We Take Requests

Thank you for being creative with subscription services and making it more cost-effective. This is a fabulous publication and I feel further supported by these options. Keep up the great work!

--Joy Rubel

 Thank you for going back to the bimonthly format. On the monthly schedule, I had so many issues sitting and waiting for me to read that I just never had time for. This makes it worthwhile for me to renew!

--Kitty Sloan

Both our monthly-pay subscription option (see our web site for more information) and return to bimonthly publishing were responses to reader demand. Keep those requests coming! -- Ed.  

Thanks for the Webinars

I have been in network marketing for eight years and as a result of sticking at it I now have a good business. The biggest asset I found to keep me motivated were the books I read and tapes I listened to. We have now moved into a new generation, and without a doubt the leaders are Chris Gross and his team with their brilliant online seminars! Thanks very much.

--Eddie Daly, UK

Steve Seibold's Internet seminar is the first of its type I have taken; it was awesome! I applaud you and your guests for your commitment to create a community where we can learn and grow. I found Steve's (free!) seminar extremely informative. It not only provided practical tactics and skills for cold market prospecting, but more importantly, his passion and commitment to edify others rang through loud and clear.

--Luis F. Velasquez

  I would not be still in this industry if I had not found you. Thanks and don't go away! I love those webinars, too!

--Diane Desjardins

For more information on our rapidly growing and ecstatically popular Webinar series, see page 10--Ed.

To Hype or Not to Hype?

Hype seems to be so imbedded in our industry that removing it entirely would almost change the nature of the beast. [See "Network Television to Network Marketing: A Wakeup Call" in last issue's "Letters" column -- Ed.] The problem is that most people will only make decisions based on emotion, not facts. My company's business is wonderful; it requires no inventory, pays enough to earn a living without having to recruit, recruit, recruit, and for the right people is a perfectly logical business choice. But using logic alone doesn't move anyone to enroll as an associate.

Is this so terrible? Is it only our industry that uses emotion to "close" prospects? Nope. Ever talk with a franchise vendor? Have you ever talked with any recruiter of any organization? Try walking into an Air Force recruiter's office. Talk about hype!

Some hype is necessary (if distasteful) to get people to act; it is part of a legitimate business close. No hype, no close. By "hype" I refer to honest enthusiasm, not phony-baloney pumped-up nonsense. Can the average prospect be making a six-figure income within 24 months if he follows the company's "success" formula? Then it's okay to say that. If not, not.

To me, the important thing is to keep things wildly honest and above board. So what if you lose a potential prospect by being totally open? That person would have dropped out when he didn't make money in the first few weeks or months. Those who do come into your business will be infinitely more likely to be in your business two and three years from now.

Let's keep enthusiastic about our businesses--but be squeaky clean about the facts, and people will have nothing bad to say about us.

--Beverly Kurtin


There are two separate issues here: hype and emotion. It's crucial to distinguish between the two. We would never dream of suggesting the elimination of emotion or the use of "logic alone to enroll." The question is one not of intensity but of authenticity.

"Hype" does not mean "a high level of enthusiasm"; it means "falsehood." The word is short for "hyperbole," which in turn means distorting the truth through exaggeration. To hype is to lie. And yes, it is deeply embedded in our industry and yes, removing it entirely would almost change the nature of the beast and yes, that's absolutely what we're up for.

Reader Kurtin says, "To me, the important thing is to keep things wildly honest and above board." We couldn't agree more! -- Ed.

"My Newfangled, Whiz-Bang Secret Method"

I agree that customer acquisition is the first line of defense in not only building a business, but in keeping my recruits, especially myself, in the game.

When I first started with my network marketing company, I was able to keep my excitement about my business, because I was able to sell my services and get customers. Whenever I recruited people it was because they liked the service, first.

However, my upline is a recruit, recruit, recruit maniac and turned a lot of my new recruits off. My newbies found that they got too many nos when they tried to recruit. Today, most of my downline are doing nothing in the business, but they still like the service and have not quit their Associateship, because they like what the service does for them. They were sold on the product, first.

Over the last several months, I've been hearing different mentors like Mark Helsel ["My Newfangled, Whiz-Bang Secret Method," July/August issue] teach that customer acquisition will keep your newbies in the game until they can learn how to recruit from their customer base or the occasional entrepreneur who wants an opportunity. And in the meantime, they are making money.

By building a customer base, I was able to stay in the game. I'm now teaching my associates to do the same. If I can show them that through customer acquisition, they can earn $300 to $1000-plus a month, as I have, they will stay in the game. Thank you, Mark, for the instruction.

--Charles Gustafson