The Ultimate Guide to Network Marketing E-Book

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 630

Veröffentlichungsjahr: 2011

Beschreibung

Successful network marketing entrepreneurs share their secrets In The Ultimate Guide to Network Marketing, network marketing guru Dr. Joe Rubino offers readers a wide variety of proven business-building techniques taken from many of the most successful network marketing leaders in the industry. Presenting a wide range of different perspectives and tactics, this comprehensive guide offers beginning network marketers and seasoned veterans alike all the specialized information and strategies they need to grow their business. Revealing a world of secrets it would take a lifetime in the industry to amass, the 37 contributors in this handy resource provide one-of-a-kind advice for building extreme wealth.

Leseprobe

Table of Contents

Title Page

Copyright Page

Dedication

Foreword

PREFACE

Acknowledgments

ABOUT THE EDITOR

CHAPTER 1 - Carpe WOO!

CARPE WOO LESSON 1: WHAT YOU FOCUS ON IS WHAT YOU CREATE

CARPE WOO LESSON 2: IF IT’S NOT WORKING, TRY SOMETHING DIFFERENT

CARPE WOO LESSON 3: BE A WORLD-CLASS BUDDY THANKER

CHAPTER 2 - Bring the Right Attitude to Your Network Marketing Experience

CHAPTER 3 - Nine Things More Important Than Capital for Achieving Network ...

CHAPTER 4 - Creating a Winning Strategy for Your Network Marketing Business

STRATEGY QUESTIONNAIRE

PUTTING IT ALL TOGETHER

CHAPTER 5 - The Power of a Great System

ESTABLISH GOALS

MAKE A COMMITMENT

DEVELOP A PROSPECT LIST

GET BUSY!

THE SYSTEM AS AN OPPORTUNITY TOOL

WHAT ELSE?

CELEBRATE!

CHAPTER 6 - Behave Your Way to a Six-Figure Income

CHAPTER 7 - VITAL Signs of a Healthy Business

VISUALIZE YOUR VISION

IGNITE YOUR INTENTION

TRAIN YOUR TEAM

ACT AUTHENTICALLY

LOVE YOUR LIFE

CHAPTER 8 - The Most Critical Skill Every Network Marketing Professional Must Possess

CHAPTER 9 - Belief: Why It’s So Vital, How to Build It, Who’s Responsible

FORMING BELIEFS

BUILDING BELIEF IN YOUR COMPANY’S PRODUCTS OR SERVICES

BUILDING BELIEF IN THE COMPANY

BUILDING BELIEF IN THE INDUSTRY

BUILDING BELIEF IN YOURSELF

WHO’S RESPONSIBLE FOR BUILDING ALL THIS BELIEF?

RECOGNITION PROGRAMS

VISION AND SELF-MOTIVATION

YOUR ATTITUDE REALLY DOES DETERMINE YOUR ALTITUDE

CHAPTER 10 - The Stages to Achieving Freedom Well Earned

STAGE ONE: GETTING STARTED

STAGE TWO: A FULL-TIME BUSINESS OF YOUR OWN

STAGE THREE: PRIVILEGED LIFESTYLE—FREEDOM

CHAPTER 11 - You Are Only a Couple of Sentences Away from Terrific Success in ...

CHAPTER 12 - A Sense of Urgency

SEVEN “TREMENDOUS” LAWS OF LEADERSHIP

DISCIPLINE AND LOYALTY

CHAPTER 13 - The Art of Persuasion

1. BE POSITIVE

2. PROSPECT

3. PREPARE

4. PERFORM

5. BE PERCEPTIVE

6. PROBE

7. PERSONALIZE

8. PLEASE

9. PROVE

10. PERSIST

CHAPTER 14 - Why Won’t They Listen to Me?

PRESENTING THE BUSINESS

PRESENTING THE PRODUCT

CHAPTER 15 - Finding Passion in Your Business

BUILD YOUR BELIEF SYSTEM

PUT A PLAN TO YOUR PASSION

CHAPTER 16 - Finding Your North Star

CHAPTER 17 - Values-Based Selling

CHAPTER 18 - Recognition: The Driving Force

CHAPTER 19 - The Magic of Network Marketing: Building Real Residual Income

CHAPTER 20 - Creating a Steady Stream of Prospects

CHAPTER 21 - Creating a Simple Yet Effective Method of Operation

STANDARDIZING THE OPPORTUNITY AND PRODUCT

THE METHOD OF OPERATION LITMUS TEST

A REVEALING CASE STUDY

KEEPING THE MAIN THING THE MAIN THING

THE BIG QUESTION

THE SOLUTION

THE MAGIC OF THIRD-PARTY TOOLS

CHAPTER 22 - Sponsoring a “No”

CHAPTER 23 - Leadership in an All-Volunteer Army

NETWORK MARKETING ROCK STARS

SOUNDS PRETTY GOOD, WHERE DO I SIGN UP?

CHANTING ON MOUNTAIN TOPS

LET YOUR PASSION BECOME YOUR CHAUFFEUR

EXPECTATIONS DON’T LIKE TO DRIVE BEAT-UP 1984 FORD ESCORTS

EXPECT SOMETHING GREAT!

THE HIGHER YOU CLIMB, THE MORE YOUR REAR STICKS OUT

THE FORMULA FOR LEADERSHIP SUCCESS

YOU SIMPLY CANNOT MANAGE YOUR WAY TO THE TOP

THE FORMULA FOR MANAGEMENT SUCCESS

CHAPTER 24 - Free, Fun, and Creative Ways to Find an Endless Flow of Hot New ...

YOUR WARM MARKET

MY SEVEN-SECOND PRESENTATION

TAPES AND CDS

THREE-FOOT RULE

HOME PARTIES

LOCAL HOTEL GATHERINGS

CHAT ROOMS

BUSINESS CARDS FROM BULLETIN BOARDS

GET TO KNOW SOME TOP DOGS

THE VOICE MAIL HIT

VIRAL E-MAI L

TALKING OR VIDEO E-MAIL

BATHROOM ADS

THE LEAVE BEHIND

FLEA MARKETS

HIRE YOUR KIDS

REPS WHO ALREADY CALL ON BUSINESSES

PROFESSIONAL SPORTING EVENTS

ASK FOR REFERRALS

CELEBRITY ENDORSEMENT

WRITE ARTICLES

GOOGLE AD WORDS

COLLEGE STUDENTS

SIZZLE CARDS OR DROP CARDS

PLEASE HELP ME OUT

TIP WELL AND LEAVE YOUR CARD

PHONE CALL LISTS OF NETWORK MARKETERS OR OPPORTUNITY SEEKERS

MATCHBOOKS

CLASSIFIED AND DISPLAY ADS

ONLINE BUSINESS OPPORTUNITY FORUMS

NONPROFIT GROUPS

RADIO ADS AND RADIO SHOWS

LEAD LISTS

CHAPTER 25 - Prospecting and Creating High Visibility to Attract Business Builders

CHAPTER 26 - Octopus Networking: Stretch Your Tentacles and Inspire Others to Help

SUCCESSFUL NETWORKING

DREAM LIKE A CHILD, DECIDE AS AN ADULT

DEVELOP AN EFFECTIVE MESSAGE BASED ON BENEFIT

STRETCH THE OCTOPUS’ TENTACLES

CONTINUALLY BENEFIT YOUR CUSTOMERS

ENGAGE NAYSAYERS!

CHAPTER 27 - Heating Up Your Cold Market

INTERNET-GENERATED LEADS

ADVERTISING

THE LONG HAUL

AFFINITY GROUPS

MAKING IT WORK FOR YOU

CHAPTER 28 - The 7 Best (and Most Profitable) Internet Prospecting Tools

THE MODERN MIRACLE: PAY-PER-CLICK ADVERTISING

SET IT AND FORGET IT: AUTORESPONDERS

THE INTERNET GOES OFF-LINE: POSTCARD PROSPECTING

YOU’RE THE EXPERT: WRITING YOUR OWN PRODUCT

THAT TIME OF THE MONTH: PUBLISH A NEWSLETTER OR E-ZINE

CAN YOU HEAR ME NOW?: ONLINE AUDIO

LIGHTS, CAMERA, ACTION: ONLINE VIDEO

CHAPTER 29 - The Internet Can Replace Your Warm Market

CHAPTER 30 - Building Your Network Marketing Business with Trade Shows, Booths, ...

PROPER PLANNING

LOCATION, LOCATION, LOCATION

DISPLAYS

THE FUN BEGINS

THE FORTUNE IS IN THE FOLLOW-UP

CONCLUSION

CHAPTER 31 - Party Your Way to the Top of Network Marketing!

CHAPTER 32 - How to Use Direct Mail to Promote Your Network Marketing Program

CHAPTER 33 - Proper Follow-Up: The Hidden Gold Mine

ACCOMPLISHING YOUR INTENDED OBJECTIVE

GETTING A REFERRAL

BRANDING YOURSELF

MAKE THE MOST EFFICIENT USE OF YOUR TIME

LEAD BY EXAMPLE

THE PROCESS

CHAPTER 34 - Visionary Leadership

BUILDING AND LEADING YOUR ORGANIZATION

CHAPTER 35 - Posture, Process, and Perspective Create Profits

POSTURING YOURSELF TO WIN IN NETWORK MARKETING

HOW LONG IS YOUR PERSPECTIVE?

NETWORK MARKETING SALES—THE ULTIMATE POSTURING

PROCESS IS THE DIRTY WORK

SALES AS A PROFESSION

ACTIVITY BEATS ATTITUDE

ESTABLISH A DAILY METHOD OF OPERATION

FUNDAMENTAL LAWS OF SUCCESSFUL NETWORKING

PERSPECTIVE IMPACTS EVERY THOUGHT YOU THINK AND ACTION YOU TAKE

ATTITUDE: PERSPECTIVE WITH A SMILE

QUITTING IS NOT AN OPTION

CHAPTER 36 - What Are You Afraid Of? Overcoming Challenges, Obstacles, and Fear

WHAT ARE THEY THINKING OF ME?

REBUILDING CONFIDENCE AND BELIEF IN YOURSELF

YOU HAVE THE POWER

FEAR MAKES YOU SMALL, WHILE FAITH MAKES YOU BIG

TRUE SELF VERSUS FALSE SELF (THE IMPOSTER)

THE POWER OF ONE

CHAPTER 37 - The Importance of High Self-Esteem to Your Network Marketing Success

CREATE A VISION FOR YOUR LIFE THAT HONORS YOUR MOST IMPORTANT VALUES

CREATE AN ACTION PLAN CONSISTENT WITH YOUR VISION

MANAGE NEGATIVE SELF-TALK AND ACT FROM YOUR NEWLY INVENTED DECLARATION OF WHO ...

AFFIRM YOUR STRENGTHS AND ACKNOWLEDGE YOURSELF DAILY

TAKE ON A PERSONAL DEVELOPMENT PROGRAM

CHAMPION YOUR TEAM

RECOMMENDED RESOURCES

INDEX

To receive more than $1,000 in FREE BONUSES from leading Network Marketing experts and trainers (like Dr. Joe Rubino, Jim Rohn, Tom “Big Al” Schreiter, Terry Telford, and many others), please follow the simple three steps below. These FREE bonuses are intended to support the success of all network marketers in any company.

1. Purchase your copy of The Ultimate Guide to Network Marketing by Dr. Joe Rubino.

2. Visit http://www.thebusinessprofessional.com/bonuses and enter the number on your receipt proving your purchase.

3. You will receive in response an e-mail with complete instructions on how to claim your FREE BONUSES with no further obligation.

This is our way of thanking you for your purchase and for making a commitment to your Network Marketing success!

Copyright © 2006 by Dr. Joe Rubino. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, [phone], fax [phone], or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, [phone], fax [phone], or online at http://www.wiley.com/go/permissions.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or other commercial damages, including but not limited to special, incidental, consequential, or other damages.

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at [phone], outside the United States at [phone] or fax [phone].

Designations used by companies to distinguish their products are often claimed by trademarks. In all instances where the author or publisher is aware of a claim, the product names appear in Initial Capital letters. Readers, however, should contact the appropriate companies for more complete information regarding trademarks and registration.

Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com.

Library of Congress Cataloging-in-Publication Data:

The ultimate guide to network marketing : 37 top network marketing income-earners share their most preciously guarded secrets to building extreme wealth / [edited by] Joe Rubino.

p. cm.

Includes index.

ISBN-13 978-0-471-71676-1 (pbk)

1. Multilevel marketing. I. Rubino, Joe.

HF5415.126.U38 2006

658.8’72—dc22

2005006849

This book is dedicated to the network marketing leaders, trainers, and experts who generously shared their most preciously guarded secrets and insights into what it takes to reach the top pinnacles of success in the network marketing profession. It is further dedicated to the millions of network marketers whose lives it will impact through those who achieve top levels of success by having utilized any of these principles.

FOREWORD

Prospecting, following up, and enrolling—these are the three primary behaviors that most would agree support large-scale success in net work marketing. But what are the key elements to doing these behaviors in a way that will provide the most productive results? And what of all the other elements necessary to achieve top levels of success in this profession, like effective training, leadership development, and personal growth strategies, to name just a few? Surely there must be thousands of critical topics one could write entire libraries about without totally exhausting the wealth of knowledge available on what is necessary to achieve great things in this industry. And each topic would likewise contain thousands of different approaches proven effective in the hands of different leaders, all intended to achieve the same goal—personal and financial freedom through network marketing.

So, does that mean you’d have to buy and read dozens or perhaps even hundreds of books to glean the wisdom of network marketing’s top leaders? Not anymore. The most critical elements distilled from the combined wisdom of some of network marketing’s top business builders and trainers are now available in one important book, this one. And who better to put such a book together than Joe Rubino?

Dr. Rubino has spent the past 15 years as a student of the twin disciplines of network marketing and personal development. He knows what works and has learned through actual field experience what does not. Unlike many networkers who subscribe to the philosophy that success comes simply from throwing enough mud against the wall and seeing what sticks, Rubino’s approach is one that honors others. In his best-selling books such as Secrets of Building a Million-Dollar Network Marketing Organization from a Guy Who’s Been There Done That and Shows You How You Can Do It, Too and The 7-Step System to Building a $1,000,000 Network Marketing Dynasty: How to Achieve Financial Independence through Network Marketing, you can read about an approach to success that requires building rapport, creating rich value, and looking with prospects to explore how our income opportunity can be a fit by contributing to their lives in some meaningful way. Rubino’s way respects that network marketing may not be a fit for everyone. As more and more networkers follow these sound, honoring principles, both those prospects who see a fit for their lives, and more importantly, those who do not will be left feeling good about the experience. No pressure or coercion. No deceptive or dishonoring tactics. No arrogantly self-centered prospecting approaches, but rather listening, contribution, empowerment, and respect instead.

Rubino believes that we must put ourselves into personal development to maximize our effectiveness with others if we wish to see our businesses grow with maximum velocity and if we want all areas of our lives to work optimally. His approach is based on the assumption that our networking businesses will typically grow as rapidly as we do as people.

How do I know so much about Rubino’s approach? For the past 15 years, I’ve worked personally with him, side by side as his business partner in creating a life-impacting network marketing dynasty. I’ve been a student with him and then a co-teacher, trainer, and success coach in our company, the Center for Personal Reinvention, founded to champion people to be their very best, be most successful in all they do, and live lives without regret.

But let me get back to the question of why Rubino’s approach is so important to the future of network marketing and to each of our personal businesses. A business built on manipulation, imbalance, and self-centeredness will be both unlikely to last and unfulfilling at best. After all, isn’t fun and fulfillment as important to success as finances?

So why is such awareness so important to the information contained within these pages? Because Rubino hand selected other top networking leaders who share this same respect for others and knowledge of what is needed to be ultra-successful in this business. These leading networkers were asked to take their vast knowledge of the most important factors to reaching the top levels of any company and distill them down to one chapter. Each of this book’s contributors has expertise on some aspect crucial to achieving success in this business, and they have agreed to share these precious, guarded secrets with you, the reader, so that you may profit from their experiences.

Some of the contributors are experts at lead generation. That’s what they do best. Some talk about values and how values are key to our success and fulfillment. Others offer insights about how to appeal to our prospects’ most core values. Some are masters of enrollment, sharing their secrets of how to influence others with integrity. Others are adept at leadership development and share what it takes to champion ordinary people to believe in themselves so that others will believe in them as well and want to follow them. Some have a passion for people and personal development building skills and structures to support productivity and excellence.

In short, each has his or her own strengths and areas of expertise that will support your business-building efforts. None of us are as strong alone as we are by combining our strengths and sharing our insights so that we all may benefit. Just as a chain is only as strong as its weakest link, our networking businesses will be built to last only if all the foundational elements needed for long-term viability are present. This book speaks to each and every critical area necessary for accomplishment and duplication of that accomplishment.

What’s more, by covering so many different areas of expertise, the book offers something of value for every reader to take and immediately apply to his or her business. When you consider what one solid tip can mean to your business-building efforts, ponder for a moment what a hundred break-through-generating tips can do.

I suggest you read and reread each chapter. Get clear about the specific ways you can take the pearls offered by each leader and employ them in your own business. Then commit to doing so. No matter how valuable any information or advice is, if not applied and put into action it will be little more than a good idea. Our great vehicle of network marketing has the power to create awesome lives of choice and freedom. Decide to take advantage of its power by devouring each insight offered and applying this wisdom to your business.

To your success,

Dr. Tom Ventullo President, www.CenterForPersonalReinvention.com

PREFACE

What are the secrets to building an ultra-successful network marketing business? If you were to ask 30 top distributors and industry lead ers, you’d get 30 different answers with many areas of commonality. Each would also possess some totally unique insights into what it takes derived from their own field experiences that would not necessarily be shared by the others.

For more than 50 years, throughout the great profession of network marketing, the gift of a life-changing income, the opportunity to take part in fun and fulfilling work, and the chance to forever impact the lives of countless others has been shared by many top leaders and expert trainers in their own ways. Each of these extraordinary individuals has been successful in conveying the essential principles that have allowed their students (downline) to go out and touch the lives of countless others, creating wealth and with it, personal freedom in the process.

All of these experts, in building their personal fortunes through the vehicle of network marketing, have developed their own insights into what this process requires. And each has acquired some very special success distinctions that have supported their teams to duplicate their achievements to some degree. That is the very special gift that network marketing embodies: Those who reach top levels of accomplishment must have done so by supporting several others to duplicate their success and build networking dynasties of their own. No other profession better rewards its members for the exact levels of success they are able to convey to others. Networkers truly earn what they are worth!

Clearly, each of these networking gurus has much to share, as is evident by the wealth they have championed others to create and the lives they have forever influenced by sharing the awesome gift that networking can be. Many of these experts have written books, recorded tapes, conducted trainings, or otherwise shared their wisdom with others who have benefited from it. So, we asked ourselves the question: How powerful would it be if we could persuade each of these experts to share that one area of expertise they feel most significantly contributed to their own success and to that of their organizations and students? What if we could compile this cumulative wisdom in one book? What if we could share with others those special breakthroughs and closely guarded secrets that resulted in each of these gurus experiencing top-shelf accomplishment levels? Would we not then be able to create a synergistic effect, whereby 2 + 2 does not equal simply 4 but perhaps 40 or even 400?

And that’s exactly what we did. As a leading network marketing distributor and trainer, I handpicked those I consider to be the best of the best, the most knowledgeable experts in the network marketing profession. I interviewed hundreds of top distributors, authors, and trainers. From this elite group, I selected these 36 distributors, trainers, and industry leaders and invited them to submit a chapter apiece containing the special wisdom they believe to be responsible for creating their own successful dynasties and those of their students. These leaders were instructed to share actual secrets and tips that they knew would support people to be successful if they utilized this knowledge. No untested or speculative theories, just proven pearls that would have a significant impact on the business-building potential of the book’s readers.

The resultant topics you are soon to read about span every aspect necessary to build an ultra-successful network marketing business. They include such critical areas as visioning, prospecting, enrolling, training, building belief, creating personal development structures necessary for top success, and many more. Secrets in the realm of leadership development will be shared, as well as a wide variety of business-building techniques and pathways, from traditional to online building systems, from trade shows to direct mail to party plans. You’ll read about the actual tools that these experts shared with their organizations, making them successful in the process. All the key success principles and other areas of focus necessary to build a top network marketing business will be revealed.

The result of this compilation of wisdom from these trainers represents hundreds, perhaps thousands of hours of private training sessions, many to this point shared only within their own companies and personal organizations. The sheer magnitude of the ideas led to this book’s title: The Ultimate Guide to Network Marketing.

With a few notable exceptions, most network marketing books available today are anecdotal by nature. They share stories of individuals who have achieved success in the network marketing industry. These stories, while interesting and valuable, are no substitution for actual insights into how to build a top organization. To my knowledge, this is the first network marketing book written that gives readers a variety of different informed perspectives around what is necessary to achieve top success. It offers readers a wide variety of proven business-building techniques from many of the most successful network marketing leaders in the industry. It also offers the perspective of a great cross section of well-known top distributors and industry leaders who share the secrets they attribute to creating their own success.

To follow are 37 chapters outlining the core competencies necessary to build wealth while elucidating the leadership concepts that are of critical importance to building an ultimately successful organization.

In Chapter 1, Brian Biro shares how we can all create daily windows of opportunity to transform our lives and businesses. From deciding to live and work from a state of constant gratitude to paying attention to where you focus moment by moment, Biro supports us to pay keen attention to managing our thoughts if we want our businesses to grow and prosper. John Terhune, CEO of Rainmaker Consulting, expands upon this concept as he shares how top success always begins with the proper attitude. He gives step-by-step instructions about how to craft your winning attitude necessary to attract others to you like a magnet. Master motivational speaker Jim Rohn continues on this theme by discussing the qualities he sees as essential to any networker’s success. He shares how anyone can start a business with no capital as long as the entrepreneur possesses these critical components.

Cliff Walker, top distributor and industry trainer from England, shares the nine key tasks that make up his winning strategies for duplicating network marketing achievement. See how well you measure up in each of these nine areas by taking Cliff’s quiz to clarify where you stand. Shore up any lacking areas, and your business will be back on track. Mark Stevens, CEO of a very successful network marketing company, talks about the power of a great system and why the system is the key factor that can keep distributors on the right track headed toward fulfillment of their dreams. He outlines all the essential components of the system he teaches to his own company’s distributors.

Dave Klaybor has been both the CEO of a successful network marketing company and a top distributor. He discusses how our behaviors are shaped by our thoughts and other critical factors. When we are able to recognize what’s missing in this critical cycle, we can put it into place to ensure that our behavior will result in the accomplishment of the objects we desire. Glenn and Marian Head of an industry leading magazine, Networking Times, outline what the vital signs of a healthy business are. Put your life and business to the test and see how you measure up.

Of course, if you ask any successful networkers, most will tell you that a rock-solid belief level must form the foundation for all accomplishment. Master motivator Steve Siebold discusses the importance of mental toughness. He tells us how we can master our emotions to create a productive business. Art Burleigh tells us why belief is so vital to our businesses and how to build it so that you are unshakable. Top distributor Dan Conlon lists the stages successful entrepreneurs must master if they are to build a business methodically. Learn what the essential components of each stage are and put any missing elements into place for your business.

Tom “Big Al” Schreiter, network marketing CEO, top distributor, best-selling author, and the funniest speaker in the industry, takes a humorous approach to conveying the importance of arming our distributors with the skills they’ll need to overcome rejection and make effective presentations. Tom has a unique way of making this business simple and duplicable. Personal development legend Charles E. “Tremendous” Jones shares how we can develop a sense of urgency to move our lives and businesses in the right direction. His seven tremendous laws of leadership will put you on the path to success and fulfillment and have others want to join you in your business.

Master sales expert and motivational speaker Nido Qubein, talks about how anyone can master the art of persuasion. He breaks this skill down into 10 core components while helping you to categorize your prospect into one of eight personality types. Very informative! Speaking of the power of persuasion, network marketing company CEO and industry trainer Kim Klaver discusses the reasons why so many prospects or potential customers get turned off by our approaches. She shares some specific changes you can make to instantly come across as more attractive and authentic when speaking to others. Top distributor and network marketing company founder Kathy Coover outlines how passion must be at the center of our prospecting efforts. She shares how to clarify your passions, what questions to ask to support your prospects to clarify their reasons for joining, and how to apply these insights to create an effective plan of action.

Shannon Anima helps us clarify what our most important values are and then discusses how we can take advantage of these values to come across authentically while powerfully attracting others with the charisma that results from their realization that we are committed to championing their lives. Linda Avery takes this values conversation further, showing us exactly how we can identify what our prospects’ most important values are. Linda provides us with an easy way to find a fit for our products or opportunity based on what we discover about others as we ask questions, develop rapport, and contribute value to them.

Brad Hager is a master of recognition. He tells us how and why to include this key tool to build a multimillion dollar business, as he has. Senior vice president Barry Friedman has championed his very successful company’s growth by explaining the power of residual income. When your prospects clearly understand this concept as Barry presents it, they will want to join you in your business.

Acclaimed network marketing trainer and author of six books, Randy Gage shares how anyone can create a steady stream of new prospects. Randy reveals how we can support our new distributors to conduct effective, enrolling conversations that get their businesses off to a great start. Follow Randy’s direct and indirect prospecting approaches and never experience a shortage of qualified prospects again. Art Jonak, known as the Larry King of network marketing, writes about the importance of creating a simple, effective method of operation to sponsor, train, and duplicate in order to move your business continually in a forward direction. Teach your team these simple, duplicable skills that make the most of company tools, and they will be much more bulletproof and well prepared to succeed in the networking game.

Beatty Carmichael is a master of creating network marketing systems that work. He shares how you can turn any prospect’s “no” into the very reason that prospect ends up joining your team. His techniques build belief in even the most skeptical or reluctant prospects. Greg Arnold explains what top network marketing leaders are—and what they are not. See if you fit his definition of a leader. Leading distributor Nick Hetcher teaches us how to generate endless prospects in dozens of creative ways. Follow Nick’s advice and you’ll find prospects readily available who are qualified to join your business. Continuing on this endless prospects theme, Dr. Tony Alessandra, expert sales trainer and accomplished speaker, explains how to identify and enroll highly qualified sources of prospects. Forgoing the “three-foot rule,” Tony shares how to target those centers of influence that can open the door for us to introduce our opportunity to the masses they influence. Romanus Wolter expands upon the art of effective prospecting by revealing how you can utilize “octopus networking” to extend your reach and build your business with velocity. Romanus is adept at showing us just how to create value and reel our prospects in.

But what if you are not interested in (or are incapable of) introducing your friends, family, or those you meet as you go about your day? Amy Posner is an authority when it comes to working the cold market. Amy shares how anyone can work an opportunity-seeker leads program effectively as part of an overall prospecting strategy. She discusses several forms of advertising, the use of scripts, and other components essential to working with strangers who want what you have. Chris Zavadowski is a master Internet marketer. Chris will reveal the seven most profitable Internet prospecting tools you can use to build your business totally online, if you so choose. But I warn you, these are cutting-edge, advanced secrets you won’t easily find elsewhere. Great stuff!

Speaking of the Internet, Max Steingart has developed an entire Internet prospecting system using instant messaging. Whether you want to find a soul mate or your next network marketing superstar, Max shares how you can build your business by identifying prospects online and developing cyber-relationships that will lead to golden prospecting opportunities.

If Internet prospecting isn’t your style, you may be interested in learning how Dr. Don and Mary Lou Vollmer utilize trade shows, booths, and fairs to introduce their income opportunity and product lines to hundreds or even thousands of qualified targeted prospects over a weekend. The Vollmers share their secrets about what you’ll want to do to make this prospecting pathway a successful part of your standard method of operation. They explain how you can reach the top of your company’s plan by working just one show a month and following up the interested prospects you generate during the rest of the month.

Still hungry for other ways to easily build your business? Listen to expert author and top distributor Jan Ruhe as she gives you all the details concerning how to build by hosting home parties. Jan shares the secrets that have resulted in her reaching her company’s top position, making her one of the most successful women networkers in all of network marketing.

If the Internet, trade shows, and party plans aren’t for you, perhaps direct mail may be just the thing. Master mailer Larry Chiappone discusses how he built a direct mail empire and how you can use this strategy to sell your products and find your networking leaders. You’ll learn what all the key components to direct mail success are—from ads and headlines that work to mailing lists that put your offer in front of the right people.

No matter what methods you decide to utilize to attract your prospects, all your efforts will be in vain without proper, timely follow-up. Top networking leader Jeff Mack shares step-by-step how to prospect and follow up effectively. Mike Melia takes your business to a higher level by discussing the elements of visionary leadership. Learn the secrets to stepping into effective leadership as you inspire your team to work toward the accomplishment of their visions.

Industry trainer and top distributor Scotty Kufus teaches us the importance of posture in attracting others to us. He also invites us to trust and honor the process while adopting the proper perspective as we expect our impending success and take the actions necessary to realize it.

In any business, there are bound to be challenges that get in the way to impede your success. Top leader Ray Gebauer inspires us with an examination of how to overcome your stops, limitations, and fears that are preventing you from reaching your goals. Take on Ray’s approach to problems while working on the areas that will support your personal power and you’ll be well prepared to break through whatever obstacles may cross your path.

Finally, in the last chapter, I discuss the one essential component necessary for any distributor to inspire others, lead a team, and realize a shared vision of network marketing success—self-esteem. Learn how to be inspired by a compelling vision that propels you into action. Discover how to diffuse any limiting beliefs and transform negative thoughts instantly. See how acknowledgments and affirmations along with an effective personal development plan can champion your team to achieve new levels of success, fulfillment, peace, and happiness.

Consider this book to be a trusted resource outlining the various unique approaches utilized by top leaders to build their large networking organizations. It serves as a text of knowledge, loaded with wisdom to elucidate the many ways and essential techniques used successfully in building a large business. Due to the variety of ideas shared by the book’s many contributors, it encompasses a broadly based perspective written to support entire network marketing organizations or downlines and actual network marketing companies to acquire and pass along sound, duplicable business principles.

You will notice that the book’s tone and content stresses an ethical, high-road, honorable, values-based approach. It was compiled to support the network marketing profession in its continuing efforts to transform an often tarnished image due to the unscrupulous practices and policies of some distributors and companies that have opted for the expedient approach over one that is based on honoring others and leaving them with a good feeling about what we do. The book conveys a wide array of styles and business-building techniques, therefore offering something of value that will appeal to every network marketing distributor. In a rapidly changing age, most of the book’s content is timeless and of extreme value to today’s reader as well as those for decades to come.

Thank you for taking the initiative to learn from the book’s masters. As you apply the insights and principles they reveal in these pages, you will be duplicating the components of mastery that will contribute to your business and life success. Enjoy the journey.

Yours in success and partnership,

Joe Rubino

ACKNOWLEDGMENTS

Sincere thanks are extended to the following network marketing leaders and teachers for selflessly sharing their wisdom and know-how.

Their generous contributions have made this book possible.

Dr. Tony Alessandra Shannon Anima Greg Arnold Linda Avery Brian Biro Art Burleigh Beatty Carmichael Larry Chiappone Dan Conlon Kathy Coover Barry Friedman Randy Gage

Ray Gebauer Brad Hager Glenn and Marian Head Nick Hetcher Art Jonak Charles E. “Tremendous” Jones Kim Klaver Dave Klaybor Scotty Kufus Jeff Mack Mike Melia Amy Posner

Nido Qubein Jim Rohn Jan Ruhe Tom “Big Al” Schreiter Steve Siebold Max Steingart Mark Stevens John Terhune Dr. Don and Mary Lou Vollmer Cliff Walker Romanus Wolter Chris Zavadowski

Neither would this book have been possible without the assistance that Matt Holt, Micheline Frederick, Shannon Vargo, and others at Wiley have provided me.

ABOUT THE EDITOR

Dr. Joe Rubino is an internationally acclaimed network marketing and personal development trainer, a life-changing success coach, and a best-selling author of eight books and two tape sets on such topics as how to achieve top levels of network marketing success, step into personal and leadership development, restore self-esteem, and maximize business productivity. An acclaimed speaker and course leader, he is known worldwide for his work in leadership development; enhancing listening and communication skills; life, business, and network marketing coaching; and team building.

His best-selling books and tapes are currently available in 18 languages and in 47 countries. These include:

• Secrets of Building a Million-Dollar Network Marketing Organization from a Guy Who’s Been There Done That and Shows You How You Can Do It, Too

• The 7-Step System to Building a $1,000,000 Network Marketing Dynasty: How to Achieve Financial Independence through Network Marketing

• Restore Your Magnificence: A Life-Changing Guide to Reclaiming Your Self-Esteem

• The Magic Lantern: A Fable About Leadership, Personal Excellence and Empowerment

• The Power to Succeed, Book I: 30 Principles for Maximizing Your Personal Effectiveness

• The Power to Succeed, Book II: More Principles for Powerful Living

• 10 Weeks to Network Marketing Success: The Secrets to Launching Your Very Own Million-Dollar Organization in a 10-Week Business-Building and Personal-Development Self-Study Course

• “Secret #1: Self-Motivation” affirmations tape set

• The Legend of the Light-Bearers: A Fable about Personal Reinvention and Global Transformation

Financially free as a result of creating wealth through network marketing and retired from his very successful dental practice at the age of 37, Dr. Rubino is the CEO of the Center for Personal Reinvention, www.CenterForPersonalReinvention.com, an organization committed to the personal excellence and empowerment of all people. In December 1995 Dr. Rubino was featured on the cover of Success magazine and in its cover story, “We Create Millionaires: How Network Marketing’s Entrepreneurial Elite Are Creating Fortunes at Break-Neck Speed” for his ability to impact people’s lives. He is a certified success coach in life planning technology and the co-developer of the life-changing course for network marketers, Conversations for Success, a program that provides participants with the tools to maximize their self-esteem, productivity, and personal effectiveness with others. He is on the faculty of Networking University, is a guest trainer for MLM Sales University, and provides training and coaching for dozens of leading network marketing companies and their distributors. He is widely published, having written more than 220 articles that have appeared in numerous business and professional publications. His vision is to personally impact the lives of 20 million people to be their best and to shift the paradigm around resignation—that is, to show that anyone can effect positive change in their own lives and in the lives of others if they believe they can.