LEADOFF
We Live in Networking Times

A declaration of principle: why we carry neither distributor nor network marketing corporate ads and don’t mention company names in our features.


FROM OUR CHAIRMAN
Our Reason for Being
Chris Gross

Several members of our board of directors and editorial staff share their personal passion for the values that network marketing represents.


OUR TIMES
Where Is Network Marketing Today?

A panel of four editors weighs in on the question, “Where is our industry today, and where is it headed?”


LEADERSHIP
Autocracy vs. Delegation
Frank Keefer

There are two essential approaches to leadership: autocratic control and management by delegation. The first is far more common; it tends to foster tactics such as intimidation and instilling fear of loss; ultimately, it tends to bog down and collapse. The second approach is more complex and riskier, but offers far greater rewards: it fosters the growth of leaders inspired not by fear but by participation in a common cause.


PERSON TO PERSON
Unsung Heroes
Ana McClellan

We place great value on leadership in network marketing, yet leadership in its truest sense is a quality that doesn’t necessarily appear on stage or in the spotlight. There is something in the human spirit that responds spontaneously to the needs and dreams of others. Sometimes called “servant leadership,” it is that quality of leadership which the author (in an allusion to the oft-told story of the starfish thrower) calls “the undeniable urge to throw starfish.”


GREATEST NETWORKER
I Saw Four -Ships Come Sailin’ In…
John Milton Fogg

Growing a successful networking business depends on four conversations: the conversation for relationship, for friendship, for partnership, and for leadership. Relationship grows into friendship based on shared values; the recommendation of a friend is the most powerful marketing force in the world. Partnership comes into being around a shared project. And when you are busy serving others through the first three “-ships,” then the fourth, leadership, is automatic.


RICH DAD
The Greatest Gift Network Marketing Has to Offer
Robert Kiyosaki

Bestselling author of the “Rich Dad Poor Dad” books, America’s favorite financial advisor has gone bullish on network marketing. But neither of these is the real reason he so strongly recommends that smart businesspeople look into growing their own network marketing business.


PRESENTATION
Awaken Your Sleeping Giant
Steve Siebold

The September 11 terrorist attack has galvanized our national resolve to preserve freedom. That same type of clarity and laser-like focus on a goal is the mindset it takes to create success in your business. Steve Seibold outlines a simple three-step process for awakening your own mental giant.


ABUNDANCE
What Do You See?
Teresa Romain

Network marketing is an opportunity to access extraordinary levels of abundance. Ironically, says “abundance coach” Romain, the reality for many networkers—in their businesses as well as in other areas of their lives—is one of scarcity. The solution may lie less in outward accomplishment and more in how we are looking at our world.


LEAD STORY
The Coming Network Marketing Boom
Len Clements

Noted industry “watchdog” Len Clements details eight compelling trends that spell boom times for networkers: from the economy (historically, network marketing fares better during hard economic times) and demographics (those segments most likely to pursue network marketing are increasing), to Washington (forthcoming federal laws governing our industry will serve as a powerful legitimizing catalyst) and Wall Street (securities investors are looking closely at network marketing—which is outperforming the S&P by miles).


NT INTERVIEW
Tim Sanders, author of Love is the Killer App

Networking Times Editor in Chief John Milton Fogg talks with Tim Sanders, author of Love is the Killer App and Chief Solutions Officer for Yahoo. There are two prevalent cultures in business, says Sanders: the old-world, scarcity-based culture, who says, protect your knowledge at all costs; and a new generation, who sees the world as abundant, and says that knowledge is valuable only when you share it with others.


MASTER NETWORKERS
Leadership with Innovation: John and Susan Peterson
John David Mann

John and Susan Peterson built a gigantic organization spanning over 50 countries—then found that the old-fashioned way they’d learned was no longer working for people. A chance encounter with an Internet expert led them to create an entirely new way of doing business: an ingenious system that combines an Internet-based Business Center, affiliate Web sites, hundreds of tiny group trainings on teleconference, and a live mega-event every 90 days.


THE HEART OF BUSINESS
Vision Times Two: Marion Culhane and Carolyn Anderson
John David Mann

Culhane and Anderson formed a non-profit dedicated to world peace and individual growth; the group became an international phenomenon, and the two were invited to participate in major peace conferences all over the globe. After years of work with “Global Family,” the sisters discovered network marketing: it allowed them to anchor their labor of love with a practical income stream—one whose values, philosophical underpinnings and mission dovetail beautifully with their own.


PROFILE
Ash Sahib: Go Ahead: Break My Record!
By Uma Outka

Stranded in the US by a fluke of timing—the Gulf War happened to erupt while he was here with his family on holiday from his native Kuwait—Ash Sahib soon learned of network marketing. With a work ethic Sahib says is typical of foreigners in America, Sahib methodically studied the industry, looking for a company that fulfilled his carefully chosen criteria. A story of text-book due diligence leading to heart-warming success.


PROFILE
Marcy Koltun-Crilley: Persistence Pays Off
By Uma Outka

A nurse relocated from New York to Maui, Marcy Koltun-Crilley was unwilling to spend her infant son’s childhood in the shackles of conventional employment. It took her three tries to find a company that she could stick with (the first two folded); meanwhile, Marcy discovered the “strange bedfellows” worlds of personal growth training and Internet marketing. Ignoring conventional advice, Marcy developed her own Internet strategy that has paid off handsomely.


NETWORKING
What Do I Do When My Names List Runs Out?
Bob Burg

Networkers are often intimidated by the idea of prospecting for new partners, because they envision it as a special activity with its own arcane rules and clever conversational techniques. Instead, suggests networking expert Bob Burg, you can constantly enlarge your list of qualified prospects by being genuinely interested in supporting people and by asking “feel-good questions”—questions whose aim is simply to make the other person feel good.


MARKETING
The TGIF Gold Card Technique
Tom “Big Al” Schreiter

All Tom Schreiter wanted was to order his meal—but the waitress kept asking if he wanted to sign up for the restaurant’s “frequent eater” program. By the time the food arrived, Schreiter had discovered an ingenious approach to keeping your people involved and coming back for more. (Give a man a fish, you’ve given him a meal; give him an offer with frequent diners benefits he just can’t refuse, and….)


NICHES
Generation X is Ready
Eric Karlen

The so-called Generation X—those born roughly between the administrations of LBJ and Carter—have lived most of their adult lives in booming economic times. The last few years, particularly the devastating crash of the dot-com bubble, sounded a wakeup call. The author, who migrated from stock brokering to network marketing in the late 90’s, has seen a sea-change in the attitudes of his 20- and 30-something contemporaries.


THE CUSTOMER
The Magic of Asking
Dawn Siebold

Incredible but true: some salespeople make it difficult for customers to buy, because they never get around to asking for the purchase. Why not? Fear of “no,” of rejection. How to overcome that reluctance? Get into the habit of simply asking questions, says sales coach Dawn Siebold. “Ask for what you want, every chance you get, whether it’s for extra pickles at McDonald’s or a non-smoking room at the Hilton.”


TECHNOLOGY
Technology and the Relationship
John Valenty

In the face of exploding technology developing at dizzying speed, the author sees two types of common reactions. There are those who insist on “building it the old-fashioned way,” keeping the Internet at arm’s length; and those who have harnessed technologies (especially the Internet) to develop huge system-driven organizations—but lack the relationship underpinnings to keep their dynasties from crashing. Both attitudes are one-sided, unbalanced—and fatal to long-term success.


THE CLOSE
Your Most Important Sale
John David Mann

The art of successful network marketing is more about coaching, supporting and “relationshipping” than it is about selling products or services, in the conventional sense. However, the essence of selling—conveying a passionate belief to others and bringing them to act upon it—is still a critical piece of the equation. Perhaps the most important “sale” of all is your ability to sell your key partners on themselves and their own dreams.