A Familiar Voice

Our new publisher, Bob Proctor, recalls meeting Earl Nightingale.

Mini-reviews of Malcolm Gladwell’s Tipping Point and Conversations with Millionaires (Mike Litman and Jason Oman) • Readers ask, “How are you going to be different from NML and Upline?” • Trends and sign of these networking times

What’s Missing in Network Marketing?

A panel of four editors weighs in on the question, “What’s missing in network marketing which, if put in place, would make it the business of your dreams?”

Are You Begging—or Building?
Doug Firebaugh

“Leaders don’t chase prospects, they choose them,” asserts Firebaugh. Chasing after people communicates a posture of weakness, even desperation, and inevitably leads to failure. Using “chase” as an anagram, Firebaugh essays five compelling reasons why: C—communicating the wrong message; H—hurting your image; A—amplifying weakness; S—starting to look desperate; E—embracing failure.

Is Network Marketing Inherently Fascist?
John Milton Fogg

Vilfredo Pareto, the man responsible for the famous “80/20 Rule” (more officially called “Pareto’s Law”), was an Italian economist- turned-sociologist. Because of his theories on the superiority of the elite, he is often associated with fascism—and his descriptive analysis of human dynamics evokes some disturbing thoughts about our business. Is networking inherently “elitist”? Are the great majority doomed to fail, while only a handful of cream rise to the top? John Milton Fogg ponders the question in search of a genuine approach to “network marketing for the rest of us.”

Choose a Company That Mentors You
Robert Kiyosaki

While most famous for his first title, Rich Dad Poor Dad, best-selling entrepreneur-turned-best-selling-author Kiyosaki says the sequel, Cashflow Quadrant, is perhaps his most important book. It talks about the shift it takes, in mindset and values, to become a successful entrepreneur. Getting the right kind of support to “change quadrants,” as he calls it, is one reason he so strongly advocates network marketing.

Avoid the “Networker’s Kiss of Death”
Steve Siebold

People’s natural tendency too often is to prospect those less powerful, less confident, less successful than themselves—a tendency that “toughness coach” Siebold calls “the networker’s kiss of death.” Indeed, says Siebold, the secret to success is to “prospect up”: look for people more successful than yourself. He calls it, prospecting for champions—and he provides ten concrete examples of how to do it.

Be Before You Do
Teresa Romain
The key to abundance lies not in the future, but in the present; the present, in fact, is the only place where abundance can be created. Most people in our culture are tyrannized by the “task list,” the sense of what we need to do. Abundance coach Teresa Romain offers some practical methods for putting yourself into the here and now of abundance; the doing follows from there.

Develop Your Entrepreneurial Mind
Mardig Sheridan
There’s a Catch-22 in business-as-usual networking: people are all too often set up to believe that 1) the path to reach their goals in networking will be easy, and 2) getting to the end of the path makes enduring that path worthwhile. The truth, says Sheridan, is that if the path to the dream isn’t rewarding in and of itself, few will make it to the pot of gold. What’s missing is a concerted focus on training people how to leave behind conventional security thinking and embrace the entrepreneurial mindset.

Networking with the Ideavirus
John Milton Fogg
Perhaps no single book in recent years has had as much impact on the world of network marketing as Seth Godin’s Permission Marketing. Seth’s second book, Networking the Ideavirus (and his recent, Survival is Not Enough) are just as groundbreaking. In this interview, Godin talks about the current revolution in marketing and the secret of how to leverage people’s pre-existing networks of friends—secrets that made Ideavirus the single most-downloaded e-book in history.

You Just Have to Give

Elizabeth Weber grew up in tough neighborhoods and knew the meaning of struggle. After nearly 20 years of work as a legal secretary, she became a network marketer and soared to the top of her company. Not satisfied with simply giving to existing charities, Elizabeth decided she needed to create her own. The Weber Foundation for Helping Hands got a rip-roaring start at the gala celebration of her 20th wedding anniversary, and has since helped dozens of people in need.

Networking Families

A special Profiles section following the path of networking through five successful families: the Shaws (George and DeDe, AG and Maureen); the Karlens (Russ and Eric); the Herrons (Trey and Mamie, Bill and Clem, Kathy and Roger Smith); the Dorseys (Mike and Michael); and the Roths (Norm, Larry Heddings, Vernon, Norm Sr., Paul and Theresa Carney, April…)

No-Pressure Follow-up
Bob Burg

Once you’ve made your new acquaintance, turn him or her into a qualified prospect by writing a hand-written follow-up note, and then staying in touch by keeping track of that person’s interests, communicating about them from time to time—and when the time is right, inviting them to look at your business. As your list of acquaintances grows larger, you’ll become more confident and more seasoned with the process.

“Wish You Were Here…”
Tom Schreiter

In this age of replicating web sites and email autoresponders, there is still room for more lowly marketing media. Marketing master Tom “Big Al” Schreiter shares ten different strategies for using the humble (and inexpensive) postcard to grow your business; from prospecting and retailing, to surveying and thank-you-noting, to coupons and dinner invitations, these cost-effective strategies are vintage Schreiter: in other words, they’re brilliant, and they work!

Low Tech, Higher Touch
Bart Woodcook

Master network-builder Woodcook offers no-nonsense perspective on what really makes a network grow. “This is a people business. Clearly understand that two-word term, and you’re 80 percent there.” It’s a delicate balance between being there for your people, and keeping everyone responsible. “Excitement drives this business,” explains Woodcook. “There’s only one way to generate that excitement, consistently and reliably: you have to be there for your people. It amazes me how many so-called big leaders in this industry don’t pick up their telephones!”

Five Ways to Create Happier Customers
Dawn Siebold

What makes the difference between average and extraordinary sales? Sometimes it’s the little things—like these five “little” sales secrets. From the seemingly counter-intuitive (“under-promise and over-deliver” and “welcome complaints”) to the go-the-extra-mile tactics (“offer a 100% personal guarantee,” “write five handwritten notes every day”), these are what Siebold calls her “six-figure sales secrets.”

John Valenty

Customers today live within a universe of disrespect, bombarded by bombastic marketing messages through an ever-increasing technological din. How can you hope for your message to get through? It starts, says technology guru Valenty, by giving your prospects what they want—a little respect! Pay careful attention to your contact manager: categorize carefully, know whom you’re prospecting. When you do inform, don’t over-inform. Keep track of individuals, and what matters to them: i.e., keep friendship first.

What People Want
John David Mann

When people say, “It’s not about the money,” you and I both know that in fact, it is about precisely The Money. At the same time, even when we know it’s about The Money—it’s not really about the money. It’s about what people want—about what “the money” can provide. And it’s critical to know what that is for each person—and not to lose sight of it.