the previous thirty or forty
in predicting the next ten.
Paul, what’s responsible for this sustained growth?
Technology. And coupled with technology, democratic ideals
that have become worldwide, or perhaps the democratic
ideals have spawned the expanse of technology… it could be a
chicken and the egg issue.
But it’s a combination of technology and effectively, universal
entrepreneurialism worldwide.
Paul, what are the technologies that you see having the
greatest impact?
Information technology. It’s amazing what
we’re starting to do and we’re just at the
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beginning of the information
technology explosion.
Information technology is just getting started and that’s been the
greatest impact in the last fifteen years. Information technology
has just taken what I call world civilization, and catapulted it
forward.
Let’s go back 5000 years: 5000 years ago we lived in a pretty
poor, agrarian economy. What happened? Sometime between
five and ten thousand years ago writing came. With writing we
could take the technology that somebody invented, like a better
way of farming, and where before he could only teach it to his
children, now he could write it down and pass it around and
whole civilizations could be built on this shared information.
How to build buildings, how to build sewer systems, how to
farm much better, and then we had this HUGE explosion
called the printing press which took the writing of information
and just exploded it worldwide. And that’s the last 500 years of
civilization.
And then came the Internet, which is
much bigger than the printing press and
in ten to fifteen years has started to have
an impact on the production of goods and
services that’s equivalent to the printing
press, or perhaps the invention of writing
itself!
The Internet has just ratcheted it up because now, every time
you want a new part or component or need a better method
you discover someone has already made it! Find it’s in a
different language? No problem, push a button and translate the
web page. Oh, translate the order form, let’s go buy it. You see
how quick we’ve united the world? Instead of one mind, a
hundred minds, a million minds… we really have a billion
213

minds connected on the Internet, solving issues.
And how does this affect our business of direct selling and
network marketing?
We’ve seen an enormous democratization of entrepreneurial
opportunity at a level in our lifetime that no one has ever seen
before.
When I graduated Wharton, I went to work at Citicorp because
they had the best technology of any bank or financial services
company who had entered in the technology area. I think in
those days a used IBM 360 cost $1.1 million, so if you couldn’t
come up with several million dollars for support and the build-
ings to house a computer the size of a room, you couldn’t play
at the table and deliver efficient products to your customers.
In almost every field I saw that happening.
Little did I believe that only a few short
years later the unit of technology would
fall from a multimillion-dollar IBM
mainframe to an IBM PC that cost
originally $2000! Today $200 or less...
What we saw as the unit of technology, this power, shifted from
the giant mainframe commanding a building of 10,000 people
to the individual who can now communicate virtually instantly
with anyone in the world.
So, consider that the best and brightest minds of almost any
industry have always been the toolmakers. A toolmaker is often
nothing more than the farmer, network marketer, or doctor, who
make tools for themselves to do the job better. And then it
occurs to them that they should sell the tools to others who do
those jobs instead of continuing to do that job themselves,
because they can see a greater need for the tool to be produced
than what they were producing before creating the tool. They
214

see that they will make more money selling the tool that will
help the others make more money producing the food, or
saving the life. That’s what a toolmaker is.
And the toolmakers used to make tools for giant mainframe
computers. Today they get up every day and they think of the
individual at his or her desk, because that’s the new unit of
productivity. So they say, “He’s got a PC, he’s got a Treo
700 handheld. What can I do to make that person even more
efficient?”
The spin-off is that individual
entrepreneurs can just take off and take
off well, because now the best tools are
available for them.
The second part of your question is direct selling in particular.
The one thing we always used to have was that people liked
brand names. What’s a brand name? What’s a Sony? What are
Levi’s? It’s a synonym for a five letter word called TRUST.
People like brand names. And that’s always been a problem for
individual entrepreneurs, or anyone just starting out with a
product.
Well, what’s amazing about direct sellers today is that their
products have become brand names. These are billion dollar
companies who had the money to spend on R&D to produce
the best products, but instead of selling them in a store, they
sell them to individual entrepreneurs who build their own
business and effectively give them brand name goods.
How much of that has to do with the democratization of
everything that you’ve mentioned?
A huge amount, because the individual entrepreneur has a
level playing field. I always thought, “Wouldn’t it be nice if we
could level the playing field?”, that anybody could start in a
business regardless of who their parents were, where they went
215

to school, or how much money they had. I just wanted to
level the playing field so that individuals who didn’t have the
opportunity or inclination to go to great schools could
participate and succeed.
I wanted a level playing field! Well, in my lifetime, now as my
children are growing up, it’s actually not level.
It’s so unfair for the employee of the large
corporation.
The individual entrepreneur, particularly if he aligns himself
with name brand products and takes advantage of the tools
given in a network marketing or direct selling organization,
doesn’t have a level playing field.
The direct selling entrepreneur has a great
advantage over the person working in a
large company.
Better technology, being able to work his or her own hours, he
has name brand products and here’s the most beautiful part, if he
doesn’t like what he’s doing, how fast can he switch? And that’s
what keeps these network marketing companies so sharp, and
why we have these multibillion-dollar entities. It’s unbelievable
how fast they find out when they make a product that’s inferior.
Let’s be honest. Not every product works, not every marketing
plan works. Do you know how long Proctor & Gamble takes to
figure that out when they launch a product? They do test
markets and they go to focus groups, but in the case with
network marketers you’re distributor is your customer! How fast
do they figure out when the package doesn’t work or there’s
something wrong in manufacturing? It’s instant!
Network marketers give such amazing feedback up the supply
chain.
216

And the most beautiful part is when a
company isn’t doing well, or the
management is not up to par, people
leave! They join another network
marketing company! That is so
phenomenal!
That ultimately keeps the companies so sharp and on their toes.
It’s real time feedback from a worldwide consumer base.
Do you see network marketing/direct selling as a profession?
Yes, I would say that. Or it’s emerging into a profession.
It’s interesting when you use the word profession, because it’s
so new. We have to take a look today at the wealthiest people
in the world; it’s pretty interesting. I’ve been spending a lot of
time on that in my latest research.
Today, of the top ten people on the
Forbes 400 list of Richest Americans, nine
of them were born poor/middle-class and
nine of them didn’t finish college.
The “professions,” as we used to define them, created licenses
for themselves and effectively priced out other people in the
market who wouldn’t pay you the dues, which just meant lots
of time to price-fix the market.
And along came the computer business and the network
marketing business in the last two decades. They grew so fast
that while they were having meetings to decide, “What should
we license a computer programmer to be? How should we
regulate that business? How should we define these as
professions?”, Microsoft and these other companies grew so big
that they became the wealthiest people in the world, and they
couldn’t be controlled.
217

And you found that all of these people, who didn’t fit in the
licensed environment; they just couldn’t sit through law
school—it was too tedious. They really wanted to help people,
but they found everything was wrong when they started out in
med school. All these people found a home in the computer
industry and now the network marketing industry.
So I use that word “profession” and find it often means a lot
people that get together and pass laws and licenses to put
people in jail who do what they’re doing unless they pay the
dues over many years.
We see this explosive growth in the computer business of
people who couldn’t play by the rules, meaning they just
couldn’t be bored enough to get through the schooling it takes
to get to a profession. The same type of person is now joining
the network marketing industry.
Network marketing is so exciting because,
just like computers, it lets anybody join,
there is no ticket of admission, you don’t
have to have gone to this school for this
many years and waited these many years
until you could, “take the test.” You can
take the test, meaning jump into the
market, the day you start!
Paul, speak more to me about why you believe, so strongly, in
direct sales and network marketing.
Anyone can show up and join, and these are new rules—the
person who recruits you for network marketing doesn’t make
money until you make money.
Because that’s the way network marketing and the new rules
work, primarily promoted by the direct selling association and
218

good companies worldwide. They don’t allow people to make
money just signing up people or taking their life savings from
them to start a new business.
Another reason I like network marketing so much is the training.
I was discovered by the network marketing industry in 1989
when I wrote Unlimited Wealth and started doing research and
started giving speeches for network marketing companies. Now I
hear from people who heard me speak back then.
One type of people I meet say, “Paul, I heard you speak about
unlimited wealth years ago and that made me leave my job and
now I’m free and I want to thank you!”
The second type of people I meet—and I’ve been fascinated by
this group, I’ve been doing a lot of research, and I’ve collected
about ten of these people and I’m now analyzing them—are
people who have become very rich and successful from what
they learned in network marketing, but didn’t do it in network
marketing.
These are people who got into network marketing and for the
first time somebody told them about what’s possible for them.
Somebody retooled them, in effect, from whatever their lifelong
problems were; whether it was overcoming their shyness,
teaching them how to speak, or whatever. And for whatever
reason they didn’t “make it” in their network marketing
business, but they took what they learned and who they had
become and started a different business successfully.
Network marketing retools people. It’s
had an amazing, amazing effect on our
U.S. economy.
Not just for the people that succeed in
network marketing, but for the people
that become better people, better
219

residents of the planet, because now they
know how to improve the world and they
have the confidence to act.
Those tools come from being in a network marketing organiza-
tion. Because, ultimately, that’s what they really train, while of
course they also train you on their specific product and service.
Paul, in Unlimited Wealth you spoke about how, prior to 1990,
fortunes were made in manufacturing and then a big shift
came and fortunes were being made in distribution. Do you
see a relationship between network marketing/direct
selling and the distribution of information?
You know, ultimately, information is the most valuable product,
but at this point in our world economy, very few people have
found the model that would optimize making money on the
distribution of information.
The newspapers went online, but the moment they tried to
charge fifty cents for a copy like they do when selling paper,
people didn’t want to buy it. Because there’s another person in
the world who will offer the information free online. So the
distribution of information has not become that successful as a
business model primarily because people are used to getting
information for free and because in our competitive world there
seems to always be a company who will take similar informa-
tion and distribute it for nothing. The distribution of information
for pay, direct by the user, is not currently a viable model.
Now, that said, the most successful company in the history of
the world, which is far eclipsing Microsoft, is currently Google
and Google is in nothing but the distribution of information
business.
Google has found the model for distribution of information
paid for by the person that supplies the information, but that
also gives you free information.
220

By that I mean, when you do a search on Google, what
distinguishes Google from all the other information sources is
they give you what they call the links based on an algorithm of,
roughly, the most popular links, under the theory that the most
popular links are good because the most people are going to
those links. But they also give you paid links on the right and
top of the page, clearly identified as paid links. So Google has
found the business of distribution of information that has
clearly made it the most successful company in the history of
the world.
Next point on Google— they have new search engine
algorithms that are just coming out in this decade, they have
phenomenal impact for network marketers. Specifically, one of
the last things an individual entrepreneur couldn’t do was buy a
Super Bowl ad. Most can’t afford the $3 million price tag, but
even if you could run the ad, what would you do with eight
million leads? You really only want one, two, three, four maybe
ten to work on and then ten to follow up with when you’re
finished with the first ten. That’s what Google does!
Google says, “Instead of charging you $8 million for the
number one ad on the top of Google, for a period of time,
maybe one second or one click, I’ll put your name ($8 million
translates to something like $1.20 an eyeball or an impression)
up there for a price.” So you tell Google you’ll pay $1.30 or
$1.40 for an impression. Or you tell them you’ll pay $15 for
ten clicks whenever someone enters your keyword, be that
“vitamins” or “work from home” and you’re okay about letting
others buy a share of the clicks.
You see what happens; you now have the
same marketing/ advertising power as the
person who can afford a Super Bowl ad
but you’ve done it just by purchasing it
per click.
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And that is going to allow entrepreneurial businesses to take off
in another huge way. And notice, this new technology like all
the new technology, focuses on the individual, not the large
organization. It’s based on providing more tools and services to
the individual in their own business.
Short-term, long-term, what do you see for the future of direct
selling/network marketing?
I see direct selling as the main strength, or growth area. And
direct selling meaning person-to-person education about
products and services that will improve another person’s life.
I see that growing exponentially from where we’ve been, even
though we’ve had exponential growth in the industry, because
there’s a backlog in the technological world, because we’re still
inventing far more products and services, from biotechnology
to better ways of teaching people with educational tools, than
we have ways of distributing them.
And because that bottleneck is increasing, that will increase
direct sales, because direct sales is currently the best method
we have in our economy of efficiently educating people about
products and services that will improve their lives.
So I consider direct sales in any method to be growing at a
very, very great level. Network marketing, or how you recruit
the people for direct sales, or multilevel marketing is the
compensation method and for now that seems to be the best
way for recruiting other people into the network.
But that also may change. We may see
large direct sales companies in the
future, where we use mass media to
recruit people.
The market will determine the best way to recruit people, but it’s
222

the direct selling—that the ultimate product is distributed by one
person who uses the product, who is talking to another person
about the product—that’s the core strength I see in network mar-
keting or direct selling that’s going to grow exponentially.
So you see a bright future and lots of new millionaires in
network marketing/direct sales.
Right! And we’ve also just so expanded the playing field. Today
you might be sitting in America talking to someone in Taiwan.
You are able to build and manage an organization from any-
where in the world. Today companies really are international
for the individual distributor, when you look at just the commu-
nication costs alone.
Is there anything you see, Paul, which we should be doing that
we’re not doing?
I’d like to say, things you could do better. And that’s a different
response for each company. Every network marketer himself, as
well as every company, can probably do things better.
Generally I would say all of us, including
myself, can retool ourselves more
frequently.
In my book, Unlimited Wealth, I say that every six months
you’ve got to stop and look at your computer, look at your
method and ask yourself, “Is this the best way to keep going?”
Today, you no longer can wait six months to reexamine your
service. You’ve got to wait, maybe, three months, maybe only
one month. Just because you bought something new doesn’t
mean there might not be a better one or a better way a month
or two down the road. We need to accelerate the time and
analyze what we’re doing on a more frequent basis because
technology is changing faster. And all of us can do that now.
We can all take more time away from
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what we’re doing to ask ourselves if there
is a better method to do what we are
doing.
I think what I’m probably most excited about with network
marketing is that point I brought up about how I’m meeting
people today who succeeded in network marketing and were
introduced or motivated by me fifteen years ago, as well as
meeting people who have succeeded outside the network
marketing field by using the information they gained from
network marketing.
I’ve come to realize that what direct
selling is really about is changing people’s
lives and reeducating people into
doing something they never believed
they could do.
More than any other industry, direct
selling/network marketing is about
changing people’s lives from whatever
position they are in life to something
better; it improves their marriages, it
improves their relationships with their
children, and of course, it greatly
improves their ability to do business.
Even if that business is outside network marketing! And that’s
where I look back and say, “I’m really proud to be associated as
an educator in this industry.”
I get up and speak, people listen, initially thinking they are
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going to become a better distributor of their weight loss product
because of listening to Dr. Pilzer, but ultimately they become a
better person. Because someone is giving them the confidence
to believe they can change. Network marketing is the one area
that just parades people in front of others as living examples of
what can change for the better.
Paul Zane Pilzer is a world-renowned economist, multimillionaire
entrepreneur, college professor, keynote speaker and the author of five
best-selling books including Other People’s Money, Unlimited Wealth,
The Theology of Economics: God Wants You To Be Rich, The Next
Trillion, The Wellness Revolution and The Next Millionaires.
He lives with his wife and four children in Utah, where they are avid
snowboarders, mountain bikers, and chess players.
To learn more about Paul Zane Pilzer, please visit his website at
http://PaulZanePilzer.com.
The Next Millionaires, by Paul Zane Pilzer, is published by Momentum
Media (2006), a division of Video Plus, 200 Swisher Rd. Lake Dallas,
TX 75065. Contact Reed Bilbray: 1-800-752-2030, via email:
rbilbray@VideoPlus.com
225

I’ve eaten ramen noodles—for weeks. I’ve slept on an air
mattress—for months. I’ve driven 1000s of miles to attend a
meeting—one person showed up. I went broke—twice. All
because of network marketing.
So why in the world would I... could I...
do I... think that network marketing is
the most remarkable and the greatest
opportunity in the whole world?
Very simple. All those bad things happened to good ol’ me
because I tried to do network marketing alone, all by myself,
on my own. Hey, I’m a big boy and a smart guy. I didn’t need
anybody else.
Wrong!
I didn’t have a coach, mentor, or guide to teach me exactly
what to do to build a thriving, long-term, international network
The
Key
to
Success
You’ve got to have a coach,
mentor, or guide to teach you
exactly what to do to build a
thriving, long-term, international
network marketing organization.
There is no other way.
MIKE POTILLO
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marketing organization.
Well, I’ve got to tell you, once I figured this ball game out, I
went from struggling in the minor leagues of networking to
major league network marketing success, OVERNIGHT!
How did I do this?
I started listening to the real deals, the authentic, intelligent,
sincere, and serious people who were actively building thriving
network marketing businesses in TODAY’S marketplace.
Methods, tools, and techniques change,
but the essential core principles on HOW
to build this business always stay the
same.
I learned exactly how to get the hype and hustle out of the way
and laser focus in on what to do... what to say... and how to say
it.... And that has not only made me a fortune, but it’s
making fortunes right now for the 1000s of people in business
with me around the world.
I believe network marketing is so remarkable because...
It’s the only business I know of where you start with dimes and
turn them into dollars, literally and figuratively overnight.
It’s the only business where you can simply do a couple things
right consistently over a short period of time and have long-
term success.
Here’s the thing that’s amazing to me: If you get your “mind”
right, you can make a fortune in network marketing.
All you need (as in it’s required, mandatory, a must-have) is a
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coach, someone that’s actively and successfully building their
business today. He or she can show you exactly how to build
your business and “compress the success” time frame for you.
Someone who can show you the REAL things you need to get
right BEFORE you start actually building your business.
Let me tell you a quick story.
I was having a cup of coffee with a new affiliate on my team,
and the questions started flying. What do I do first? Where do I
find people? How do I prospect on the phone? How do I
achieve the goals I have set?
All great questions, but I had to stop him because we had to
cover the first things first.
The secret to success in network
marketing doesn’t lie in any of that. The
secret lies in YOU and how you program
your mind for prosperity.
Sounds hokey, right? It’s not.
I used to think that if I could just get a couple of things going
right in my business, everything would be OK and success
would just… POOF... happen. Well, I got those things right,
and guess what? It didn’t.
Then I finally found someone who told me the truth about how
to be successful in network marketing.
I changed my thinking. I started reading the right books, getting
around the right people, putting pictures of my goals all around
the house, and I started programming my mind for prosperity
on a daily basis. Guess what happened then? Everything else
just fell into place. Now, isn’t that interesting….
The Key to Success
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Before all the retailing, prospecting, and sponsoring starts, we
must get ONE main thing straight:
Your business will never grow larger than you do.
Repeat that, please.
Your business will never grow larger than
you do.
Sound funny? It’s a fact, and if you really want to build it big, you
just have to get comfortable and committed to that statement.
Find somebody in YOUR COMPANY that is having success with
a their system. Go see them—right away. Fly there, drive there, I
don’t care HOW you get to them, but go see them now.
Camp out on their doorstep... spend a weekend... sleep in the
garage, mow the lawn, do their laundry—do whatever it takes
to have that person help you put together a game plan for
YOUR business.
That’s the key. There isn’t any other. That’s the one that unlocks
the door to success.
Network marketing can truly be remarkable for EVERYONE, if
they just find the right person to help them achieve their dreams.
Mike Potillo is an international major league networker and the author
of the Major League Networking Newsletter and the creator of the
NEW audio series How to Go from Minor League Networking to Major
League Networking.
Mike says, “It’s, not the money, but the person you become... not the
’things,’ but the people you can help... and last but not least, not
making the sale once, but doing it right one time and getting paid over
and over and over.”
To learn more about Mike, visit his website at: http://MikePotillo.com.
230

William Barclay said, “There are two great days in a
person’s life; the day we are born and the day we
know why.”
For me, I thought my why was to teach the teachers in order to
impact more students. That is why I pursued a career at Kent
State University. I was partly right. My why was to teach the
teachers, but little did I know it was in this amazing, crazy
world of network marketing. I know in my heart that I was
always destined to be here. It is the one place I always felt I
truly belonged.
Network marketing for me was no
cakewalk. Anyone who knows my story
knows how much I struggled the first
fifteen months.
But when I finally cracked the code, I was unstoppable.
Stay the
Course
Long
Enough
to
Discover
the Magic
for
Yourself
Years ago, I uncovered four
levels of what I call “pursuit” in
network marketing. Each one
leads to greater appreciation and
a higher consciousness: Money,
Freedom, Helping People, and
Changing the World.
PAULA PRITCHARD
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The pursuit was always exhilarating, and over the years I
learned to identify and experience the different levels of
achievement; I discovered how each one would take you to an
even higher level of maturity and understanding of how truly
miraculous network marketing really is.
Few people actually stay the course long enough to discover
the magic of this business, but once they do, they will never
contemplate doing anything else.
Years ago, I actually uncovered four levels of pursuit in network
marketing; each one led to a higher consciousness and a
greater appreciation. The first was all about money.
When I figured out how to build a
network marketing business, I was
passionate about paying off my bills,
getting a new car, building a house, and
doing things for my family. I quadrupled
my teaching salary. I was on fire.
After my financial needs were met, I moved into level two,
which was the pursuit of freedom. There’s no question that
teaching at a university is a fairly free existence. I like change,
so teaching new students every ten weeks, with a break in
between for good behavior, was about as close to perfect as a
job could be for me.
But the idea of being totally free and never using an alarm
clock again was extremely appealing. Most people never con-
template being totally free. It is an amazing existence to be able
to live where you want to live and do what you want to do.
We live in a free society, but until you are financially free, you
are never truly free. Someone decides where you live, since it
must be close to your job. The size of your house, the schools
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you send your children to, the vacations you take, and the
length of time you are away—all of this is dictated by your
location and the size of your paycheck. Your life is controlled
by your job.
Being totally financially free means you can live in any state, in
any house, vacation where and when you want, and send your
children to the college of their choice. The pursuit of freedom is
a worthy goal.
The third level of pursuit is the most exhilarating.
Once I had made enough money to be free, helping others do
the same became my focus.
Helping other people change their
lives and reach their goals is so much
more rewarding than anything you do
for yourself.
Many of you will not believe me until you’ve experienced it.
I have helped people leave unpleasant jobs, move away from
unpleasant circumstances, and take control of their lives all
because of network marketing. I’ve had the opportunity to
watch people change their attitude, their self-esteem, and
become believers in their own gifts. Many of them have gone
on to become leaders, motivational speakers, and successful
business owners. Many became millionaires. Because of
network marketing, I have friends all over the world.
One particular case is near and dear to my heart. Years ago, I
spearheaded a company into Europe. While in England, I called
a friend named Laura to see if she would be interested in work-
ing with a new company. I was unaware of the fact that she
had purchased a beautiful home and had become
Stay the Course Long Enough to Discover the Magic for Yourself
233

financially drained after a divorce.
The same day I called, she had just received a letter from the
bank suggesting that she file for bankruptcy. She was extremely
distraught and didn’t want to. We decided her only option was
for us to roll up our sleeves and build this new business together.
Within that year, she became the first person in Europe to make
it to the top position with that company. Within eighteen
months, she was highlighted in a major newspaper as one of
the top 100 women income earners in the United Kingdom.
She was number seventy. We were totally blown away.
It was one of the most exciting
accomplishments in my network
marketing career. It was much bigger
than anything that I had ever
accomplished just for myself.
The fourth level of pursuit is pretty lofty and revolves around
the essence of network marketing as the leading edge of free
enterprise.
Network marketing has the ability to change people—to change
the way they think and the way they act.
I have seen network marketing create amazing teamwork,
camaraderie, and esprit de corps among individuals working
together to reach their common goals.
I have seen network marketing unite cultures and help
people rise above race, gender, social, economic, and political
differences.
I have seen network marketing create hope and optimism and
empower people to take control of their lives.
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Network marketing is a gift, and in the
right hands, it can change the world. I
know this from firsthand experience.
In 1994, I was on my way to Paris, France, to speak at the
launch of an American network marketing company. A couple
days before the launch, I was doing a meeting in Antwerp,
Belgium. At the conclusion of the meeting, I was told that there
was a gentleman waiting in the lobby who wanted to speak to
me. I will never forget his story.
He was Croatian, and it was during the time when there was a
war in his country between the Serbs and the Muslims. He was
involved in another network marketing company, and he was
looking at joining our company.
He proceeded to tell me about an organizational meeting that
he had attended a few nights before in order to recognize and
congratulate one of his distributors on their advancement. This
meeting was in Croatia, where he had to cross a border and
risk his life to enter into a very dangerous part of the country.
Snipers were killing people there every day.
The meeting was held in the basement of a house in the war
zone. Everyone that attended was risking their lives. Every day,
they were smuggling their products across the border to build
their businesses. But what was amazing was that at this meeting
there were Serbs and Muslims, all sponsored by one another
and all hugging and congratulating each other.
What a paradox:
Outside, there was war, hate, and
destruction. Inside, there was peace, love,
and harmony... and it was because of
network marketing.
Stay the Course Long Enough to Discover the Magic for Yourself
235

I saw clearly at that moment that this business was about so
much more than just money. It was about bringing people
together. It was about an unselfish commitment to help
someone else become successful. It was about looking for the
good in one another instead of the bad. It was about free
enterprise and helping to change the financial status of one
family, then two, then three. It was about bridging the gap
between different cultures, religions, and ethnic backgrounds.
For the first time, I truly saw what an impact network marketing
could have around the world.
And today, when I think about singing the praises of network
marketing, I think about that Croatian man and his sacrifice to
fulfill a dream. Then it becomes really clear. To those that
embrace the power of network marketing, it ceases to be a
business. To them, it becomes their life, and their life is magic.
Paula Pritchard was pursuing her doctorate degree while teaching at
Kent State University when she was introduced to Amway. Out of a
million distributors at the time, Paula was the first single woman in the
United States to reach the coveted Diamond level. Since Amway, she
has risen to the highest possible position and income levels with a
number of network marketing companies, building organizations of
over 200,000 distributors, in more than fifteen countries, producing
hundreds of millions of dollars in business. Because of her success,
Paula has also consulted with both established and new network
marketing companies in both the United States and Europe.
As one of the most consistent top performers in network marketing,
Paula has proven time and time again that her business building meth-
ods work. Her techniques for building large successful organizations
have created many successful leaders in the industry and have been
well documented in her book Owning Yourself and the CD audio
training series What You Need to Know to Build a Profitable Network
Marketing Business. Today Paula is known worldwide as one of the top
network marketers, trainers and leadership developers. Additional
information is available on her website at:
http://MLMMadeSimple.com.
236

Bob, why is success in this business a puzzle for most people?
The puzzle exists in the fact that people know what to do and
they don’t do it, and they don’t know why. There are two areas
of the mind. The educated or intellectual side of the mind
knows what is required to be successful in network marketing.
But that isn’t the side of the mind that controls our behavior.
The side of the mind that controls our behavior is not
programmed for success with a network marketing model.
We’re programmed genetically and environmentally. Paradigms
are not just a buzzword. Paradigms are really the cause of all
kinds of problems for all kinds of people. Paradigms are
nothing but subconscious conditioning. We’re conditioned
genetically—that’s why we look like our relatives—and then
we’re conditioned environmentally by the people that surround
us in our little life.
We’ve moved into a new economy.
Network marketing is truly the
The
Network
Marketing
Success
Puzzle
You’ve got to love helping
people. You’ve got to love helping
people realize their dream and
understand that they are capable
of achieving their dream in
network marketing.
BOB PROCTORa conversation with
237

distribution system of the new economy—
there’s no favoritism, there’s no nepotism.
In the old economy there was waste, favoritism, and nepotism;
therefore the cost of doing business skyrocketed. It had to come
to an abrupt halt.
But in this new economy, we are working with the wrong pro-
gramming. We’re living in a different world; the Internet has
changed our world… that little chip has altered the world we’re
moving in and if we don’t adapt to the new world… we’re sunk.
So what are some of the pieces that put the puzzle together,
Bob?
First of all, I think the major understanding is that givers gain.
The law says, “as you sow so shall you reap.” Whatever you
give, you’re going to get. Well, there are people out trying to
get somebody into the business; they’re trying to get a bigger
check, and they’re not going to win.
You have to literally fall in love with the
idea of network marketing! It’s one of the
most phenomenal concepts I have ever
seen in my entire life!
You’ve got to love helping people. You’ve got to love helping
people realize their dream and understand that they are
capable of achieving their dream.
Now I know you hear this all the time, but in most cases it’s
shallow rhetoric; there’s no real energy behind it. You hear
people say, “I really love giving,” but the truth is they are
trading, they’re not giving at all.
A person is an expression of the Universe. You’re dealing with
the Universe, you’re not dealing with John, you’re not dealing
with Bob, you’re dealing with the Universe and when you put
238

good energy out (and you can put it out all kinds of way, it
might be a thought, word or an action, but it’s good energy out)
the Universe will always send it back! It has no choice in the
matter! That’s the law of our being.
So, you give to get… what else with network marketing?
In network marketing, most people coming have an employee
consciousness. In network marketing, you’re an entrepreneur.
As an employee, somebody tells you what time you have to go
to work, and so you go.
In network marketing nobody says you have to go to work. You
have to make the choice yourself, and most people make the
wrong choice. They’re really up to date on The Price Is Right or
Wheel of Fortune or what’s going on in the news, but they’re
not disciplining themselves to work consistently for a certain
period of time. The wild part about this is, if you only put in a
small amount of time, but you do it consistently, and you only
follow through on certain suggestions consistently, the success
that you can achieve will be way beyond your wildest dreams.
What else do we need to change from the employee mindset
to the entrepreneurial mindset?
I don’t think it’s that there is so much to change; it’s putting
in the time to change it. We’re programmed along a certain line
of learning and we never really learn that much, we gather
information. But if people would have learned more, they
would have demonstrated it in their results.
My life changed like night and day. It was shocking to me and
everyone who knew me. My income went from $4000 to
$175,000 and then to over a million, and I really didn’t know
what I was doing. It took me nine years, but I did very well at
it. Now, I was reading the same book every day and I am still
reading it… it is sitting right in front of me. It’s Napoleon Hill’s
book, Think and Grow Rich, and I’ve been reading it all this
time. Then I got a hold of Earl Nightengale’s condensed
narration of the book and that led me into other recordings that
239

he had and I would listen to them over and over. I literally got
to the point where I could go word for word with Nightingale
on that record.
And you know what? This didn’t make any sense any sense to
me, didn’t make sense to anyone who knew me. They thought,
“He’s listening to some guy on a record who is saying the same
thing over and over—he’s really losing it!” I made everyone
listen to it every morning and some people began to hate me
for it. But they also got reprogrammed.
It’s repetition that programs us, and
it’s repetition that will change the
programming.
The problem is that it is totally illogical. We’ve been
programmed to read a book once and put it away. Maybe we
read a paragraph out of it a couple of times, but logic would
say, “You’ve already listened to it; you already know it, so why
would you want to or need to listen to it again?”
It’s the “un”-logical, it’s the uncommon thing, that changes the
paradigm. And if a person doesn’t change their paradigm when
they come into network marketing they are going to be miser-
ably disappointed. Napoleon Hill calls it the graveyard of dead
hopes and the front porch of opportunity, and you know some-
thing? It’s both!
So what other paradigm changes do we need to make to be
successful in this business?
One of the first paradigm changes we have to make is how to
change a paradigm. Learn what a paradigm is and gain an
understanding of what it is and why we do what we do.
If you had someone follow you and had them log or journal
every move you make, and maybe record everything you say,
you would discover that almost everything you do you are
240

unconscious of doing, you just automatically do it. When we sit
down to eat we don’t ask ourselves, “Hmmm, how am I going
to get that into my mouth?” We just automatically start to shov-
el it in.
We have to learn how to focus on what we are doing, and
we’ve got to understand why we are doing what we’re doing.
We’ve got to see the power of paradigms. They control our life!
And changing paradigms requires....?
It requires understanding. We have to understand the mind and
how it works. Most people say, “Well I read those books. I
understand all that.” Listen, I talked to a man this morning, he’s
in network marketing and he is earning nothing, nothing! He’s
been in it for about five years. His wife works and earns around
$75 - $100,000.00 a year, and he’s asking me what he has to do.
I said, “Tell your wife to quit work!”
And he remarked, “Well, I don’t want to go right into the deep
with this.”
So I said, “No, you want to sit home and play around worrying
about what other people think, while your wife keeps you. You
have to look at the reality of this until you get so disgusted with
what you’re doing that you will change your paradigm.”
This is a true story. He’s a nice guy. He’s a bright guy. But you
know what he’s concerned with? He’s concerned with what
other people think when he phones them and they find out it is
network marketing.
I told him he wants to be so darned
excited when they ask him if it’s network
marketing he’ll shout, “YES! Yes, it is!”
That is exciting! And if somebody starts to laugh at you, just
say, “Wait just a minute. Do you understand it? Explain it to
241

me. Because if you don’t understand it, then you’re advertising
your ignorance.”
We are programmed to be concerned with what other people
think. When we were little kids, doesn’t matter what we did,
the concern was, “What would the neighbors think?” Well, I
found out what the “neighbors” think… they don’t! Terry Cole-
Whittaker wrote a great book entitled, What You Think of Me Is
None of My Business.
I gave this man a question: “To respect and love me, who
would I really have to be?” Then I told him to sit down and
write out an affirmation:
“I am so happy now that I am _______”
And then, staying in present tense, write out who you would
have to be. Then I said, “Go and BE that person.”
Bob, how do you go “be that person”? It’s very simplistic with-
out adding, “and here’s how you do that.”
If a person is a mature individual, and they’re not earning what
they want to earn, they’re not living the way they want to live
and they’re unhappy… what is their problem? It’s how they see
themselves.
If you’re not doing a good job, if your wife or husband is
’keeping’ you, you can’t really respect yourself. And if you don’t
respect yourself you sure aren’t going to love yourself. To respect
and love me who do I really have to be? That runs very deep!
We think in pictures, and we have a
picture of ourselves that is programmed
into the subconscious mind. It’s our self
image.
Maxwell Maltz in Psycho-Cybernetics said it was the greatest
discovery of his generation.
242

To respect and really love yourself, who would you have to be?
Write out a description of that person and then be that person.
That’s not going to be an easy thing to do.
That’s what I was addressing, Bob. How do you go about being
that person?
An hour at a time, a day at a time, because, you see, if I’m
concerned with what you think of me, then I’m lost. I have to
be concerned with what I think of me. And I better really like
me because I only have one life.
This is about lifestyle and I want to enjoy
this one life. I want to enjoy my family, I
want to enjoy my health, I want to enjoy
wealth, I want to enjoy my work, and I
want to enjoy my day!
If I don’t love and respect me, I’m not going to enjoy much of
anything. And I think there are a lot of people running around
in network marketing that fall into that category. It’s too bad,
because they don’t have to be there.
The beautiful truth is in network marketing you can change on
a dime! I don’t have to satisfy somebody I’m working for and
be on probation for six months. I can change right now. I don’t
need anybody’s permission, I don’t need anybody’s approval
and if I change right now, I’m going to be compensated imme-
diately for it; both from a psychic and a material perspective.
So, are there any other “to do” action steps? The hour a day
one day at a time?
Napoleon Hill said, “You’ve got to have a definite purpose.”
Your purpose is why you’re living. Then you have to have a
vision of how you are going to execute your purpose. A vision
as a long range view of a multiplicity of goals. The further you
go down the road the wider it becomes and the more beautiful
it becomes. When you’ve got the vision, then you set a goal.
243

The goal is to take the first part of the journey and commit to it.
Bob, what’s the best thing about network marketing?
The best thing to me is its openness, its inclusiveness. It’s not
exclusive it’s inclusive; everyone can be a part of it. There is no
discrimination.
There is always something we can give. There is always some-
thing we can do. In The Science of Getting Rich, Wallace D.
Wattles says, “Leave everyone with the impression of increase.”
It doesn’t matter who you come in contact with, make sure
their life is a little better because you’ve come in contact with
them. There are so many ways we can do that.
And you don’t share in order to get something back. You do it
to help someone. The Universe will reward you because it all
comes back. So another thing you can share is that network
marketing is open. And it’s open to everyone. We should under-
stand that and mention it to as many people as we can.
Bob Proctor, is a speaker, author and coach, and for forty years he has
focused his entire agenda around helping people create “lush lives of
prosperity, rewarding relationships and spiritual awareness.”
In 1960, Bob was a high-school dropout with a resume of dead-end
jobs and a future clouded in debt. One book was placed in his
hands—Napoleon Hill’s Think and Grow Rich. In just months, and
with further support from the works of Earl Nightingale, Bob’s life
literally spun on a dime. In a year, he was making more than
$100,000, and soon topped the $1 million mark.
Bob went to work for his real-life mentors, Earl Nightingale and Lloyd
Conant. After rising to the position of Vice President of Sales at
Nightingale-Conant, he established his own seminar company. Bob
Proctor now travels the globe, teaching thousands of people how to
believe in and act upon the greatness of their own minds.
You can learn more about Bob Proctor’s live seminars, best-selling
books and recordings at his website here:
http://BobProctor.com.
244

erhaps you have, like me, asked the question “What if…”
What if I had said yes?
What if I had accepted their offer?
What if I had started earlier?
Life is filled with “What ifs.” These are usually idle speculation or
musings over lost opportunities. However, my “What if...” was
about an opportunity I HAD taken. I wondered aloud what
would have happened if I hadn’t. “What if I had not joined a net-
work marketing company twelve years ago? What if, like my hus-
band, I still ran a traditional business, or worse yet, had a job?”
Those “What ifs...” were prompted by a situation that no one
ever thinks will happen to them—a fire that destroyed my home
and all its contents along with my home office. Two weeks later
my husband’s business partner of nineteen years decided he
wanted out of the partnership, and a month after that, we were
putting my husband’s mother in a nursing home and attempting
What if...
network marketing is the absolute
best way for women to take
control of their lives, to be there
for their families and their com-
munities, and most importantly, to
be valued for who they are and
what they bring to the table?
LORNA RASMUSSEN
P
245

to figure out how to get my son qualified and off to college.
What if I hadn’t decided to take an honest
look at network marketing and give it a
try?
What if I had not stuck through the challenges of starting in a
new industry, learning a whole set of new skills, and going
through the trials that eventually led me to success?
What if I had turned my back on an industry I once thought of
as beneath me?
I had always been enterprising and hardworking. I had taught at
a number of prestigious colleges, I had run my own film
production business, and I had bought a training franchise. I
had, in other words, tried every way possible to make a living.
I was successful (my walls were decorated with my awards), but
I had never made the money I wanted and felt that I deserved.
On top of that, I seemed to be working all the time. As I grew
older (moving into my early 40s), I began to think that I would
never be able to retire and if forced to stop
working, I dreaded the lifestyle awaiting me.
But twelve years ago, I finally looked at
the business of network marketing and to
my surprise, found everything I was
looking for.
I felt, eventually, that I had found the absolute best way in the
world for women to make money. I felt I had found the solution
to the balancing act I had tried to manage as a wife, mother,
and business owner.
I immediately saw that there was an opportunity to make as
much or more than I had ever earned before. And finally, I saw
246

a way to make a good living while having the time to enjoy it. I
could also see that the leverage it created—coupled with the
power of residual income—would eventually allow me retire in
comfort.
While I mainly saw men in the leadership roles, I truly saw this
as a business that solved a lot of issues for women. Growing up
during the early days of the women’s movement, I thought that
I was going to have it all—a family, a career, a great lifestyle.
But I didn’t have a clue how to achieve it. Traditional business,
the corporate world, and even academia did not allow for the
flexibility I needed to have a family. I waddled into class just a
week after delivering my son via a C-section, because I was
afraid I would be fired if I didn’t show up. I often found myself
faced with a choice between a great job and looking after my
child. Even when my husband and I ran a company together,
somehow an unequal portion of the household tasks landed in
my lap. I didn’t mind them—I just couldn’t figure out how to
manage them and my work outside the home. One or the other
was always being shortchanged.
Finally, I saw a business that I could work around my family
and my life, instead of trying to make my life fit into the needs
of my business.
And it paid me what I was worth! It paid
me for exactly what I put into it. It paid
me for the skills I developed and, best of
all, it paid me for helping others.
Suddenly, I found myself earning double what I had ever
earned, and then doubling that. One day, my company sent me
a congratulatory letter saying I was being honored for having
earned over a hundred thousand dollars in one year. And I had
earned it from home, “part-time.”
I had earned it while attending outings with my son and taking
What if...
247

time to visit my family over 3,000 miles away.
I had earned it while looking after my needs and making
certain that we had a comfortable home to live in.
I had earned it without sacrificing either myself or my family.
And I had earned it without stepping on the backs of others.
Indeed, I had earned it because I had helped others earn a
good living and improve their situations.
But the real test of my networking
business came when I lost my home.
Had I been in one of those traditional
businesses or worked at a job for
someone else, it is clear to me I would
have lost one or the other.
Or worse, I would have lost my mind.
Instead, I stopped working completely for more than three
months. I devoted every day to solving the numerous problems
we faced as a family. I had to buy and replace everything we
owned, I had to set us up in temporary housing, and I had to
fight the insurance company to give us what was fair. I did all
this while dealing the emotional stress that such a trauma
causes.
I did the lion’s share of the work because
my husband owned a traditional business,
and he had to go back to work or risk
losing everything he had worked for. I did
the lion’s share because I could.
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When things were reasonably settled, I returned to work my
business on a part-time basis, mostly supporting the work that
was being done by my team. For eleven months, I simply held
on and my business continued to pay us, even more than it had
paid us when I was working full-time.
In the final analysis, when I thought about what might have
happened if I had not built a successful network marketing
business, I was left with a great feeling of having done the right
thing for myself and for my family.
I had no idea when I made the decision to enter the industry
twelve years earlier that it would be so critical to my future.
I had no idea that it would save me from bankruptcy and allow
me to end up in a better situation.
I had no idea that it would be such a perfect match for my
talents and abilities.
All I knew was that I had tried everything
else, and nothing else was working for
me as a woman and as a wife and mother.
There is no glass ceiling in network marketing.
There is no one telling you to sacrifice your children in order to
get ahead professionally, or to sacrifice your career to have
children.
There is no one telling you how hard you have to work, or
what they will pay you for the job.
For the first time in my life, I felt the
freedom to name my price and achieve it
within my time frame.
What if...
249

If my family needed me, as they did last year, I was free to be
where I was needed for as long as I was needed.
I believe that network marketing, as a profession, is the
absolute best way for women to take control of their lives, to be
there for their families and their communities, and most impor-
tantly, to be valued for who they are and what they bring to the
table.
I remember telling my husband about my day one evening at
the dinner table. When I finished my excited recounting of
what I had done, his only comment was “Wow, someone has
made a business just for you.” And he was right, to a point.
It is the perfect business. Except “someone” didn’t make it for
me. I did.
Lorna Rasmussen, is a Platinum Jacket and Six Figure Ring Earner with
Pre-Paid Legal Services. She began her professional life as an award-
winning documentary film producer. Lorna taught at universities in
Canada and the USA and ran a commercial film production company
with her husband, George Hornbein. She is the co-author of a book
about women’s history; a contributor to Build it Big, a how-to book by
the Direct Selling Women’s Alliance and co-author of the recently
released Absolute Best Way in the World for Women to Make Money.
To learn more about Lorna, visit her website at:
http://AbsoluteBestWay.com
250

MLM legend Mark Yarnell says that network marketing is
“the greatest opportunity in the history of capitalism.” I
couldn’t agree more. In this business, you can truly
have many of the things the corporate world promises, but
rarely delivers: From work/life balance to full and fair compen-
sation and the feeling of accomplishment and satisfaction you
get as a result of your efforts and creativity.
I’ve spent a fair amount of time in corporate America. I had a
career that was even rewarding at times, but there were always
several things that left me knowing there was more to life.
Whether it was the glass ceiling, the
politics, discontented coworkers... there
were always reminders that this looked
nothing like the “American Dream” I grew
up believing in.
Network marketing offered me the three things I yearned for
A Level
Playing
Field
and a
Great
Game to
Play
This country was built on free
enterprise, and that is what MLM
offers. Network marketing is more
consistent with the original
“American Dream” than just
about anything else you can do to
make a living and a life.
KIMBERLY RHODES
251

that no other job could guarantee me:
q A level playing field (no glass ceiling)
q The opportunity to create my own definition of success
q The opportunity to truly win by helping others
My female colleagues in the corporate world and I were forced
to make hard choices between careers and families. Some
women had even opted not to have a family at all in favor of
pursuing what they thought would be rewarding careers.
It’s like we are being punished for wanting success. The more
we “go for it” in our careers, the more give up at home. It may
be time with our spouses and children, missing private lessons,
recitals, games, or not being able to prepare the kinds of meals
we know our family should have.
Whatever it ends up being, we are faced
with the decision to either have a great
family life or a great career.
But network marketing gives us the amazing opportunity to
have that wonderful family life and a rewarding career.
Countless women have proved that this business provides an
environment for them to truly reach their goals in a way that
makes them happy, fulfilled, and balanced in all areas of their
lives.
So many businesses today talk about providing a “level playing
field,” but MLM truly delivers on that promise—and not only
for women, but for many men as well.
There is neither a glass ceiling nor are we bound to office
politics or “the good old boy network.” We are paid in direct
proportion to our service, value, and the contribution we bring
to each person we sponsor into the business. What’s more, the
entire MLM model is built on personal and professional
252

development. So, the better you become as an individual and a
leader, the more you are rewarded by your business success.
Another important benefit of network marketing of particular
interest to women is that for once you get to design your
business around your life, instead of the other way around.
You can literally “tailor” your work to
exactly what you want to put into it, what
you want to get out of it, and how you
want that to fit into the rest of your life.
If you choose to stay at home and raise your children, you
can do that. If you only want part-time income to add to your
household, you can do that. If you want a bustling business that
makes a nice living, you can do that. And if you want to be a
high-powered CEO running a multimillion-dollar
company, you can do that as well.
What’s best is that all of these options are available without you
having to sacrifice your home life or being looked down upon
for not being “ambitious” enough or “setting back the women’s
movement,” simply because you want to be a mom—or even
simply a stay-at-home woman (for all you single ladies).
A network marketing career is all about
having a CHOICE!
In addition to work/life balance and a pressure-free environ-
ment, there are so many other personal benefits of being a
network marketer. One that matters most to me is that you get
to design your business in keeping with your own personal
values and beliefs. In corporate America, you may end up
working for a company whose integrity and business practices
are in direct conflict with what you believe is right.
In MLM, you can choose a company whose founders are
253

consistent with your beliefs and values. You can market a
product or service that you truly believe offers great results. You
may even choose a company because you are inspired by their
mission. And best yet, you can choose to join AND recruit a
team of business partners that you not only work with to
become wealthy, but that you just flat-out enjoy being around.
Who could ask for more? But there IS more!
While the news media is filled with stories of jobs being down-
sized, CEOs jumping out with golden parachutes, and average
employees’ pensions being dismantled and disappearing... it
might leave someone to think that all is doom and gloom.
That may be so with business as usual,
but thousands of people every day are
building what we call their “retirement
insurance policy” using network
marketing.
Do well here, and you’ll be rewarded over and over. The
luxury of leverage—residual income from compound effort—
will always be a better deal than trading your time for dollars.
Women naturally like to work together on teams, and the col-
laborative culture of MLM provides an excellent forum for that.
This is why MLM is something that we just tend to be hard-
wired to do and do well, and for that reason, women make up
nearly 80 percent of this business!
I love the fact that when I am working with a distributor on my
team, I get what I want by helping them get what THEY want.
That’s true “win-win.”
I love the opportunity that introducing someone to this industry
254

provides me. People come to network marketing with their
hopes and dreams in fragile glass jars. Often, their ability to
dream has been shadowed by the disappointments they’ve had
in life. However, there is no price you can put on the feeling
you get when someone you introduced to this business has the
light switch turned on.
This is an industry that inspires and
encourages you to become your best self
and live your best life; when we all use
our natural talents in a team environment
with a common vision, magical things
happen.
Everyone wins!
This country was built on free enterprise, and that is what MLM
offers. Network marketing is more consistent with the original
“American Dream” than just about anything else you can do,
because it operates from the same premise that made our
country great: Dig in your shovel right where you stand and
create a life you love!
One remarkable woman who has done just that is my good
friend Sharon. Before coming to network marketing, she was a
divorced mother with four kids. She had spent ten years
working in an advertising agency trying to reach the level of
partner. Sharon was a six-figure income earner, and her job was
50 percent travel.
Although her career would be wonderful by most people’s
standards, it didn’t measure up to Sharon’s.
While she was on the road or in meetings, trying to provide her
kids with a “good life,” she was completely missing out on their
lives.
255

Like many working mothers, Sharon
justified the situation by promising that
she would give them more quality time
later, but in her heart she knew that she
was missing out on her children’s best
years.
She had to choose between being a provider or being a mother
who was there for her children. She desperately needed (and
wanted) to do both, but she found that the corporate world did
not provide the flexibility and freedom that would allow a
woman to wear both those hats.
Then Sharon was introduced to network marketing.
At first, she worried about what her friends would think. She
had spent years vying for partnership in a prestigious firm. How
was she going to explain giving up her lofty corporate goals for
MLM? Several people she knew actually thought she was going
through a midlife crisis. Why would she give up a fabulous
career to do some “pyramid thing?”
Despite the naysayers, Sharon made the decision to forego
chasing the never-ending corporate carrot and build a part-time
network marketing business.
What she found on the other side was literally everything her
heart desired—the perfect balance between work and home.
Sharon found a level playing field
where no one could limit her level of
advancement, and she was able to choose
the life she wanted on her own terms.
She met other single mothers and began to share her vision.
256

These women related to her story, because it mirrored what so
many of them had been through. Something clicked in Sharon
that was literally like catching fire. She became passionate
about helping other single moms use this business as a way to
be at home with their children. It became her mission to help
as many as she could to choose freedom.
As a result of persistent effort, extra money started to roll in
from her MLM business. She took that as a supplement to her
income and stopped taking on extra projects. Instead, she opted
to start attending some of those events with her kids that had
hurt her so much to miss out on earlier.
Sharon started to build a team of women who helped each
other build their businesses, pick up one another’s kids, and
provide a complete “mom’s” business network. They even took
turns having sleepovers and parties for each other’s kids!
They had done it! They were both
moms and successful businesswomen by
working cooperatively toward the true
American Dream.
And Sharon had the opportunity and blessing of being the one
who had originally offered the gift of freedom and choice to all
of these women. Working together, they had literally changed
each other’s lives for the better forever.
This never would have happened in corporate America. Sharon
was leading a team who created a blueprint for success, and
she could choose to run as hard as she wanted, when she
wanted, to obtain whatever level of success she wanted.
More importantly, Sharon was able to
help numerous women just like her do
the same thing.
257

There was no job description, they worked when they wanted,
and best of all, they were creating lifetime relationships that
were helping their professional, financial, and social lives
improve dramatically. And no one was changing the terms of
success midstream, like so many experience in the corporate
world.
Sharon found that her team was like a family. That was
something she had never experienced before. The best part was
that she did not have to sacrifice to have it.
After four years in network marketing, she replaced her six-
figure corporate salary and left the advertising firm.
There are countless stories like Sharon’s in network marketing.
It’s women like her—and like the woman who may be reading
this—that makes network marketing the best game to play!
Kim Rhodes is an author, speaker, trainer, coach, and internet
marketer. Her passion for helping women in business inspired her to
create http://MLMSecretsForWomen.com.
Kim started her professional career in corporate sales over twenty
years ago. She transferred her to the MLM industry and rose to the top
levels in two companies. She currently is columnist for the Personal
Wealthy Journal and the creator of http://IHateCorporateAmerica.com,
a site developed for those who want to create passive income without
a job. She’s the author of Hey Boss You’re Fired! 5 Actions Steps to
Escape The Rat Race & Build Wealth From Home and contributing
author to Buiding A Championsihp Sales Team. She lives in Pasadena,
California.
258

During my years as a financial planner, then as the
manager of the tristate office of a national firm, and
finally as the owner of my own investment firm, one of
the hardest things I ever had to do was to sit across the table
from an individual or couple and tell them they did not have
the assets to accomplish their dreams.
Sometimes it was retirement; other times it was a new home,
college education for a child, or a change in careers.
The standard cliché of financial planners
is that these people didn’t plan to fail...
they failed to plan.
I found that that is not always the case.
Many did plan and worked hard to achieve those plans, but
life got in the way. Someone lost a job, became sick, or simply
didn’t make the amount of money they needed to make their
My
Best
Decision
Nineteen years ago I sold my
ownership in an investment firm
to my partner and left the
business permanently for network
marketing. It was the best
decision I have ever made.
KATHY ROBBINS
259

dreams a reality. For many, there is too much month left at the
end of the money, no matter how hard they plan.
Network marketing is a perfect answer, whether for the young
couple just trying to get ahead of today’s bills or trying to find a
way for one spouse to stay at home with the children, or for the
baby boomer that now faces retirement with apprehension
instead of anticipation.
I came to network marketing through a client, Paula Pritchard.
She was already very successful in the network marketing
business. Paula was unaware of the fact that while I had great
success in the investment business, I did not enjoy it. I felt
trapped.
I had a bachelor’s degree in education and could not imagine
where else I could go and make the kind of money I was
making as the owner of an investment firm. I watched Paula for
a number of months, I knew what she was making, and I
became convinced that I could do what she was doing. I began
part-time, as many others do, and in six months I was able to
leave the investment business permanently.
It wasn’t just my ability to leave a career I didn’t enjoy that
drew me to network marketing.
It was all those people that I had sat
across the table from and told they
couldn’t achieve their dreams. I saw
network marketing as a solution for
them.
Many people are unaware that this nation was founded and
developed by individual entrepreneurs. We were a nation of
small businesses and small farms. Each of these people took
responsibility for their own success.
260

Our current system of thousands of people working for large
corporations has really only taken place in the last 100 years.
When the shift from entrepreneur to employee occurred for
large numbers of Americans, people typically went to work for
one company and remained at that same company their entire
career. That is no longer the case. Employees change jobs
regularly; sometimes voluntarily, sometimes not.
Whenever you work for someone else, they control your
destiny. Network marketing returns us to the world of
entrepreneurship, self-responsibility, and control of our own
destiny.
I find it amusing when someone talks about network marketing
as if it is some small, little, somewhat “shady” business in
which only losers become involved. People who believe that
clearly have no understanding of the business as a whole.
The direct sales/network marketing profession is a $30 billion
business in the US alone, with over 14 million people involved.
Some people make little or no money, while others make better
than six figures a month.
I know the second is possible, because I have done it. The first
is also possible, because we are a business of independent
contractors and there will always be a large percentage of
people who simply cannot or will not do what it takes to be
successful. In between, there are huge numbers of people who
make a few hundred to a few thousand dollars every month.
The business we developed generated
$100,000 a month in earnings and created
over $3 million in sales every month in
our organization alone.
That is a small business, but not a little business.
My Best Decision
261

As for the concept that network marketing is a little “shady”;
there are people in every business that fit in that category.
Think Enron. Think Wall Street. Think real estate, government,
medicine, law... can you think of any business that doesn’t have
its share of unethical people?
Here’s what I believe: There is no better way for a young
couple, a single mother, a parent with college age children, or
an individual ready for retirement to supplement their income
and potentially build a full-time income with almost no risk
than in network marketing.
The keys are finding a good company with a good product
and a fair compensation plan that will be around to pay you
long-term, and a commitment on your part to put the same
focus and energy into your network marketing venture as you
have in your full-time job.
What do you have to lose except a little time and money?
Compare that to what you can gain:
Freedom from financial worry, a sense
of self-respect and self-esteem, and the
ability to help others find the same.
I will be forever grateful that Paula walked into my office and
showed me a different path. I have traveled all over the world
and lived a life I could only imagine. The same opportunity is
available to you. You just have to reach out and grab hold and
make it yours.
Kathy Robbins began her business career as a high school teacher. She
loved teaching, but left to become a financial planner and later
became the manager of a tri-state office for a national investment firm.
When Kathy first took control of the office it was ranked 126th in the
company. Eighteen months later it was number fifteen.
262

While Kathy found financial success, she didn’t have any time to enjoy
it and lacked the freedom to travel.
In 1987 Kathy decided to pursue network marketing part-time. Eight
months later, Kathy had replaced the six-figure income she was
making in the investment business, and became a full-time network
marketer.
You can learn more about Kathy and her work at:
http://MLMMadeSimple.com.
My Best Decision
263

What makes network marketing and direct selling great
is that it gives people an opportunity (unlike any other I
know of) to reclaim their power over their lives—espe-
cially financially—and to create the life experience that most
fulfills them.
While it’s true that every human being has the power to create
the life they want—it’s more difficult to recognize that potential
when you’re working 40-60 hours each week at a job that pays
you a fixed salary or an hourly wage over which you have
minimal control. When this is your reality, it’s far too easy to
get caught up in the “not enough money and time, too much
work, and I better be happy with what I have” syndrome.
When you are in a job where to a great
degree someone else determines what
you need to do, the hours you must work,
and how much money you’ll make—it’s
It’s
Not the
“Big”
Money.
It’s
the
“Little”
Money...
Network marketing and direct
sales offers an alternative way of
life for anyone and everyone who
is willing to let go of the “victim
mentality” and embrace their
power to create a life experience
for themselves that’s fulfilling,
free, and abundant.
TERESA ROMAIN
265

easy to feel powerless and fall victim (no
pun intended) to what is known as a
“victim mentality.”
You may think you have no power or control, so you go along
with life as it is and make the best of it and/or you blame others
(your employer, the government, other people) for what’s not
working in your life. It’s also easy to give up your dreams.
Network marketing and direct selling blow powerlessness and a
“victim” mentality out of the water!
Network marketing reawakens people to
their dreams and desires, because it gives
them a vehicle through which they can
see how to make those dreams and
desires a reality!
For a relatively small investment of your money, time, and ener-
gy, you can increase your income, become debt-free, and start
“growing” money at a rapid rate! You can experience
freedom and choice like you’ve never experienced before!
After all, you are the one who decides what you do or do
not do with your business. You choose when and if you will
work—as well as how many hours you’ll work on your
business.
You choose how fast or slow you want your business to grow.
You choose your own company from among the hundreds
(even thousands) available to you.
You even get to choose the sponsor you work with.
Bottom line, what makes network
266

marketing direct selling great is that
you’re in “the driver’s seat” of your own
life and work!
You choose the actions you do or do not take, and thus, you
are ultimately and completely accountable for the results you
have—and the life you live!
Granted, many network marketers and direct sellers still try to
play the “victim game” when things aren’t working out.
They’ll blame their company or compensation plan.
They’ll blame their upline or downline.
They’ll blame their prospects or customers or the new product
or the marketing materials...
And they can play this game all they want—but that’s just what
it is, a game.
It’s a game, because what you can achieve
in your business is 100% up to you.
It doesn’t matter how much or how little you start with.
It doesn’t matter if you’re the first distributor in your company
or the millionth—the same opportunity for greatness, prosperity,
and abundance is available to you.
You’ve always had the power (even if you didn’t recognize it) to
create a life of maximum fulfillment and complete financial
freedom. With network marketing and direct selling, you have
the vehicle that makes this potential undeniable and 100%
achievable!
Best of all, you don’t have to make thousands and tens of
267

thousands of dollars each month to create this lifestyle, to fulfill
your dreams, or even to experience financial freedom.
What makes network marketing most
exciting and empowering is that almost
anyone—no kidding—who enters this
business with the intention to experience
greater fulfillment and freedom
(especially financial) can do so.
For example, if you can make as little as $300-$500 profit
each month in your business AND you are willing to learn
some new ways for using that money (ways that are based on
principles of abundance instead of scarcity), you can achieve
financial freedom more rapidly and with greater ease than you
may realize.
Consider that the average American household carries an
outstanding credit card debt of roughly $8200. Add to that a
couple of car payments, and a small $125,000 mortgage, and
you—or any person in this industry—could easily have total
personal debt of $150,000 (or more!).
Let’s say that you are that “average American,” and you’ve got a
network marketing or direct selling business.
Do you realize that if you build your
business so that it generates $400 profit
each month, you could use that to
become completely debt-free (mortgage
and all) in less than nine years?
In the process, you could save anywhere from $80,000 to
$120,000 in interest!
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Imagine that! Imagine the freedom, the ease, and the fulfillment
you’d experience no longer having to worry about making your
car payments or mortgage payments! Imagine how enthusiastic
you’d be about your business!
Imagine the possibilities that would
open to you and the prospects you’d be
talking to!
For example, once you’re debt-free, you could invest the money
you had been paying towards debt (including the $400 you
make in your business) and, over the next fifteen to twenty
years, accumulate assets ranging from $750,000 to $1.3 million
or more! That alone could give you a passive income (pretax) of
$7,000 to $10,000 a month or more!
How’s that for exciting?
Far too often, network marketers and direct sellers think that
they need to make “big money” in order to live the life of their
dreams and become financially free. While making “big
money” is absolutely possible in this industry, what network
marketing and direct selling does best is that it makes freedom
(financial and otherwise) and unprecedented levels of fulfill-
ment possible for everyone who’s willing to invest a small
amount of money, time and energy over a period of time.
Bottom line, network marketing and direct selling offers you an
alternative way of life. It’s available to anyone and everyone
who is willing to let go of the “victim mentality” and embrace
their power to create a life experience for themselves that’s
fulfilling, free, and abundant.
You have the power—and the
opportunity—to access and experience
more abundance than you might have
269

ever dreamed possible.
In the process, you’ll discover that who you are is much more
powerful and magnificent than you ever realized.
And that, my friend, is what makes network marketing and
direct selling more than simply great—it makes it a great gift...
for yourself and many, many others!
Teresa Romain is the founder of Access Abundance, an organization
committed to transforming scarcity on all levels of life and work into
truly abundant being, doing, and having in the World.
AccessAbundance offers a variety of excellent products, programs and
both individual and team coaching, including the Access Your
Abundance! Collection, Abundant! Network Marketing, Revitalized!
Network Marketing and What If Money Really DOES Grow on Trees?
Teresa also offers an abundant series of teleclasses, including: Money,
Freedom & Abundance for Network Marketers! and her life- and
business-changing LIVE! 3-Day Workshop, Inside-Out Abundance!
You can learn more about Teresa on her website at:
http://AccessAbundance.com. And be sure to sign up for Teresa’s free
newsletter(s) when you visit her site.
270

et me tell you how I got here.
I’d just gotten home from a job I hated.
From a commute I hated.
To a house I hated.
And one too many times, I slumped down onto the couch, and
I heard myself say, “Something’s got to change.”
I was living—with my wife and two kids—in a cinder-block
house about twenty-five miles away from the town where I
worked. We had one vehicle—a 1992 Mazda MPV minivan,
which required timing belts and transmission work as often as
oil changes.
Man, when my car broke down… my life broke down.
The last winter we lived there, I realized that I’d really messed
up. We ran out of heating oil—does anyone remember heating
oil?—and because I hadn’t paid my bill from the previous year,
Passive,
Recurring
Income
and
Leverage
Network marketing is the simplest
and easiest way for the average
person—the average person who
has an above-average desire for
positive change—to get into free
enterprise, take control over
their earning abilities, and start
generating profits in a reasonable
amount of time.
TONY RUSH
L
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they wouldn’t bring me any.
So, for several weeks in a row...
I would get up about an hour before my
family, go to the kitchen and turn the
oven on “broil” and leave the oven door
open. That way the kitchen would be a bit
warm when the kids got up to eat their
cereal.
Later I found a propane camping stove in the basement that I
would put in the bathroom each morning so that we could get
ready without freezing to death.
Wow.
What a difference network marketing has made in just a few
short years….
I’m writing this from the balcony of my room at the Hilton
Waikoloa Village on the Big Island of Hawaii. We flew here a
few days early, before our company event, and we’ll stay a few
days late. We chartered a yacht to do a sunset cruise. The boys
want to do a helicopter tour of the volcano and swim with the
dolphins.
And, if you’d told me way back then that I’d be writing a
chapter in a John Milton Fogg book while looking at a
Hawaiian sunset… well, suffice it to say that I would’ve asked
what you were smoking. And if you’d told me that I would have
just spent more on first-class airfare than I used to earn in six-
to-eight months, I would’ve called you a liar. (I believed that
first class was for idiots who were willing to pay more to get
there ten seconds faster. Boy, did I have a lot to learn.)
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So, how does network marketing work such magic?
The answer is two terms that every
networker marketer knows and loves:
passive, recurring income and leverage.
Network marketing offers you the unique ability to get paid
over and over for work you’ve done once… and the ability to
earn that same kind of income from the efforts of others as
well.
The fact is that the twenty-four-hour day is “The Great
Equalizer.”
We all get the same twenty-four hours.
It’s what we DO with those twenty-four
hours that determines whether we get
rich… or whether we go broke.
Network marketing is the simplest and easiest way for the
average person—the average person who has an above-average
desire for positive change—to get into free enterprise, take
control over their earning abilities, and start generating profits
in a reasonable amount of time.
All without having the huge start-up costs and hassles normally
associated with traditional business ownership or franchising.
Think about it: where else can the average person have the
opportunity to earn an executive-level income by working from
home? Without having to go to college for years, pile up tons of
student loans, and climb a corporate ladder that they don’t
even enjoy?
And because of passive, recurring income and leverage—oh,
my, I do love those words—you’re not just working for a
paycheck. You’re building an asset that will continue to pay you
273

for months and years to come.
And it’s not even about the money. It’s
about what’s under the money... and
that’s freedom.
The ability to finally get enough money flowing into your life so
that you can spend more time doing the things you want to do,
when you want to do them… with the people you’re in love
with.
That is the real power of network marketing.
Last night, we were walking back to our room from a black-tie
dinner and my sons (Will and Pate—Easton is too young to talk)
both said, “Dad, thank you for making enough money so that
we can come to places like this.”
I was amazed. They’re ten and eight, and they already notice
that our lives are vastly different from those of their friends.
When their friends are all going to local Myrtle Beach or
Panama City for vacations, they’re going to the Caribbean,
Hawaii, or Sydney, Australia.
They notice that I’m the only dad on the field trips, and that
unlike many of their buddies’ fathers, I’m home when they
wake up… and when they go to sleep. And they know that the
only alarm clock we have is when they come running into our
room and jump on the bed to play in the mornings.
What a great life this business has provided me!
Network marketing is an opportunity to
learn to live your life on purpose, so that
your life is full of exciting possibilities
that you create… not just circumstances
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that “happen to you.”
I like what Richard Brooke once said: “Network marketing is a
leadership factory disguised as a business opportunity.”
Make no mistake about it: the money is important. The money
is fun. (Whoever said that money doesn’t buy happiness can’t
have had much of it.)
But, the real value of learning to create a large income in
network marketing is what it will make of you to achieve it.
Learn to earn $50,000 a month by working from home, and
you’ll find that obstacles in every other area of life just
don’t seem as large as they did when you were earning that
much in a year.
I remember once hearing Bob Proctor ask, “What would your
life look like if you turned your annual income into your
monthly income?” I was stunned. Such a thing seemed too hard
to even imagine. Was it possible? Were people doing this?
Could I do it?
And the answer is “Yes, I can.” And I did. And you can, too.
Network marketing is the greatest industry in the world. I
believe it’s given more hope and freedom to people than any
other occupation. But remember this:
Network marketing is an opportunity, not
a guarantee. Your results will be in direct
proportion to your goals, your drive, and
your persistence.
Let me close with this story from Earl Nightingale…
A pastor was driving one day, and he saw a farmer
tending a beautiful garden. He stopped to talk with the
275

farmer and asked for a tour. The farmer showed him the
beautiful flowers, the bushes, the waterfalls, the
landscaping, and all that the garden offered.
The pastor, not wanting the farmer to be prideful, would
nod and smile and say, “Yes, God had blessed you with a
beautiful garden.”
Finally, the farmer looked at the pastor and said, “Yes,
God has given me a beautiful garden. And I’m very
grateful. But you should have seen this place when God
had it all to Himself…”
The moral to Earl’s story (as it applies to network marketing) is
clear: Whether you’re considering network marketing as a
career or whether you’re already involved and setting goals for
a magnificent life…
Network marketing really IS the best
opportunity in the world to create your
life by design.
Millions have. I did. You can, too.
Tony Rush is a full-time, home-based entrepreneur living in southeast
Alabama. He’s one of the real characters of the home business
industry, earns a significant six-figure income that he uses to indulge
his passion for family travel. You can find him online offering
practical, “what it really takes,” nuts-and-bolts business-building strate-
gies coupled with a keen understanding of the mindset that’s required
to attract abundance and prosperity into your life at
http://TonyRush.com.
276

Network marketing is an organic business.
The word organic means:
1. Simple, healthful, and close to nature
2. Resembling a living organism in organization or
development; interconnected
The reason I have chosen to focus my life’s efforts in network
marketing is because I feel it’s a true organic business. One
human being helping another human being is as organic as it
gets.
Why does food grow on planet earth, other than to help other
life to grow?
Why are humans on planet earth, other than to help other life
to grow?
There is only one real business on this
Network
Marketing
Is an
Organic
Business
In the ideal network marketing
model, one human being asks
another human being what will
help them—and then helps them
achieve whatever it is they want.
That’s organic business—one
human helping another.
TIM SALES
N
277

planet—the business of making
someone’s life better.
Let’s imagine for a moment that you and I live on an island, just
the two of us: I’m a fisherman; you’re a farmer. One day I say to
you, “If you pick a little extra corn today, I’ll catch more fish,
and we can exchange them with each other this evening. That
way you don’t have to eat only corn and I don’t have to eat just
fish.”
Through that exchange, we’ve made each other’s lives better.
Now, a new person comes to our island that can make shoes.
He makes us both a pair of shoes, and we give him food in
exchange. He’s made our life better, and we’ve made his life
better.
That’s organic business—one human being helping another.
In the ideal network marketing model,
one human being asks another human
being what will help them—and then
helps them achieve whatever it is they
want.
I’m not talking about just getting the product they need, but the
solution they’re after. If a person wants to lose body fat, you
don’t just sell them a product. You keep working with the
person until they lose the body fat they want to lose—that’s real
help.
If a person wants to spend more time with their family, you can
help them spend more time with their family through helping
them replace their income. If a person wants to achieve
financial freedom, you can work with them to perfect their
skills until they achieve financial freedom.
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In most situations I’ve experienced in my network marketing
business, someone (the prospect) wants something that they
can’t get on their own. How do I know they can’t get it on their
own? Because if they could have, they would have. So, they
need help—that’s where I came in.
Normally it wasn’t someone just needing a great business
“vehicle”—they needed to develop their skills and sometimes
learn completely new ones. This in turn caused me to have to
learn how to train that new skill. I made their life better and
they made mine better, because now I know a new skill, too.
And with each new person that I helped to develop skills, I got
more wealth. That allowed me to contribute to various charity
programs, like funding a medical team to go into Sir Lanka just
after the tsunami, or donating to an organization that helped
get over four million kids off drugs, as well as other large
donations. See the cycle? People helping to make other
people’s lives better.
As I said, this is the ideal MLM model. It doesn’t always
happen this way.
Often network marketers (and all
marketers) get caught up in profits and
other distractions and forget what the
basis of all business is about—helping
people.
That is why I’ve devoted my life to helping the MLM industry.
I created a video to help people explain what this industry is,
and what it’s not. I created a training program to help people
learn how to communicate better because, quite frankly, what
else could limit someone’s ability to market a product, a
service, or a business other than poor communication?
Network Marketing Is an Organic Business
279

If you’ve chosen this great profession or are investigating it as a
possibility, please decide the kind of person you want to be
now. I recommend you be a person who keeps the real
essence of business in front of you—helping people.
Also be a person who realizes there are some things you don’t
know—and be willing to study and perfect your skills.
I’ve observed that there’s no such thing as a born leader, a born
salesperson or a born public speaker. Just go into any maternity
ward and try to select the baby who will be great at any of
those things some day!
No, each of those professions (along with network marketing)
involves using skills you need to get good at. Just get good
at them, and by becoming good at them you will grow—
organically.
And as you grow, the rewards will be remarkable.
I promise.
Tim Sales is an author, speaker, trainer and a six-figure monthly
income earning leader in network marketing. In 1989, near the end of
an eleven-year tour with the US Navy Underwater Bomb Squad Team,
Tim answered an ad in the Washington Post newspaper that led him to
his first and only network marketing company. Five years later his net-
work marketing income rose to over $150,000 per month with over
56,000 people in his organization.
His most noted contribution to the network marketing Industry is the
Brilliant Compensation presentation—the single most watched presen-
tation in the history the industry. Tim’s latest, is the equally brilliant
training package, the Professional Inviter. To learn more, visit the web-
site with our affiliate link, here: http://ProfessionalInviter.com
In addition, Tim is a teacher at the university-affiliated Network
Marketing Certificate Seminar sponsored by the University of Illinois
at Chicago. To learn more about Tim and subscribe to his FREE!
newsletter, visit his website at http://BrilliantExchange.com.
280

o, how ugly can your relatives be?
Ugly. Real ugly.
And depressing, negative, small-minded, and they can even
have bad breath.
That’s why my friend, Bob, joined network marketing.
He was tired of socializing with relatives and friends who
discussed and reviewed every negative story on their 24-hour
news channel.
Bob wanted a new group of people to associate with.
He was looking for positive people who
were moving ahead in their lives.
Hey, if you have to live, why not live with positive and
So,
How
Ugly
Can
Your
Relatives
Be?
We provide choices and
opportunities for people. They can
pick and choose what they want
out of network marketing. It’s not
all about the money. Yes, the
money is fine, and you can buy
some happiness with money. But
life is wonderful when you enjoy
what you are doing.
TOM “BIG AL” SCHREITER
S
281

friendly people?
“I turned eighteen and decided that I had learned enough.”
Sound like some of your friends?
Let me tell you about another one of my friends, Alisa. She
is different. I met her only six months ago. For her, network
marketing is all about self-development. Alisa spent eighteen
years of schooling memorizing facts and never once learned
about the power and satisfaction of self-improvement. Now
she starts every morning with fifteen minutes of positive
reading, and her days are filled with positive experiences that
she creates.
So many networkers have improved and
changed their personal lives with the
power of self-development.
They read books, listen to CDs, and attend workshops while
their high-school classmates watch reruns of the television
show Friends. Guess who is getting more out of life?
“But my boss is a jerk, I am underpaid, the day care ignores
my children, and I hate the traffic back and forth to work.”
I bet you have a friend or two who repeats this complaint every
day. For them, network marketing provides enough income to
stay at home with their children and create a real family life.
You don’t have to earn a lot of money in network marketing to
drastically change your life.
So why don’t more people use network marketing to replace
their jobs and create the lives they want? Well, they just don’t
know. All of their network marketing friends are keeping it “top
secret.” Hmmm, there is a lesson here for us.
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“Okay, I got the house, the car, the boat, the vacations, the
lifestyle...”
Yes, some people take their network marketing business to the
top level.
That’s okay too.
I do know that when you earn more, you
can give more. That should be a good
enough reason for people to earn more
than they can spend.
And network marketing provides that income and freedom for
many people.
That’s what makes network marketing attractive to people who
desperately want to make a big change in their lives.
So what is right with network marketing?
A lot.
We provide choices and opportunities for people. They can
pick and choose what they want out of network marketing.
As you read the articles in this book, remember this: “It’s not all
about the money.”
Yes, the money is fine, and you can buy some happiness with
money.
But life is wonderful when you really enjoy what you are doing.
So, How Ugly Can Your Relatives Be?
283

Tom “Big Al” Schreiter is a legend in network marketing. In over thirty
years in the business, he has created more successful network
marketers than any other single individual. Under the name of “Big
Al,” he has authored and sold more books than anyone, and his travel
and speaking schedule (once described as 397 days a year) has Tom
meeting, learning about, and teaching more networkers around the
world than anyone else as well. John Fogg has called him The Greatest
Networker in the World, because, well, he is. Tom provides many free
training resources at his website: http://SponsoringTips.com
284

There are so many opportunities to achieve financial and
personal success in this world. I believe that opportunity
maintains a constant presence in our lives. Our ability to
be ready and take advantage of it... that is the challenge we all
face.
“The future belongs to those who
prepare for it.”
— Ralph Waldo Emerson
Investing in real estate, the stock market, starting a traditional
business, or rising through the ranks of a corporate structure are
various ways in which individuals achieve. All have merit.
In fact, I have taken advantage of each of them. Network
marketing is another avenue through which people can seize
opportunity and create success.
I have been an outspoken critic of many
aspects of this profession. In spite of
Network
Marketing
Can
Provide a
Venue for
You to
Become a
Great
Leader
People from all walks of life,
with varied education and income
levels, have an opportunity to
develop leadership skills in this
business that will assist them
throughout their lives, regardless
of whether or not they continue
to be involved in network
marketing.
BO SHORT
285

voicing my concern and criticism, I still
maintain that this industry offers individ-
uals an opportunity to achieve great
successes in multiple areas of their lives.
The opportunity to associate with like-minded people that care
about their families and their country, and who are willing to
help you navigate your way through a business model you may
be unfamiliar with is only one of the many benefits of network
marketing.
Learning how to lead as you follow someone that places your
success above their own is yet another.
Taking time to sit down with your family to share goals and
aspirations while collectively working to achieve them is still
another of the many benefits of this business.
Facing failure… failing… and standing up once more to go
again is probably one the greatest lessons you will learn. This
particular lesson—because it helps define who you are—is an
important aspect of laying claim to your ultimate success.
“Mistakes are easy, mistakes are inevitable,
but there is no mistake so great as the mistake
of not going on.”
— William Blake
These are but a few of the benefits of network marketing. Of
course, you can experience these in other business endeavors.
In fact, you should.
However, network marketing can offer
you the opportunity to experience them
in an environment where your failures are
286

cushioned and your successes are
celebrated much more so than in a
conventional business setting.
It would be unwise to presume that all network marketing
companies are similar. Nothing could be farther from the truth.
In my fifteen years in this industry, I have seen what I consider
to be the best and the worst. It is crucial that you do your due
diligence, as you would before investing in a stock or buying
real estate or entering into a partnership with someone. Do not
let the emotion associated with an opportunity meeting be your
deciding factor.
You must understand the role that products/services, corporate
leadership, field leadership, compensation, and timing play in
your potential success or failure. Don’t let your unfamiliarity
with these issues keep you from investigating them. While this
book is not really designed to address these issues, I believe
they are worth noting. Follow your instincts, as they will be
instrumental in helping you find the right place to be.
In my opinion, the greatest benefit of
network marketing is the opportunity it
provides for leadership development.
People from all walks of life, with varied education and income
levels have an opportunity to develop leadership skills in this
business that will assist them throughout their lives, regardless
of whether or not they continue to be involved in network
marketing. Never underestimate the serendipity associated with
opportunity.
In order to take advantage of this aspect of network marketing
let me offer you the following ten suggestions:
Understand that great leaders are great followers.
Network Marketing Can Provide a Venue for You to Become a Great Leader
287

They simply show better discernment for who they follow.
Having had the great fortune of interviewing some of
America’s greatest success stories, I’ve learned that each one of
these leaders was also a follower. They always talked about
their mentors—the people that impacted their lives and their
decisions.
Never be afraid to follow… just pick wisely, as your future can
depend upon it.
Serve your team and your customers.
Of course you are working to attain your goals, but you can
only do so long-term by serving your people. In a conversation
I had with Admiral Thomas Moorer, former Chairman of the
Joint Chiefs of Staff, he told me, “You win leadership when you
serve your troops… not your superiors. If you are serving your
troops honorably, you are doing likewise for your country and
your leaders.”
When you want to quit… do not.
While this is easier said than done, I believe it is one of the
great separators of people in this industry. One of the obvious
differences between those people that claim success and those
that do not is the ability to fail and then reengage.
Since the “price of admission” in network
marketing is generally low and you
usually have another primary source of
income, it is easy to quit when things are
difficult. Simply put: do not.
Stop looking for courage.
So many people are waiting for a magical moment in which
they will find the courage they need to act. Please understand
that courage finds you, not the other way around.
288

Courage finds people that have practiced sufficiently enough to
proceed. Get in motion as quickly as possible, so that courage
knows where to look for you.
Take responsibility for your failures and give credit
for your success.
Great leaders always bare the brunt of missteps and give credit
to their team for the victories. As a leader of people, you must
be willing to set aside personal acclaim for the benefit of the
people around you. Remember, your success is incumbent
upon them finding value in their own individual businesses.
Make sure your actions will facilitate that.
It’s not what you say… it’s what you do.
One of the greatest downfalls of people in network marketing is
that their words and their actions are not consistent with each
other.
While proper planning and consistent
effort will allow you to build a successful,
independent business, the strength of
your character will determine the real
intrinsic value of the business you have
built.
I have witnessed so-called leaders create a tremendous amount
of sales volume. Unfortunately, since they displayed poor
character, they were never viewed in an admirable fashion.
Their journey in this industry is stained. I would suggest that
they will never feel the emotional gratitude that comes with
true leadership.
“You are never as good as people say you are, and
you are never as bad as they say either.”
This advice came from my dad. He was the chief of staff for the
oldest and longest-serving senator in the history of the United
States. As I began to experience success in my life, he told me
289

that success brings with it both allies and foes. At their extreme,
they either raise you higher than you should be or they bring
you down lower than you should be. Neither is correct.
Stay grounded, appreciate your success, and never believe the
glowing things written about you in the press. None of us are
that good.
Cast your vision farther than you think you can.
People have a tendency to set goals that are below their
potential, because they are afraid of failing. Great success
stories are filled with more failures than victories. Your success
will be no different. If you are going to work diligently you
might as well set goals that require great expectations.
I know something about you that your
family already knows: when you give
your best effort long enough, doing the
right things, you will succeed. It might as
well be for something magnificent.
Read books.
Learn from other people. Read about other people’s struggles
and ultimate success. You will realize that your struggles
oftentimes pale in comparison to theirs. You will be reminded
of why you must finish what you have begun.
It is not simply about making money. In the right environment
that will happen. It is about reaching beyond who you think
you are and finding out whom you can become.
Measure Up!
When I was a child growing up in Georgia, I lived about eleven
houses away from my grandparents. Each day after school I
would go to their house. During the course of the day my
grandmother would always look me in the eye and say,
290

“Measure up. Live up to your potential. Do something great
with your life.”
The network marketing profession, probably more than most,
offers you the opportunity to do just that. At this point, it is not
simply about products and services; it is about you. What is
your legacy? What will your example teach your children? This
is much bigger than the particular business you represent.
Network marketing can provide a venue for you to become a
great leader.
Assuming you are associated with the right business and are
willing to work, you will make money.
The greatest joy will come as you look
around and realize that people are
following you, because of the type of
person you have become in the process.
Please know in advance, I look forward to applauding your suc-
cess. I will leave you with words from my second book, Living
to Win.
Dare to step out,
Dare to achieve, and
Dare to do something great with your life.
Life is too short and too precious to settle
for second best.
Live your life to win!
Bo Short is an author, speaker, radio personality, and leadership
expert. Among his MLM credits, he was an Amway Diamond, an MLM
company owner, and achieved the rank of Diamond in Univera
291

LifeSciences faster than anyone in that company’s history. He has
been featured on the cover of industry magazines and highlighted in a
Wall Street Journal best-selling book about network marketing. As an
industry advocate, Bo played a critical role in a Dateline NBC expose
that uncovered and discussed specific problems that had been limiting
the success of many faithful, yet fledgling network marketers. He also
serves as president of the American Leadership Foundation and sits on
boards and committees for numerous national nonprofit organizations.
Bo has spoken around the world to more than 1,000,000 people
in twenty-one countries. He shares his leadership insights with
corporations and universities. For a FREE report that will help you
explode your personal network, visit http://BoShortOnline.com and
download Bo’s FREE Report, Foundation for Success: the 5 Pillars of
Leadership Power.
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The Business Model
Six years ago, I did not believe in network marketing, but I
knew that I wanted financial freedom and time freedom. I
knew that working, as a police officer was not going to do
that. So, even though I had approximately six years to go
before retirement, I decided I would look for something
different.
Having practiced martial arts since I was eight years old and
teaching it privately since I was seventeen, I opened up a mar-
tial arts school. While my family and I were excited about this,
my initial investment a little over $30,000—just to get in the
door. Added to this was everything else that comes with run-
ning a traditional brick and mortar business.
But the real kicker was... we lost our time
freedom.
With the police department I had sixty-four days off a year and
Lifestyles
of the
(Virtual)
Rich and
(Not So)
Famous
In network marketing, it's easier
to produce $5,000 dollars a
month residually than it is to
come up with one million dollars
to invest at a 6% return. (If you
can find a 6% return....) That's
the power of residual income.
ROBERTO TORRES
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my weekends free. Well, that was gone now. We were at the
school seven days a week until 10:30 or 11:00 pm.
The school grew very fast and was giving us a great income...
but it owned us. Then one day one of our students called and
invited me to take a look at of those things my wife Cleta was
telling me for years we needed to get into.
My immediate reaction was “No way!”
At the urging of Cleta, and out of respect for my friend, we
end up going to the meeting. There are all kinds of fancy
dressed people. Some I can tell are making some money. In
addition, they are all so positive and excited.
So, the meeting starts, and they start to speak about the
product, and I say to Cleta, “Hmmm… this sounds interesting.”
Then they presented the network marketing business model—
a model that I knew I could never duplicate with my martial
arts school. We were in!
Education
Network marketing can provide you with a great education.
Not only on how to build your business, but how to be a good
speaker, a leader, and how to get organized. But for me, the
best thing I have learned is how to negotiate. I have used this
skill for everything from purchasing and designing our new
dream home to buying a new car.
In fact, this one skill alone has become so
powerful I used it to generate a six-figure
check in less than twenty-four hours out
of thin air!
Recognition
“Babies cry for it and grown men die for it.” People love
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recognition. Big or small people like to be recognized, and in
network marketing there is no lack of it.
Unlike at a job, in this industry you are being recognized con-
stantly for building your business. From your upline, your
downline, crossline members, the corporate side of the com-
pany, and so on.
I love the idea that people who never got
recognition, in school, at work, or from
their family can now receive all kinds of
recognition… many times in front of
large groups of their peers.
Lifestyle of the (Virtual) Rich
My favorite part of network marketing is the lifestyle you can
achieve.
By creating a residual income, you can
actually live the life of a millionaire…
and catch this—you don’t have to make a
million to do it.
Here’s how.
First, realize the power of residual income. You do the work
once, and it keeps coming in month after month. As long as
customers keep buying your products, you keep getting paid.
You don't have to resell those customers over again each
month.
So, here’s how to get the millionaire lifestyle. Once you get
your residual income check to $5,000 a month, you take that
money and start paying off your debt. Once you are debt free,
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you use that $5,000 a month for whatever you want. Travel,
a new car, braces for the kids, or taking your spouse on
wonderful weekend getaways.
You see, when you are making $5,000
dollars a month in residual income, it's
like having a million dollars in the bank.
Now, you are probably saying, “Roberto, I don’t know what
kind of math you are using, but my math tells me that's
$60,000 dollars a year; where’s the million?”
Okay, here it is: For you to produce $5,000 a month in
income that keeps coming in whether you get up and go to
work or go to the beach with your family, you would have to
put one million dollars into an investment that gave you a 6%
return!
Now, my question to you is how
many people do you know that can go
to the bank and put one million dollars
into their account? I would dare say
very few.
In network marketing, it’s easier to produce that $5,000
dollars a month residually than it is to come up with one
million dollars to invest at a 6% return. (If you can find a 6%
return....)
By following this principle, today we live in a beautiful 5,000
sq. ft. dream home we custom built in Florida. We have all the
time we want to travel and be together as a family. I have more
recognition than a hero would get on the police force. And
I've had the personal growth and leadership development edu-
cation of a lifetime.
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You see, an average part-time person in network marketing can
truly have the “Lifestyles of the (Virtual) Rich and (Not So)
Famous.” And there's actually nothing “virtual” or “not so”
about it!
Roberto Torres retired at the age of forty-six from the Suffolk County
Police Department in New York State after twenty years of service.
He is a martial arts grand master and has appeared on the cover of
Inside Kung Fu magazine. He lives with his wife Cleta and their four
children, Sarah, Raquel, Kristina and Keila in Dunnellon, Florida.
Roberto currently mentors people sharing his keys to winning in
network marketing based on his seven years in this industry. To learn
more, visit his website http://KeysToWinning.com.
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Aword-of-mouth marketing company, BzzAgent will
deploy 1,000 word-of-mouth agents in a twelve-week
campaign for $85,000. Companies send BzzAgent a
product, and BzzAgent sends the product to its agents who
then tell others what they think about the product.
Seth Godin, the best selling author of Permission Marketing and
perhaps the number one marketing blogger in the universe, has
written an entire book based upon the concept of “remarkable
products.” The book is titled Purple Cow—because cows are
basically boring, but a purple cow? That would be something.
Network marketing has always been
about marketing great products through
word-of-mouth, and the mainstream is
starting to catch on.
The Essence of Network Marketing
Networking with great people and marketing remarkable
MLM
Goes
Mainstream
While you were busy trying to
convince your brother-in-law that
network marketing was a viable
business, the business world was
busily adopting the concepts
behind network marketing,
labeling them Word of Mouth,
Buzz Marketing, and Viral
Marketing.
TY TRIBBLE
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products sum up the essence of network marketing.
In its most authentic form, few can argue whether or not
network marketing is a good, strong business concept.
Remarkable Products
Network marketing begins with products, and network
marketing companies have been producing these cutting-edge,
innovative, and remarkable products for decades.
The first multivitamin sold in North America was sold person to
person and friend to friend through word-of-mouth referrals.
Carl Rehnborg was not only a pioneer in
the vitamin and nutrition industry, he
also pioneered a revolutionary business
structure called MLM (multilevel
marketing), or network marketing.
Today, network marketing companies are on the leading edge
of biotech and nutritional science.
Word of Mouth
When Carl Rehnborg first began producing nutritional supple-
ments, he gave them away to his friends to learn what results
they got. Carl’s son, Sam Rehnborg, describes what happened:
After a certain length of time, Dad would visit his friends
to see what results had been obtained. More often than
not, he would find the products sitting on the back
shelves, unused and forgotten. It had cost them nothing
and was therefore, to them, worth nothing... It was at this
point that Dad rediscovered a basic principle—the
answer was merely to charge something for the product.
When he did, his friends, having paid for the product,
used it, liked it, and further, wanted their friends to have
it also. When they asked my dad to sell the product to
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their friends, he said, “You sell it to them, and I’ll pay you
a commission when they buy.”
There is some debate about whether or
not authentic word-of-mouth can involve
a commission reward structure. I believe
that compensation is not really the issue.
The issue is honesty and integrity.
When someone is recommending a product or service and
will gain from the successful sale, people appreciate an
upfront approach with full disclosure about the commercial
relationship.
Today, big brands such as Coca Cola and Sprint/Nextel are
adopting word-of-mouth as a way to market their products. As
these large companies embrace the core concepts of network
marketing, the lines between traditional marketing and
MLM will continue to blur, and the perception of the network
marketing industry will change dramatically.
MLM Goes Mainstream
Warren Buffett’s Berkshire Hathaway, Jones Apparel Group,
Citigroup, Hallmark Cards, Jockey, The Body Shop, Time Inc.,
and Vanity Fair are just a few of the mainstream companies that
have ventured into the network marketing arena.
You can expect to see many more
companies utilizing the network
marketing model as social commerce
continues to evolve.
MySpace is a good example of social commerce. Instead of
traditional Web sites, many bands now have MySpace sites.
Even mainstream movies now have a MySpace URL instead of
a traditional .com address.
MLM Goes Mainstream
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I expect other mainstream companies to leap into network
marketing in the near future. Once businesses figure out that
the new version of network marketing is just like the readily
accepted and high performing affiliate programs, but on
steroids, the floodgates will open and people will be actively
seeking out network marketers.
The Challenge
As traditional marketing inches closer and closer to network
marketing, our challenge will be to embrace to authentic,
intelligent, and credible network marketing more fully.
People are (still) tired of expensive products, slick MLM pitch
artists, and hotel hype sessions.
Yet today, more people are open to
the idea of word-of-mouth, affiliate
marketing, and earning a commission
for recommending products and services
than ever before.
So what do we do about it?
We lead. We follow. Or we get out of the way.
We tell our authentic story about the products and companies
that have made such a positive, powerful difference in our
lives... and we tell it often and well.
Ty Tribble is famous for his “one line bio”: Husband, Dad,
Entrepreneur. Ty is an entrepreneur who lives in Federal Way,
Washington with his wife, Richelle and two children, Emma and Tyler.
He hosts a number of top-ranked weblogs including: Multileveler
(http://Multileveler.com) and the MLMBlog
(http://MLMBlog.typepad.com/blog).
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Network Marketing. It’s a term that typically conjures up
strong emotions, on one side or the other. It deserves a
chance to be accurately defined, that’s for sure. There are
many misconceptions about what this business is and does.
When I decided to join the ranks of network marketers, I was
only looking for a few things: A way to generate some income to
stay home with my children... Some flexibility around my
hours... Adult interaction, or a way to keep my foot in the
“grown up” world while being home with toddlers
That was really about it. However, what I got was a list quite a
bit longer. Here’s what network marketing has given me so far:
q Generated enough income to allow me to stay home, and
for my husband to stay home as well if he chooses
q Funding to invest in other income-producing assets
q Self-funded Retirement and College Tuition Programs
q Total flexibility around the hours I work, my workdays,
and with whom I work
The
Business
of
Hope
I was a new mom, looking to stay
home with my newborn son. I
wasn’t really looking to get rich,
or even set the world on fire—
although I did allow my mind to
dream a little about what that
might be like.
JACKIE ULMER
303

q Great adult interaction and a business my kids enjoy, too
q Coaching and listening skills
q Communication skills
q New friends, beyond my wildest dreams
q Personal success
q Business success
q The greatest self-development course in the world
When I first started looking into the home based business arena,
I was convinced of one thing—I needed to steer clear of that
thing called “network marketing.”
I wasn’t exactly sure why, but “they” all
said it was bad; a scam; something to be
avoided.
Why was it, then, that everything I was looking for in a business
kept directing me back to the business of network marketing?
I’m forever grateful for the day that I put my skepticism aside
and decided to find out for myself what this business really is—
and more importantly, what it isn’t. That day ultimately changed
my life. I hope you'll create a day like that for yourself, and
allow this profession to transform you and your life.
That was nearly thirteen years ago, and today, I am able to put
so much of what network marketing offers into words, feelings,
and experiences. One phrase that sums it up best for me is that
it is the business of hope.
This industry provides hope in so many
ways.
My story is similar to many and may ring a bell with you.
I was a new mom, looking to ensure that I would be able to stay
home with my newborn son, and any other children who might
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come along. I wasn’t really looking to get rich, or even set the
world on fire—although I did allow my mind to dream a little
about what that might be like.
It wasn’t long before my mind expanded to embrace the possi-
bilities available through network marketing and I went about
doing some serious goal setting.
Seeking to secure our financial future outside of the airline
industry, my husband and I began our network marketing
journey together, working side by side. My vision was that he
would do the “list making,” the prospecting, show the plan, do
the follow up and sign them up. I would assist with training, and
of course, cash those big, fat paychecks.
And that's a lot of how it went for the first three years. Although
I carried out a few of his “duties,” he did the bulk of the work.
That is, until he came home one night and announced that he
was worn out... and done with network marketing. He could not
work his full-time job, have time for his family, and also work
this business. “But,” he announced, “I will support you all of the
way if you decide to continue.”
Wow, thanks a lot, I thought. Now, how
was I ever going to get to those big, fat
paychecks?
That’s when I first realized what everyone meant when they said
this was a business about personal growth and development. If I
really wanted to create the success I desired, I was going to have
to go to work on myself first.
See, deep down, I wanted everything that network marketing
offered, but I didn’t really want to be the one to stretch myself
and go after it. I was content to walk across stage on my
husband’s arm, looking adoringly at him, flashing my diamond
ring.
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That illusion was shattered when my husband said, “No more!”
I had to make a decision.
Change or abandon my dreams.
That's when I realized the importance of personal growth,
development, and working on myself. I found mentors and
empowered myself to lead my own changes... and my own
business.
It wasn’t long before I realized that I really did have the ability
to chart my course and create my own history the way I wanted.
I had the ability to shatter glass ceilings and earn more as a
woman than I had been able to before.
The best thing about the entire process is that there were many
people along the way to cheer me on, to assure me that I could
reach my goals, and to support me in moving ahead. It was so
different than corporate America, where climbing up the ladder
of success almost always meant stepping on or over someone
else.
So, what specifically does it take to succeed and how does this
differ from conventional business?
Many people (myself included) make the mistake of wasting a
lot of time and energy looking for the “secret” in this business,
the Holy Grail that’s going to make the difference between
failure and success.
They waste time looking for that perfect “script” to say to peo-
ple, or that perfect “sizzle call” to dial their prospects into, or
some elusive something they have not quite grasped yet that’s
going to change everything.
The real secret to this business is... there is
no secret.
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The Holy Grail that does exist is that of working on oneself;
understanding what skills and beliefs are required and spending
time every day working on your mindset and your ability to
attract exactly what you desire.
Once I began to work on myself, amazing things started to
unfold for me. Prospects began to call me... people signing up
were a consistent weekly occurrence... attrition rates dropped,
and I began my rise to the top of my company's pay plan.
How I went to work on myself really came down to a few sim-
ple things:
Focusing on feeling good and expecting
success to come my way ALL THE TIME.
I stayed tuned into my “positive meter” and made sure that I did
not make calls or speak to people if my attitude and mindset
were not at a ten or above.
I did these things by spending time—twenty minutes in the
morning and twenty minutes at night—focused on exactly what
I WANTED to have show up in my life, and focusing on what I
knew that would feel like once it arrived.
And, like magic, I began to take inspired action. I would wake
up knowing what I wanted to accomplish for that day and what
steps would be required to have that happen. I went about tak-
ing these steps joyously in anticipation and expectation of what
would show up.
It really was as simple as that.
So, that’s what I mean when I say network marketing is a course
in self-development. Yes, we have awesome products and a
great moneymaking opportunity, but beyond that...
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We are committed to assisting YOU in
being the best you can be in all areas of
your life.
The skills I have developed have prompted me to now focus on
creating a win-win in every relationship I encounter. It’s no
longer about “getting the sign-up.” It’s about seeing how I can
serve another person and what I might bring to the table to
enrich each person’s life through the business and through a
connected relationship.
I simply cannot imagine my life without network marketing.
I cannot imagine not being able to have the interactions with all
the positive, like-minded people this business has placed in my
life.
What are you seeking to find in your journey through
network marketing? Are you looking for financial freedom... time
freedom... to learn great new skills... to have great new relation-
ships?
You are surely in the right place if your answer is yes. Even if
you only seek one of those things, stick around and you'll find
that you won't get one without all of the others.
Jackie Ulmer, a veteran home-based business owner of thirteen years,
has coached and trained thousands of representatives both inside and
outside of her own sales organization of 7,000 ScentSations representa-
tives. Her primary goal to help others succeed has propelled her to
become a Platinum Director (a new position created for her as she
went higher in her program than anyone had before) and a six-figure
income earner. Jackie and her husband Mark have two children, Justin,
13, and Lexi, 10. They live in their dream house in Lake Arrowhead,
California.
You can learn more about Jackie and sign up for her free newsletter at:
http://StreetSmartWealth.com.
308

I’ve spent much of my thirty-year-career studying champions
in every field from Apollo Astronauts to Superbowl and
Olympic athletes; from Fortune 500 top executives to small
business owners. As I travel throughout the world, lecturing on
“The Psychology of Winning” and how to become a 21st
Century leader to multinational corporations and entrepreneurs,
many of these individuals learn of my involvement as a board
member of a publicly traded network marketing company.
Some are surprised; some are impressed. Recently, however,
their questions have changed. Many of these achievers are
sensing the opportunity and they’re asking what I think of the
future of network marketing.
My answer is simple and straightforward.
Unless you are networking, you soon may
be “not working.” Network marketing
is not just becoming mainstream, it’s
emerging today as the dominant market
The
Biggest
Business
Trend
in
Business
History
This unparalleled economic trend
will enable you to be your own
boss, in your own business, and
earn based on your own efforts,
integrity, and relationships. You
will have the freedom to be the
master of the future security of
you and your loved ones.
DR. DENIS WAITLEY
309

trend. It’s a trend that can’t be, won’t be
stopped.
The real question is, how can you benefit?
Let’s look at the trend itself.
At any given time, there are several emerging trends in society.
Some drive the next product or products that will be successful.
For example, aging baby boomers practically ensure the
success of the health and wellness and financial services
industries. Similarly, emerging technologies will continue to
fuel product opportunities online and through telecom sectors.
These trends, and others, are all relatively young and they’re
emerging together.
Although the elements of these trends have been around for
years, the trends themselves emerge only when the timing is
right... when several factors come together.
The health and wellness industry has been with us for cen-
turies, but it took the convergence of aging baby boomers with
advancements in medical science to create the critical mass of
an emerging trend. The telephone has been a primary mode of
communication for over a century, but utilizing our phones to
trade stocks, receive photographs, and surf the Internet is a new
market trend as a result of synergistic technologies.
The “networking” trend I have been witness to is not so
obvious, and, as a result, many will miss its significance.
The opportunity it offers, however,
could be even greater than the two trends
I just mentioned. Those “early adopters”
and innovators who catch it now will be
rewarded handsomely.
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The trend is a fundamental change in the way we conduct our
business—in the way goods and services reach the consumer.
Today, the consumer is increasingly “going direct”—purchasing
goods and services based upon a direct relationship with the
provider. The middlemen—from wholesalers to retailers—are
being bypassed.
Moreover, as the products we consume become more
sophisticated and complex, consumers are demanding a quality
relationship with the provider of these goods and services. They
want to know what they are consuming. They want speed,
variety, customization and choice. They want the products to
deliver what the advertising promises.
Educated consumers going direct is the
essence of network marketing. More
importantly, it’s the natural thrust of
today’s market economy.
Why? Let’s explore three major reasons:
First, the Internet and low telephone costs have leveled the
business playing field. Communicating with prospects and
customers—communicating direct—is now something anyone
can do. If you have a question concerning almost any product,
you get on the phone or go online, and you get answers.
Answers direct from the supplier in a matter of seconds. It’s an
entrepreneur’s dream! It no longer takes thousands of dollars to
get your message out. Instead of being tied to an office, you
take your office with you. Web pages, e-mail networks and
intranets have placed quality, inexpensive marketing and sales
tools in the hands of anyone willing to use them. Small
business owners have been empowered to compete with the
bigger players, and these same tools complement network
marketers perfectly.
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The second factor is a sobering reality we must all face and
should already know. Different from the past, we are responsi-
ble for our own financial security and that of our families. No
longer can you go to your place of business day-to-day, safe
and secure that your organization will take care of you.
Seniority no longer means security. It
signifies vulnerability. Instead of a
steady job with guarantees, you are now
a free agent whose contract is always a
week-to-week proposition.
Cost-cutting, downsizing and outsourcing will continue well
into the 21st century.
At the same time, as a society we are increasingly returning to
the concept of family and family values. This is impacting our
employment by demanding that it be more responsive to family
needs. We want flexibility, control over our workload and
hours, and the ability to conduct business from anyplace we
desire—most importantly the home.
Network marketing offers the ability to earn additional streams
of income part-time or full-time, without a large capital invest-
ment and the necessity for hiring and managing employees.
Don’t misinterpret what I’m saying: As with every other
business, network marketing is focus- and effort-intensive.
Treat it like a hobby and it pays you like a
hobby. Treat it like a serious business
investment, and it pays you serious money.
The third factor behind network marketing’s emergence is a
byproduct of the ever-increasing complexities of our postindus-
trial society. We can’t be experts in every field.
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On the one hand, we need counsel and advice about the
products and services we need and want. On the other hand,
we don’t know who to trust. Oftentimes, the marketplace
appears to be just one huge “infomercial” over-promising and
under-delivering. This means that we must have more
direct contact with manufacturers and providers, and it also
means that we most likely will rely even more on traditional
relationships such as family and friends whose opinions we
trust as being in our best interests.
Not surprisingly, another term for
network marketing is “relationship
marketing.” Its very foundation combines
trust and an intelligent referral.
Quality network marketers take the time to know both their
products and their customers—right in step with the demands
of today’s consumers.
Network marketing is not a new phenomenon. Most emerging
trends are innovative, but not necessarily inventive. The Health
and Wellness movement didn’t take hold until the baby
boomers came of age. Telecom opportunities burgeoned as a
result of technological advances with a device we’ve utilized
daily for generations. Going direct, through referrals, certainly
is a seasoned concept. But the opportunity for financial rewards
via direct global networking is enormous and immediate.
A number of young entrepreneurs have already spotted the
trend. I recently spoke at a dinner meeting in Hong Kong
sponsored by Dell Computer Corporation for its “Fortune 500”
customers. Michael Dell, the founder and chairman—one of
the wealthiest and most admired executives in America—has a
philosophy that is brilliant, uncomplicated, and right in line
with this emerging economic trend. He creates a relationship
directly with the consumer and sells high performance products
only through this channel. Following the trend, Dell sells
313

approximately $40 million per day direct to the consumer, with
no retail distribution, and creates customer loyalty better than
the competition.
A growing number of “Fortune 500”
companies are jumping on the direct and
relationship bandwagon.
Network marketing, by its very nature, is designed to help you
develop a lifetime of residual income. If you work the business,
it’s going to work for you. As an employee, regardless of your
salary level, when you stop working the income virtually stops.
Most retirement programs are totally inadequate to meet your
future needs and that includes Social Security. With network
marketing, when you stop working, your business continues to
pay you. In fact, you can provide for your children’s future, or
better yet, bring them into your business with you.
Another advantage of network marketing is being your own
boss. In the traditional company, there is always someone over
you to decide your future and someone under or around you
who may want your position.
In networking, individuals who join you
don’t want your job or to become your
boss or supervisor.
They want to build their own organizations and, in that way,
build even more success for you as well.
In the traditional business setting, there is a lot of talk about
teamwork and winning together; however, in reality, it is
rampant with politics, competition, and the survival of the
individual in the face of market uncertainties.
With network marketing, you are
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surrounded by individuals whose success
is your success.
When you share your experience and knowledge, it will most
likely advance your own career as well, not be used selfishly to
compete with you or replace you.
Network marketing throws out the Law of the Jungle and sur-
vival of the fittest philosophies for a working environment where
you are rewarded for team play as much as individual effort.
Network marketing in the new millennium has entered the
mainstream and is destined to become perhaps more prolific
and popular than franchising. There is risk in network
marketing but far less than there used to be. And, unlike
franchising, you’re risking your time and effort, not your fortune
or a mountain of debt.
With network marketing, you don’t need inventories and you
don’t need to create and manufacture the goods and services.
You are the “direct” in going direct.
So when an industry leader asks me what
I think of network marketing, I don’t talk
about networking in the new millennium,
I say that network marketing is the new
millennium.
As with any opportunity, timing is half of it and execution the
other half. You have no control over the former—the trend will
emerge without you. The jet is leaving the ramp, and you can
either be on it, or miss the journey. If you take the risk, the
execution is all up to you, by the effort you make to place your-
self in a position to capitalize on the trend.
Network marketing is a major step forward in the evolution of
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our free enterprise system.
We are entering an era of giant killers! Individuals today have
as much power and knowledge accessibility as corporations!
Instead of being a victim of change, you are now in a position
to be a change agent.
The main subject of this offering was supposed to answer the
question, “What do I personally love most about network
marketing?” But that answer is too simple and concise for
more than two sentences, which is why I saved them for the
end.
What I love most about network
marketing are the people in the business.
In the majority, they care more about
win-win relationships than any other
group I have encountered throughout my
career.
I firmly believe my earlier quote, “Unless you are networking,
you soon may be not working.” The new power is not in your
position in an organization, but in your relationships with other
people who share the same passions and goals.
Dr. Denis Waitley has been one of America’s most respected and
beloved authors and keynote lecturers for over twenty-five years.
With over 10 million audio programs sold in fourteen languages,
Denis Waitley’s CD album, The Psychology of Winning, is still the
all-time best-selling program on self-mastery. To order this best
seller or his newest release, The Platinum Collection, and to subscribe
to the free Denis Waitley Weekly E-zine, visit his website here:
http://DenisWaitley.com.
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I’ve been around this business long enough to have had my
share of failures and successes. Yet I cannot imagine ever
doing anything else.
Network marketing is the ONLY way I
know whereby the average person can
grow a business of their own, allowing
them the freedom to do what they want
the way they want.
If people only understood that, they would not get discouraged
or give up so easily. Many people start in our business,
knowing nothing about it. They make a few bad choices, run
into the wrong sponsor, or even join a company that makes so
many mistakes it’s forced to go out of business. They “give up”
before they ever have any success. Of course it’s difficult. Tell
me one worthwhile thing that isn’t?
I’m thankful I learned before it was too
Never,
Ever
Quit
Find a product, a company, and a
sponsor you believe in and go to
work. Don’t look back. Keep mov-
ing forward. If you do this, you
will be very thankful as you
become truly free and successful.
DIANE WALKER
317

late that there is no security in working
for someone else.
It took me long enough, and I had my share of challenges and
difficulties along the way; however, network marketing is the
ONLY career in the world I know that truly works and lets us
be free. I somehow knew that instinctively when I started, and
vowed to take time to learn and NEVER QUIT, so when the
going got rough, quitting was NEVER an option.
If you think about it, when you go to work for a salary, you are
working to make someone else rich. You trade your hours for
dollars, and if you need more money, you take a second job or
work more hours.
In network marketing, everyone has a
chance to build true residual income,
so they can one day be free. With residual
income, you leverage your time as
income is built by helping others become
successful.
The more people you help, the more successful you will be.
It won’t happen overnight. It won’t make you rich while you
sleep. You won’t get wealthy joining those things that appear
too good to be true, or those things that tell you that you will
get rich by just “joining.”
It will take more than just signing up. It will take work. Work
isn’t a bad word... work is a great word. If you will find a
product you believe in, share it with others, and teach them to
do the same, you will build a successful business over time.
And yes, at times, it will be difficult.
Make up your mind to get involved in network marketing and
318

vow to NEVER quit. I’ve seen so many people over the years
that had much more talent than I ever had give up on their
business. They did not stick around when the going got tough.
It got difficult. They quit. I find that very sad.
No one can promise you that the road to
success will be easy, but in network
marketing, we can promise you that if
you stick it out and work and build, it will
be worth it down the road. More worth it
than you can imagine now.
Long ago, someone sent me this article. I never learned who
wrote it. I don’t even recall who sent it. I wish I knew so I
could send a “thank you” card. In my opinion, it says it all.
Difficult! Difficult!
Is a home-based business difficult?
It is difficult when you must produce a report on a
Saturday afternoon and cannot attend your son’s football
game.
It is difficult hearing the mobile phone ring on a birthday
morning and you cannot see the excitement on your
daughter’s face as she feverishly tears into another box.
It is difficult knowing the rust bucket you call a car is
eating you alive in maintenance, but you cannot afford a
new one.
It is difficult to go to your annual performance review,
and even though you have worked hard for another year,
you come away empty-handed.
It is difficult knowing that you shop by sticker, rather than
Never, Ever Quit
319

whether the garment looks good on you.
It is difficult knowing that you married a wonderful per-
son and promised them the world, and for the next thirty
years, you look at balancing the budget and figuring out
what sacrifices must be made.
It is difficult reciting, “If we get this, we cannot have
that.”
It is difficult always lowering your dreams
to meet your means.
It is difficult knowing that you have spent forty years of
your life working for someone else only to realize that
you will be retiring on a third of what you cannot live on
today.
It is difficult when your children move out and you
cannot visit them, because traveling costs too much.
It is difficult knowing that the fish are biting this week
and you cannot drop what you are doing and take your
dad fishing.
It is difficult watching the spark in your partner’s eyes
fade, because both of you realize the house you have
been wanting is just a dream because someone else is
controlling your finances.
It is difficult waking up one morning and realizing that
your children, the most precious thing imaginable, no
longer need bottles, diapers, have tea parties, eat things
found under the sofa, are shorter than the baseball bat
they are trying to swing, but are grown and starting their
own families and you missed all of that, because you
agreed to be locked in an office for twenty years by a
boss who watched his children grow up.
320

It is difficult dropping your one-year old at the nursery,
because you have to be at work by 9:00 am to stand by
the Xerox machine or handle irate phone calls and
realize someone else is going to watch your daughter
take her first step or have your son say “dada” to the
playground teacher.
It is difficult knowing that you have diligently worked
only to be given an early retirement.
I will tell you what is difficult. It is
real difficult realizing it is too late and
that time frittered away can never be
retrieved. It slips through our fingers one
second at a time.
What are we doing with it? We have nasty habits about
rationalizing, procrastinating, and skirting important
things rather than facing the issues. Too often we allow
others who do not pay our bills, who do not share our
dreams, to direct our future.
We have absolutely no freedom as a child.
We rebel in our teen years and scream for freedom.
We will die for the right to be free.
We fight wars to have the seemingly innocent ability to
choose.
We reach adulthood and we relinquish freedom, because
we think it is too difficult.
We do not want to take responsibility.
Never, Ever Quit
321

We do not want to make a wrong decision, so we oblig-
ingly give that awesome power to someone else.
We feel it will take too much time. Then we have the
audacity to complain when the decisions made were not
what we wanted.
We wake up too late. Phrases like: “I wish I had only... ”
“If I could only have that time back... ” etc.
I believe the majority of people want to
sing, but die with the music still inside.
Face the music and shoulder some
responsibility. You cannot have that time
back.
You have chosen your direction. If you have not spent
your time wisely, too bad.
You have no one but yourself to blame. You had the
chance. Perhaps the opportunity was presented many
times and each time you elevated the trivial to a higher
priority than yourself. Is a home-based business really dif-
ficult? Is it so traumatic to show someone an exciting
product or idea? Is it so difficult to understand that if you
work this marketing idea for a couple of years, you might
not have to confront some nasty options?
Would you work real hard for a year or two so you could
put your family in the home of their dreams?
Would you work real hard for a year or two so you could
send your children to college chosen by excellence
rather than one chosen by price? (The same criteria you
used for clothes shopping.)
322

Would you turn off the idiot box, the
soaps, the talk shows, sporting events, or
Lost for a year, so you could take dream
vacations several times every year?
Would you apply yourself for a year or two so you would
have the freedom of being able to roll over, yank the cov-
ers over your head and wake at the crack of noon
because you wanted to?
Would you work really hard for a couple of years to
mold a lifestyle of your choosing so your family could
live a lifestyle of their dreams, rather than trying to live
how someone else thinks you should live?
Can you identify with the words “next time”? How many
“next times” will you have? What will it take to get you
off dead center?
Will it be knowing that people are physically
deteriorating when you have a product that will help
them but are afraid of someone thinking you are taking
advantage of that person and are just out for the money?
Gosh, I hope not.
Will it be knowing that people are agonizing through
bankruptcy, realizing they only needed a couple more
hundred dollars per month, not $50,000 per month, but
you procrastinated once again?
I hope not.
Realize the awesome power you have in
your hands with this opportunity. This
business you have chosen has the ability
Never, Ever Quit
323

to change lives.
IT cannot do anything. But YOU can change lives with IT.
YOU are the one with the life changing ability. What are
you waiting for?
What will it take?
You will pay a price for your actions.
Which one do you choose to pay?
— Author Unknown
_____________________________
I’ve often read that article over, especially when things were
“difficult.” It’s been a blessing. And yes, I have paid the price.
I’d do it again, gladly, because today, I
have solid, residual incomes from my
network marketing businesses and I am
free.
I’m thankful that I never gave up when the going got tough. I’m
thankful I stuck it out long enough to learn. And I am confident
that if I can realize success, anyone can!
I no longer have to get up to a blaring
alarm clock when it’s still dark outside to
go to a job that owns me.
I no longer have to be told I HAVE to
work mandatory overtime.
324

I no longer have to drive a car that is
bottom of the line. I drive the car I want.
I no longer have to worry about giving up
eating to pay for gas.
It’s not always been easy getting here, but it has been so
worth it.
You, too, can reach all your wildest dreams, if you’re willing to
step up to the plate, and go to work for it. Give up the boob
tube. If you miss a show, someday, when you’re on a cruise,
you can catch the reruns. Give up reading and listening to
negative news. If something earth-shattering happens… your
neighbors will tell you anyway.
Take that time and invest in YOU. Read positive motivational
books. Go for a walk and listen to a CD. If you’re still driving to
work, get some good audios to listen to and develop
yourself. Learn to look for the bigger picture, and what’s right
with things, rather than focusing on negatives.
Network marketing has changed for the better over the years.
You no longer have to build a business dragging people to the
Holiday Inn after work. You can truly work from home, with a
phone and the Internet, so you can work in your PJ’s, any hour
you choose.
Find a product, a company, and a sponsor you believe in and
go to work. Don’t look back. Keep moving forward. If you do
this, you will be very thankful as you become truly free and
successful.
Network marketing is the only business I
know of that you can be free to work
when you want, where you want, and not
Never, Ever Quit
325

have to report to a boss. YOU are the
boss. Just vow at the very start to NEVER,
EVER QUIT.
I recall a quote I read a few years ago that said, “Quitters never
win and winners never quit!” We all have a choice.
What will you choose?
Think about that and choose carefully, as it is a life changing
decision. It may be difficult at times, but it is more than well
worth it. Find something that works for you and get started
today, so you can be truly FREE!
Diane Walker, “aka MLMBlonde” is a professional network marketer
who has built her business using the power of the Internet. She has
two grown children and five grandchildren. She can and does work
from any place in the world, where and when she chooses.
She has also developed multiple income streams and is committed to
helping others reach their dreams.
“The key to success is helping others be successful. That way,
you never have to worry about yourself. Think about the BIG
picture. Where do you want to be tomorrow? Tomorrow starts
today. What will you do today to change your tomorrows... ?”
326

looked up the word sell in the dictionary. This is what it said:
To persuade (another) to recognize the
worth or desirability of something.
This definition assumes value. It assumes that you recognize
the value of whatever it is that you are selling. Inherent in the
definition is the concept of worth or desirability.
I also looked up salesperson, saleswoman, salesman, sales
clerk, and my favorite, sales talk. The definition for sales talk
was “a line of reasoning or argument intended to persuade
someone to buy something.”
Whenever I do a workshop or teleconference, I frequently ask
my participants, “What are the words that come to mind when
you hear the word salesperson?” Invariably, I hear back words
like “manipulative,” “dishonest,” “unethical,” and “sleazy.”
In the dictionary, however, when I looked up all of the above
Is
Network
Marketing
Selling?
Most network marketers are
honest, ethical, and believe in the
value of their products and their
opportunity. And that is what they
should focus on. And that is sales.
WENDY WEISS
I
327

sales words, none of the definitions referenced “manipulative,”
“dishonest,” “unethical,” “sleazy,” or anything particularly
negative. The language in these definitions was actually quite
neutral, and several of them spoke of value.
Unfortunately, in our culture, the words sales or sell are viewed
with disrespect. The words no longer simply mean to persuade
someone of the value of what you are offering. Instead they
carry the baggage of images of untrustworthiness and devious-
ness. This is a misconception that does an enormous disservice.
Far too often, network marketers buy into
this stereotypical image of sales and see
the activity of selling as negative and
untrustworthy.
They feel that if they are selling (or being perceived to be
selling), they are doing something that is not quite right, or that
has the potential to be not quite right. It’s as if there is a line
drawn someplace, but they don’t know where that line is—or
when they’ve stepped over it. It causes them to be cautious and
careful and worry about how they are perceived.
This anxiety puts network marketers, in their own minds, at a
disadvantage and on a lower level than their prospects and
customers. This is a difficult place to be. And it stops many
network marketers from taking action.
The reality is, network marketing is
selling. Network marketing is persuading
people to buy your products and
persuading people to join your team. It is
persuading them of the value of your
products and your opportunity.
328

So, I looked up the word persuade in the dictionary. It said:
1. to prevail on a person to do something
2. to induce to believe; convince
Again, nowhere in that definition do we find the words,
“manipulative,” “dishonest,” “unethical,” “sleazy,” or anything
particularly negative. As with the word sell, the language is
quite neutral.
The bottom line: Network marketing is persuading and
convincing people to buy your products and persuading and
convincing people to join your team. That persuasion is based
on value.
If you cannot persuade and convince
people to buy your products and/or to
join your team, then you do not have a
business.
If you believe that selling is manipulative, dishonest, unethical,
and sleazy, this belief will not support your ability to build a
business. It is very difficult to sell (persuade and convince)
while believing that selling (persuading and convincing) is
wrong.
It is time for network marketers—and the
world they serve—to change their beliefs
about the words selling and sales.
The truth is that most professional salespeople are honest,
ethical, and they believe in the value they have to offer. And
most network marketers are honest, ethical, and they believe in
the value of their products and their opportunity. And that is
what network marketers should focus on.
329

Here are some questions that network marketers should ask
themselves:
q Do you believe in the value of your products?
q Do your products provide a benefit to your customers?
q Do you believe in the value of your opportunity?
q Does your opportunity provide a benefit to your
downline?
q Are you doing the best you know how to ensure that
your customers get what they need?
q Are you doing the best you know how to ensure that
your downline gets what they need?
If you have answered yes to the above questions, then you are
proceeding with integrity. If you are proceeding with integrity,
then obviously you are not being manipulative, dishonest,
unethical, and sleazy. You can persuade, convince, and sell
with your head held high.
If you answered no to the above questions, then get out of the
business. It’s not a fit for you. Find something else to do in
which you can believe.
The ability to persuade and convince is
not something that everyone is born
with. Some people have that skill more
naturally than others.
Most people, however, no matter what their natural abilities or
what level they have attained in a company, can improve their
skills. The really good news is that selling is communication.
330

Like any communication skill, selling skills can be learned and
improved upon.
Improving skills is a process. It’s not something that happens
overnight, but instead it is something that builds over time with
study and practice.
Because so many network marketers have negative beliefs
about selling, it is difficult for them to gain the skills they need
to persuade effectively. They are bombarded with the message
that selling is a negative activity.
They are also frequently told that they are
not selling. If they are not selling, how do
they persuade and convince?
Because of these contradictions, the idea that there is skill
involved, or that they could learn and improve their persuasive
abilities is foreign to many. They are paralyzed to take action
and sell, and they are unable to improve their skills. Even when
they try to improve their persuasive skills, their belief of selling
as being negative frequently gets in the way and keeps them
from moving forward.
What’s the solution?
Let’s reclaim the words sell and sales. Let’s redefine the words
to mean
“to persuade and convince with integrity.”
Let’s remember that value is inherent in the definition. Then net-
work marketers could understand that as long as they
proceed with integrity, and as long as they believe in the value
of what they are selling, then selling is an ethical and moral act.
This would free so many network marketers (and people
331

considering becoming one of them) who are paralyzed by not
wanting to sell. It would now be possible for them to align their
positive intent with their positive action. It would make it easier
for them to learn the skills they need to be effective in the
business.
Looking to the future, I envision a world where network mar-
keters say with pride, “I sell because I believe in my company’s
products and opportunity.”
Wendy Weiss, “The Queen of Cold Calling,” is a sales trainer, author
and sales coach. She helps entrepreneurs, business owners and sales
professionals gain confidence, reach more prospects, close more sales
and make more money. She started her business fifteen years ago, rep-
resenting clients on the telephone and setting new business appoint-
ments. While Wendy no longer “dials for dollars” (except for her own
business), all of her workshops, seminars, products and individual
sales coaching are based on practical, real-life, hands-on experience.
Wendy’s clients include Avon Products Inc., ADP Inc., Arbonne, Sprint,
Newmark Real Estate, and thousands of entrepreneurs throughout the
country. She has been featured in BusinessWeek, Entrepreneur
Magazine, Selling Power, Target Marketing, and various other business
and sales publications. Her e-mail newsletter, Opening Doors &
Closing Sales, has an international readership and her columns are
syndicated to 168 different print and Internet publications.
Wendy is the author of Cold Calling College and Cold Calling for
Women: Opening Doors & Closing Sales.
To learn more about Wendy and receive her free newsletter, visit her
on the web at: http://WendyWeiss.com
332

I’m sure you’ve heard the Curves International motto, “The
Power to Amaze Yourself.” I think network marketing could
use that slogan with equal conviction. Each year I am
amazed when I look back and see how my business has grown
and how I have grown as a person.
What other business is about personal
growth but disguises itself as a product
sales industry? It seems to me that per-
sonal growth IS our number one product.
Sure, we all provide products and services that people use and
love. Most of us love our companies and love our product
lines. But the main thing we are doing in this business is
becoming.
Becoming more educated.
Becoming better friends and partners.
Becoming more tolerant.
The
Power
to
Amaze
Yourself
What other business is about
personal growth but disguises
itself as a product sales industry?
The amount I earn is in direct
relation to the amount I learn.
LISA M. WILBER
333

Becoming more assured.
Becoming more amazing people!
I started my direct sales business like most people I know. I
needed some extra money, and I remembered a direct seller
coming to my house showing samples to my mom when I was
a young girl. I thought this seemed like a good way to earn
extra money, and I already knew and liked the products. So, I
paid my $25 for the starter kit, and I made extra money for
many years.
Fast forward to 1987. I was working as a full-time secretary at a
computer company in Bedford, New Hampshire, when our
whole department received pink slips shortly before
Thanksgiving.
Even though the country was in the middle of a recession, we
were all in shock. Unable to find another secretarial job (I even
applied at a temp agency and got turned away because I didn’t
type fast enough!), I turned back to my direct sales business in
desperation.
Could I possibly earn enough money to
replace my secretarial pay and benefits?
With limited options, I dove in headfirst and started working
full time, and the first year was miserable....
I had to reinvest much of my profits, and I was disorganized
and unsure of myself. I gave up more than once, even taking
a teller job at a bank for six weeks during one especially
disheartening stretch.
It was the bank job that opened my eyes. Between the dress
code, the forty-five-minute commute, and the small salary I
received after paying for downtown parking, I had had enough.
I refocused on my direct sales business and got to work.
334

Our company came out with their network marketing option in
1990, but I didn’t go for it. I had heard many negative stories
about this selling style and was completely unconvinced I
could benefit from it.
It took three years of investigating to change my mind. I read
books about network marketing, subscribed to Upline®
magazine (THE network marketing magazine at the time) and
snuck in to other network marketing company’s meetings to
learn what it was all about. I finally signed up for my
company’s network marketing program in January of 1993.
The first year of working the network
marketing part of my business was just as
hard as it had been when I went full-time
in direct sales.
I was disappointed and discouraged often, but I kept reading
and learning. I made an agreement with myself that I would
work my way to the top of the pay plan with my company (they
call that position “Senior Executive Unit Leader”), and only
then would I decide whether it was worth it or not. I vowed not
to quit until I made it to the top.
After fifteen months, I made Senior Executive Unit Leader!
The day I found out, I was so unbelieving... I made the lady that
called to tell me from our corporate headquarters FAX me a
copy of her computer screen with my name and my title
showing! It was a moment I’ll never forget.
Had it been worth it? You bet!
In the months and years that have followed that amazing day, it
has just gotten better and better and better. I’ve earned almost
twenty all expenses paid trips from my company to places like
Puerto Rico, Cancun, Hawaii, the Bahamas, Los Angeles,
Washington, D.C., and Alaska.
The Power to Amaze Yourself
335

I’ve been receiving our company’s car allowance since 1994
and paid for three new vehicles with it.
My personal earnings passed the $2
million dollar mark in the spring of 2005.
Because of my accomplishments with my company, I have
also started a speaking business “on the side,” earning my
professional status with the National Speakers Association; I
have given over 200 seminars nationwide. I’m the author of
three books and an audio tape set. My story has been featured
in magazines such as Empowering Women, Dreams, Upline,
Fortune, and Executive Female. The books Wave 4, Dream
Achievers and Avon, The Company for Women, among others,
have also featured my story. I even had a Nashville recording
artist write and record a song about me entitled, “Have A
Dream Come True.” Amazing!
I think the most amazing part is that I
continually feel like I am just starting out
at the beginning of my journey, with new
worlds to discover and new skills to learn.
I am aware more and more that anything is possible. One of
my biggest personal goals is to read and listen more than
anyone else I know. I know that the amount that I learn is in
direct relation to the amount I earn.
Direct sales and network marketing has done all of this for me,
and it continues to change my life in ways I could not have
imagined for myself. Truly, this profession can give you The
Power to Amaze Yourself!
Lisa Wilber has been selling products and recruiting new
representatives for Avon since 1981 when she was eighteen years old.
She worked her Avon business part time until 1988 when she got
336

downsized out of her secretarial job. Her Avon income dramatically
increased after 1993 when she joined Avon’s multilevel marketing
program called Leadership. Lisa is multimillion dollar achiever,
currently the #4 money-earner in the country with over 2000 represen-
tatives in her downline.
Lisa has been written about in the Upline Journal, Home Business
Connection, Wave 4 and New Hampshire Business Review. You can
visit Lisa on her website and take advantage of all her free resources
at: http://WinnerInYou.com.
The Power to Amaze Yourself
337

After graduating from college, I worked as a manager for a
large corporation, and my wife Ruth was an elementary
school teacher. Like so many people, we were living
paycheck to paycheck, trying to get the promotions, save some
money, invest some money, and looking forward to retiring
some day. Work hard! That’s what we were taught.
My brother first introduced us to network marketing in 1975,
and one year later, network marketing became our full time
business. We worked very hard with that first company and
enjoyed the freedom we were experiencing, but we never real-
ly became financially independent. About ten years later, our
children were starting to enter college and we needed more
income—so I got into the car business and worked on a straight
commission, basically seven days a week for five years.
In 1991, we were introduced to our present company, but for
six months, we rejected the idea of ever getting into network
marketing again. Finally after seeing some dramatic product
results with my sister and talking to a very successful consultant
Network
Marketing.
It
Almost
Sounds
Like a
“Fairy
Tale”...
Changing people’s lives is what
really drives this business—
average people who decide not to
live an average life and find this
tremendous vehicle of network
marketing to make it happen.
DENNIS WILLIAMS
339

who had been with this company for about a year and a half,
we became independent consultants. Eight weeks later, I was
full-time in the business.
When we tell people about our business, it almost sounds like
a “fairy tale.” As I sit in my home office overlooking Puget
Sound with Mt. Rainier and the Cascade mountain range in the
background, ships and sailboats are cruising by and a pair of
bald eagles are soaring overhead.
All the while I’m thinking to myself…
“Well, here I am at work.”
Ruth and I have introduced our business to six people outside
the state of Washington, where we live, but in fifteen years, our
business has expanded to every state in the country and we
now receive royalty income from over twenty different
countries on four continents. The organization we developed
generates millions of dollars in revenue each month for our par-
ent corporation, and we do it with virtually none of the com-
mon business concerns. We have no overhead, no
employees, no inventory, and no paperwork.
People often ask us… “Well, what do you do?”
We simply became customers ourselves
and then referred other people to the
company.
Our company’s mission statement says it all: “To inspire
individuals to discover a whole new way of life, and provide
them the opportunity to live it by changing their lives through
improved health and financial well-being.” The word “inspire”
is the key. There is nothing in that mission statement about
selling anything. That’s one thing we love about this business.
We are truly offering a gift, not begging a favor.
340

We enjoy the freedom! Freedom to choose when, where, how,
how much, and with whom we spend our time and work with.
Freedom to catch a matinee in an empty theater, enjoy the
show and still be “employed” when we return back to the
office; freedom to go camping in the middle of the week, when
everyone else is at work; freedom to take a vacation once a
month, if we choose to do so.
This business also provides the greatest “Insurance Policy” in
the world. In our fifth year in the business, I had a major health
challenge. Maybe because I didn’t eat properly, didn’t exercise,
had some bad genetics, or for whatever reason—I was unable
to “work” for the last three months of that year.
If I was unable to show up for work when I was in the car
business, who would have sold a car or a truck for me?
Answer: Nobody! In this business however, our business
partners had become really great friends, just like family. In
your own family, I’m sure that if someone has a challenge,
others would rally around. This was no different.
When the word got out that I had a
problem, there was an outpouring of love
and compassion I can hardly describe.
Our home looked like a florist shop, and so many cards and
letters came in, they were over the weight limit I was allowed
to pick up for the first few weeks.
At the end of the year, I looked at our 1099 and remarked to
Ruth, “Isn’t this amazing? I haven’t been able to do anything for
three months, it’s only our fifth year in the business, but if I was
to earn the same amount of money that we were paid this year
working at my previous job, I would have had to work there for
an additional thirty-seven more years!”
Can you imagine an insurance man sitting down at your
Network Marketing. It Almost Sounds Like a “Fairy Tale"...
341

kitchen table and saying,
“We’ve got a great new policy here... If
you can’t work for three months… no
worries... we’ll simply give you a check
for thirty-seven years of your annual
income to tide you over.”
Of course, there is no such thing, and if there was, nobody
could afford the premium. What was the premium we paid?
We spent a few hours every week… “inspiring individuals to
discover a whole new way of life, and providing them the
opportunity to live it by changing their lives through improved
health and financial well-being.”
Changing people’s lives is what really drives us. So far, we’ve
helped thirty-seven of our friends become members of our
company’s “Millionaire’s Club,” and thousands of others earn
substantial part-time or supplementary income. Someone once
described this industry as a “personal development program
masterfully modeled into a business.” How true that is.
Everyone has an equal opportunity to
become as unequal as they possibly can.
We can’t think of anything we would rather do. Changing the
world for the better, helping ordinary people achieve
extraordinary wealth while improving the quality of our lives
and the lives of others… What a way to make a living! It
doesn’t just sound like a fairy tale—it IS a fairy tale. Only this
one came true.
Dennis and Ruth Williams are seven-figure annual income earners and
have created thirty-seven career millionaires in their networking organ-
ization. To learn more about Dennis and Ruth (and take a virtural tour
of their magnificent home), visit their website here: http://ybhurtn.com.
342

I find myself more passionate about network marketing
today, in 2007, than ever before, but my reasons may
surprise you.
No point in trotting out the age-old advantages of working
at home, no boss and time freedom, because those are so
obvious.
No point in rehashing the wonder of logarithmic growth,
passive residual income, or any other subject that most first
graders already know about our profession.
To be fair, those are all significant advantages over most
industries, but they no longer excite me.
What floats my boat is the ability to
rescue people from their bondage to
electronic focus splitters and introduce
them to the magic of human contact.
My
Passion
for
Network
Marketing
Bonding is what atoms and people
are driven to do. That’s what
makes us passionate and vitally
alive. Professional networkers are
bonding with others for a living,
while most other people are
laboring in alienation.
MARK YARNELL
I
343

To understand my passion for network marketing, you must
understand my roots. My early years were filled with human
interaction, wonderful neighbors, creative childhood games, and
outdoor functions. None of the parents in our neighborhood in
Springfield, Missouri locked their doors at night, and everyone’s
home was always open to everyone else. Everything was human,
and reality was real, not virtual.
Everybody knew everybody else on a first name basis, and
although there were a few who had pen pals, communications
were face-to-face and verbally demonstrative. I grew up in a
community of wonderful human interaction devoid of
pedophilia, kidnappings, guns, or digital isolation. Mine was a
world of bonding at the deepest level.
Call me old-fashioned, but I find myself sailing towards the
autumn of life missing many things that meant so much in my
early years.
Pushing buttons on video games doesn’t do it for me. Sending
e-mails brings me no fulfillment. I don’t like cubicles that
separate people, and I’m not impressed with celebrities who
became heroes because they inherited money or starred in a
couple of movies.
Simply put, I’m passionate about our industry because it’s good,
old-fashioned, word-of-mouth selling. It’s people helping people
and big business without lawyers or huge malpractice premiums.
I believe network marketing is more than
just the last bastion of true capitalism. I
believe it’s the last field in which people
actually win by building relationships and
engaging in human interaction at its most
desirable level.
344

I was horrified recently to learn that a huge US company had
slipped so far into the cesspool of digital inhumanity that they
had actually terminated several hundred loyal employees by
e-mail. Horrified, but not surprised, given the direction of
corporate insanity now commonplace outside our industry.
In networking, my associates are also my friends. I want them
to succeed, and when they do, we both win. I care about the
success of all who choose to enter our field no matter which
company they choose, because they are kindred spirits. I would
go so far as to suggest that should our industry ever go away, it
would be a bleak day for all of capitalism.
Until such time, I will remain passionate and committed to a
wonderful industry from which anyone with the motivation to
do so may rise to levels of greatness so long as they can make
friends, keep their word, and care sincerely about the success
of others.
I think that the greatest attribute of
network marketing is that it allows an
increasingly alienated population to
rediscover the wonder of actual human
connection.
Of necessity, those who tend to succeed in our industry are
ultimately forced to return to their human roots and bond with
other human beings. Believe it or not, like atoms themselves,
we humans are bonding entities. There are only about one
hundred kinds of atoms in the entire universe, yet there are
gazillions of life forms, masses, and minerals. Put a few atoms
together and, poof, you have water. Put a bunch of those
together and, poof, you have an ocean. The more they bond,
the greater their diversity.
We the people are neurologically hardwired to crave bonding
and operate in synergistic ways. While many industries are
345

oriented towards alienation and separation, our industry relies
on human contact.
Karl Marx may have been delusional, but he did advance one
concept that seems to be happening. His grand socialistic plan
was a flop, and capitalism is brilliant. However, he suggested
that if we capitalists were not careful, we would evolve into an
alienation of labor followed by the labor of alienation.
Enter the electronic focus splitter (EFS). Today, most people
communicate, work and play on digital devices, alone and
alienated from others. EFSs come in many forms, including cell
phones, computers, televisions, iPods, and DVD players.
Consider the first one: the cell phone. A guy can be sitting in a
restaurant, about to propose to his beloved, when his cell
phone rings and immediately his focus is shifted from his future
wife to someone else. Or let’s get more serious. Every sixteen
minutes, another cell phone-related traffic fatality occurs in
North America. Some driver is focused on guiding a three-ton
piece of metal at 60 MPH, and his cell phone rings. He
swerves while reaching for it and takes out a family of four.
EFSs are brilliant technological innovations often misused by
society. A handful of companies earn billions by luring
people into their constant usage with the mistaken notion that
focus on any intended goal is secondary to engaging in digital
conversations or observation.
I’m passionate about network marketing
because I can help people wean
themselves from allowing EFSs to rule
their lives.
Mindless net-surfing and overuse of cell phones serve no
purpose to an individual who sells products and recruits people
through relationships based on human dialogue and personal
346

word-of-mouth interaction.
While most people are laboring in
alienation in front of little phosphorous
screens or dangerously talking to others
while driving, professional networkers are
bonding with others.
And bonding is what atoms and people are driven to do. It’s
what makes us passionate and vitally alive.
I don’t own a cell phone. I can’t turn on a computer, and I still
prefer my blackberries with cream and sugar. I’m from the old
school of baby boomer Midwesterners who still believe in
launching business with a handshake and doing one’s best to
create a win/win in every endeavor. Sideways smiles don’t
impress me, but I like a good hug.
I’m very passionate about network marketing—more so than
ever. As more and more people decide to stop laboring in front
of technology, alienating themselves from the one thing that
drives both atoms and people, we offer them a wonderful
profession based on human interaction and real bonding.
Sure, there’s big money in networking, but I’m more passionate
about relationships than the monthly income. Take four billion
dollars to the moon, live alone in a lead-lined igloo with
nothing but a computer and iPod, and see how fulfilling life
can really be for the wealthy. I rest my case.
Mark Yarnell is an accomplished author, motivational speaker and
international businessperson. Mark is the recipient of the coveted
American Dream Award as an outstanding entrepreneur. With eighteen
years of applied network marketing experience, he built a successful
international distribution organization of more than 300,000 marketing
representatives in twenty-one countries.
347

This is the part of the book where writers and editors list all
the people who help make the book possible, from muses
to mentors to mechanics. I run for the dictionary in such
cases to make sure I know what I’m doing. It surprised me to
learn that the first definition for acknowledge, was “to
admit the existence, reality or truth of.” I had to scroll down to
confirm the meanings “recognition” and “express thanks or
gratitude” I expected.
So, I will now express my heart- and mind-felt appreciation for
the authors, our designer, editor, printer, and publishers by
openly admitting their existence and the reality and truth of
how truly remarkable each of them are.
I claimed to bring together more than fifty of the brightest
minds in–side–and–out–side network marketing—well–known
experts, authors, speakers, trainers, coaches, and especially
been-there doing-that now business-building leaders—the best
of the best. That has been accomplished. That is who and how
the authors are and I appreciate each one of them.
Claudia Volkman is my editor—yes, even and especially editors
need an editor. Hardworking, fast, focused, and wise in the
ways of words and the people who write and read them, the
woman is a joy to work with. Always a pro and always
apropos, if you have a book in you, Claudia will bring it out
best. You can reach her at: 630.935.3611 and via email at:
cvolkman@mac.com.
ACKNOWLEDGEMENTS
BY JOHN MILTON FOGG
348

It’s Time... was designed by Tom Bellucci. I have known and
worked with Tom since the Upline® days. I’m happy to let the
look and feel of this book speak for itself. Tom is wonderful to
work with and should you choose to do so, you will be beyond
pleased and proud. You can contact Tom in Virginia at:
434.466.4666 and via email: tbellucci@comcast.net.
It’s Time... was printed by Action Printing of Fond du Lac,
Wisconsin. Tom “Big Al” Schreiter turned me on to them years
ago, and they have been “my printers” ever since. I was told
once, “You can have your job 1. Fast. 2. Great price. 3. High
quality. Pick TWO!” Gregg Davis, Sarah Birthman, and all the
people at Action Printing give you all three—and are absolutely
the nicest printing people I’ve ever worked with. They can be
reached at: 800.472.0337 and on the web at:
http://ActionPrinting.com.
It’s Time... is co-published by two of its authors. They are my
friends, associates, and partners. And... one is my upline and
the other my coach. You’ll learn more about Leonard Clements
and Monique Gallagher on the following pages.
349

350
If you wish to achieve bigger goals in
network marketing than you've ever
achieved before... you'll need a coach—
and a good one.
...a proven, results-getting coach who helps you identify and
break-through what has stopped you in the past and open up
new possibilities that deliver “Authentic Confidence,
Sustained Motivation, and Performance.”
“I'll say this straight out: I have made more and better
self-discoveries, broken through more self-imposed barri-
ers and achieved greater productivity and performance
results faster with Monique Gallagher's Highest Potential
Training than anything else I've ever experienced.”
—John Milton Fogg
Monique Gallagher is an author, speaker, trainer and business
performance coach. Her focus and expertise is on teaching you
how to remove the obstacles that prevent people from
accomplishing their optimal performance and productivity.
If you are ready to break through your limitations—conscious
and unconscious—a great first step is to get her Free Report:
8 Vital Issues a Network Marketer Must Resolve to Succeed
at: http:HighestPotentialTraining.com/VitalIssues.
To learn more about Monique Gallagher’s coaching and
training, contact her at: 888.310.6875 or via email:
Monique@Highest-Potential.com.
HIGHEST POTENTIAL TRAINING
MONIQUE GALLAGHER

MarketWave is the definitive
clearinghouse for accurate, objective
information about our industry.
For more than sixteen years, author, speaker, trainer and court
certified expert in the field, Leonard Clements has concentrated
his full-time efforts on researching and analyzing all aspects of
MLM/network marketing.
“When I want the truth... when I’ve got to separate facts
from fiction and learn the real story about any aspect of
this business, I call Len. Nobody, and I do mean nobody,
has researched and analyzed its history, methods,
philosophy, facts & figures and trends, nor exposed the
hype, lies, and misconceptions more or better. Len
Clements is the expert!”
—John Milton Fogg
Leonard is the author of the controversial book Inside Network
Marketing and the best-selling audios Case Closed! The Whole
Truth About Network Marketing and The Coming Network
Marketing Boom. His website is an extensive resource of
research, articles, products, surveys and support. And his free
MarketWave ALERT newsletter is a must for any sincere and
serious network marketer.
To learn more about Leonard Clements’ work, projects,
and products, call 800.688.4766, visit the website:
http://MarketWaveInc.com, write to MarketWave, Inc., 2406
Canberra Ave., Henderson, NV 89052 or email:
MarketWave@cox.net.
351
MARKETWAVE, INC.
LEONARD CLEMENTS

The most remarkable form of free enterprise ever created.
It’s Time... Network Marketing went beyond accepted.
It’s Time... Network Marketing became truly admired.
Unlike my regular publications,
It’s Time... isn’t available through the
usual on-and-offline outlets. Don’t bother
looking for it at Amazon or Borders.
There’s no ISBN number or bar code.
No retail store sales (for now, probably
forever). The only way to secure a copy is
to order direct from me online. The cost is
$25 (plus delivery). If you’re interested in
quantity purchase, write or call. If
possible, I’ll do it. Of course the book
carries a “satisfaction or your money
back” warranty.
To order, go to: http://RemarkableNetworkMarketing.com
Thanks.
I appreciate you.
- John
John Milton Fogg, Inc.
2370 Saddle Hollow
Crozet, Virginia USA
+434.823.9303
jmf@GreatestNetworker.com
IT’S TIME...
FOR NETWORK MARKETING

Free Enterprise $25
The most remarkable
form of free enterprise
ever created
52 of the brightest minds
in-side-and-out-side network
marketing—the best of the
best in the business—come
together to show and tell you
why network marketing is
THE most remarkable form of
free enterprise ever created.
Lou Abbott, Margie Aliprandi, Robert Allen,
Scott Allen, Jim Bartlett, Richard Brooke, Bob Burg,
Art Burleigh, Corey Citron, Leonard Clements,
Anthony Diaz, Michael Dlouhy, Steve Dom,
John Milton Fogg, Monique Gallagher, Jim Gillhouse,
Lim Eng Hai, Art Jonak, Nicki Keohohou,
Robert Kiyosaki, Kim Klaver, Brian Klemmer,
Terri Levine, Mike Lewis, Linda Locke,
John David Mann, Jillian Middleton, Kathi Minsky,
Warren Nelson, Rod Nichols, Shelley Penney,
Paul Zane Pilzer, Mike Potillo, Paula Pritchard,
Bob Proctor, Lorna Rasmussen, Kimberly Rhodes,
Kathy Robbins, Teresa Romain, Tony Rush, Tim Sales,
Tom Schreiter, Bo Short, Roberto Torres, Ty Tribble,
Jackie Ulmer, Dr. Denis Waitley, Diane Walker,
Wendy Weiss, Lisa Wilber, Dennis Williams, and
Mark Yarnell
Editor: John Milton Fogg
Copy Editor: Claudia Volkman
Designer: Tom Bellucci
Publishers: Leonard Clements, MarketWave, Inc.
and Monique Gallagher, Highest Potential
Printer: Action Printing, Wisconsin

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