Follow the Reader

by Mark Yarnell

The very factors in network marketing that propel common people to high velocity wealth are little understood and seldom discussed. House cleaners and anglers earn millions in our business, and everyone wonders why and howóespecially when they see doctors and other professionals fail in the same company.

Letís explore why and how anyone can turn network marketing into an income strategy vastly superior to Wall Street, real estate or any other form of capital accumulation. When I explore these ideas with audiences worldwide, I generally receive the same two reactions. First, people become excited about the principles. Second, they want to know where on earth I discovered them.

Iíll begin by letting you in on a secret that few people understand. If you want a strategic advantage over all competitors, read current books and periodicals. Learn from those of us who do and have succeeded in networking.

I was raised in a family of writers. My parents encouraged me to read at least one book and one magazine each week. While friends received new toys and clothing on Christmas and birthdays, my sister and I received books and magazine subscriptions. Reading became a hobby, and is to this day the most appreciated gift received from Mom and Dad. Both my parents have passed on now, but not a week goes by that I donít think of them and appreciate their wonderful, lasting gift. In turn, I have passed this gift on to my daughter Amy, who is an avid reader and writer as well.

Reading was always a strategic advantage in my life, especially in the late sixties, when it resulted in a four-year college scholarship in spite of my average high school grades. My ability to communicate and perform high-speed research won me a four-year college debating scholarship. During those four years, I increased my reading to a dozen books and a dozen magazines each month, a habit that continues to this day. What I didnít realize back then were the financial rewards that might result from all this reading.

The information gap is huge in todayís world. It is knowledge that fuels high velocity wealth. Each week, while millions of my competitors surf the Web, I read several books and magazines. Although publishers demand a certain level of verification and authenticity from authors before any work hits the shelf, virtually anyone can slap up an official-looking Web site and pretend to be an authority. The odds of any fraudulent writer getting an actual book contract from my publisher, Random House, are zero. In the world of publishing, one canít fake credentials.

What has happened over the last decade is very dramatic. Most people donít read one book a month! As people find less time to keep pace with information overload, some have opted to read information from dubious authorities. In some cases, they actually pay attention to the opinions of outright frauds. Those of us who have demanded verifiable authenticity and kept pace with credible sources in science, business, academia and technology now find ourselves in an enviable position.

We have a significant advantage.

The reason so few people succeed in networking is that they donít know how to help others model their personal success. Furthermore, many of the best leaders from the greatest companies who do fully understand the reasons for their accomplishments refuse to share their strategies with competitors, or even with other leaders inside their own companies. I learned this while serving as contributing editor to Success magazine. Learning strategic systems from big money leaders was like pulling teeth.

Only those who take the time to stay ahead of rapid change through innovative research will succeed. The one exception is those folks who align themselves with organizations that are committed to uncovering new research in peak performance. We knew we could help others become very successful by doing for people what they lacked the time to do for themselves. When we created the High Road to Success, that was our mission. It still is.

I realize that many of you have read books like Think and Grow Rich and have probably become exemplary goal-setters. Great book. However, most are not going to wade through Self-Efficacy by Dr. Albert Bandura or The Singularity is Near by Ray Kurzweil. And thatís unfortunate, because breakthrough information in these new books and others like them eclipse all the fifty-year-old pop psychology books floating around. We have read the new ones and I will be happy to give you a few examples from current knowledge. But it goes much deeper. We have applied what you will read. If it hasnít worked for us, you wonít read about it in anything I cover. It has got to work. Thatís the real test of the High Road contexts. ďContext One: From Amateur to ProfessionalĒ is a prime example.

Context One: Professionals Get Paid, Amateurs Donít

It has always baffled me that so many people refuse to turn pro. People in every field, especially sales, seem to forget to engage in anything that actually creates wealth or cash flow. In network marketing, just as in golf, millions engage in amateur activities and a tiny handful earn the huge checks. The difference is that in network marketing, anyone can choose to be a professional, regardless of experience, talent or practice.

Still, many folks refuse to do professional networking. Itís easier to be an amateur. Unfortunately, amateurs are not paid. I have never encountered a company in this field, nor in any sales profession, for that matter, that rewards people for doing anything other than selling a product or service or recruiting others to do so.

Professionals do what pays. Amateurs do everything else. People all over the world who are indignant about failing contact me. Usually theyíve read one of my books and want help pinpointing the causes of their failure. They generally begin by telling me what theyíve been doing: as I listen, they describe a litany of amateur activities. Once theyíve finished their stories, I simply ask them how many people they asked to buy their product that day, or how many people they attempted to recruit onto their front line. Many have great excuses for having done neither. Some act upset that I would ask such questions.

I have some great news. To earn huge checks, you need only engage in professional activities for a short time each day. Two hours should do it. Thatís about how much time Tiger Woods actually spends playing golf in professional tournaments: averaged out, about two hours a day, ten months a year, engaged in professional play. Those two hours of professionalism each day result in all his incomeóincluding the endorsements off the course. In fact, were he to play amateur golf ten hours a day for twelve months a year, he wouldnít earn the big money!

So please, pay attention: No one in our profession is compensated for visiting with upline leaders. No one is paid to attend mixers, watch television, visit with cross-line distributors or business associates, surf the Web, play video games, or walk their dogs. None of us receives any pay for those amateur activities.

Professionals engage in two things for a couple of hours each day; during those two hours, they cover as much territory as possible. Professional networkers spend two hours a day selling and recruiting, face-to-face or phone-to-phone. Be a professional two hours a day. Dare to ask new prospects to purchase your products or sign up as business associates.

See you at the top!

Mark Yarnell

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