HOW TO BECOME FILTHY, STINKING RICH THROUGH NETWORK MARKETING

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3 HOW TO BECOME FILTHY, STINKING RICH THROUGH NETWORK MARKETING

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5 HOW TO BECOME FILTHY, STINKING RICH THROUGH NETWORK MARKETING WITHOUT ALIENATING FRIENDS AND FAMILY MARK YARNELL VALERIE BATES DEREK HALL SHELBY HALL John Wiley & Sons, Inc.

6 Copyright 2012 by Mark Yarnell, Valerie Bates, Derek Hall, and Shelby Hall. 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, (978) , fax (978) , or on the web at Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) , fax (201) , or online at 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 any 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 (800) , outside the United States at (317) or fax (317) Wiley publishes in a variety of print and electronic formats and by print-on-demand. Some material included with standard print versions of this book may not be included in e-books or in print-on-demand. If this book refers to media such as a CD or DVD that is not included in the version you purchased, you may download this material at For more information about Wiley products, visit Library of Congress Cataloging-in-Publication Data: How to become filthy, stinking rich through network marketing: without alienating friends and family/ Mark Yarnell... [et al.]. p. cm. Includes index. ISBN (pbk); ISBN (ebk); ISBN (ebk); ISBN (ebk) 1. Multilevel marketing. I. Yarnell, Mark, HF Y '72 dc Printed in the United States of America

7 This book is dedicated to a better future for our precious children and grandchildren: Amy, Eric, Christine, Kennedy, and future generations. Mark and Valerie We dedicate this book to our four grown children, Bradley, Trevor, Allison, and Amanda, and their spouses, as well as each of our 18 grandchildren. The roles you play in our lives add meaning to each and every day. Shelby and Derek

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9 CONTENTS Acknowledgments ix Introduction Mark Yarnell Part I Why Network Marketing? 1 Chapter 1 How a Growing Industry Can Make You Rich 3 Mark Yarnell Chapter 2 Network Marketing for Boomers: Retirement Plan B 11 Mark Yarnell Chapter 3 The Most Important Decision in Network Marketing: Choosing the Right Company 21 Derek Hall Chapter 4 You Don t Have to Alienate Friends and Family: Relationship Marketing and Family Matters 35 Shelby Hall Chapter 5 How Women Networkers Get Rich: A Venture with No Glass Ceiling 47 Valerie Bates Chapter 6 Money Isn t the Only Adult Report Card: Enjoying the Spirit of Abundance That Network Marketing Allows 67 Derek and Shelby Hall Chapter 7 The Distribution Model of the Future: A Fortune 500 Executive s Perspective 75 Derek Hall xi vii

10 viii CONTENTS Part II Your Acceleration Toolkit The First 90 Days: Why Some Don t Make It, and How to Be One Who Does 87 Chapter 8 Deal with Yourself: The Mentor in the Mirror 91 Valerie Bates Chapter 9 Practice the Professional Habits That Drive Success 105 Valerie Bates Chapter 10 Practical Ways to Grow a Highly Profitable Business 123 Valerie Bates Chapter 11 How to Recognize People and Circumstances That Can Poison Your Potential 145 Mark Yarnell Chapter 12 Simple Tools for Dramatic Leadership 165 Mark Yarnell Chapter 13 Servant Leadership: For Lasting Loyalty and Personal Satisfaction 175 Derek Hall Part III Your Marketing Toolkit After the First 90 Days: Advanced Networking Strategies 187 Chapter 14 The $100K Toolkit 189 Mark Yarnell Chapter 15 The Ultimate Rejection-Free Recruiting Strategies 199 Mark Yarnell Conclusion Building the Ultimate Family Legacy 217 Shelby Hall About the Authors 227 Index 231

11 ACKNOWLEDGMENTS We acknowledge those individuals we admire as business experts and pioneers, whom we have mentioned throughout this book, namely: Dr. Taylor Hartman, Robert K. Greenleaf, Larry Spears, Alfred Alder, Warren Buffet, Sam Walton, Harland Sanders, Larry H. Miller, Dave Thomas, and Henry Ford. We also thank professional network marketers and personal friends, Jerry Campisi, Albert Muir, A. J. Monte, Marshall Douglas, and Judge Vernon Douglas. A special acknowledgment to Vincent Hall, patriarch to a new generation of American citizens, who, as a coal miner in Yorkshire, England, had the vision for a better life at age 34 to uproot his wife and four children and emigrate to America, seeking the opportunities only this great country can provide. Derek and Shelby Hall Heartfelt thanks to those professional networkers whose leadership continues to inspire so many to follow their own path to freedom, fulfillment, and legacy and whose stories we have told here: Margie Aliprandi, John Terhune, Debbie Campisi, Donnie and Dianne Walker, Danelle Rich, Laura Kall, Donna Imson, and Amber and Dean De Grasse. We re so grateful to our talented daughter Christine Perkio for her many years of outstanding support in our writing and networking endeavors. Valerie Bates and Mark Yarnell ix

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13 INTRODUCTION Mark Yarnell T hanks to the field of network marketing, I have lived a charmed life. It didn t start out this way, though; like most of my baby boomer peers, I blindly accepted and lived according to a significant lie until I was 36 years old: I believed that I had to choose between quantity of stuff or quality of life. In essence, I either had to give up precious time with those I loved, or I needed to accept a less demanding career with minimal rewards in exchange for enhanced personal freedom. I took a shot at both scenarios, and neither brought fulfillment. When I succeeded financially in my early twenties, by working 60-hour weeks, I desperately longed for more time to enjoy my family. After changing careers and shifting my focus from the automobile industry to the ministry, I found myself with plenty of time but limited income. Had network marketing never surfaced, I m sure, like most of my friends, I would have gone to my grave believing the lie. But for the past 25 years, I ve been able to enjoy wealth and time-freedom compliments of network marketing. As luck would have it, a close friend and church member approached me in April of 1986 with a ground-floor network marketing opportunity at precisely the time that my banker was threatening to repossess my used car. With no college degree to fall back on and limited time to solve my debt crisis, I decided to give this industry a shot. It was a serious gamble; I had to borrow some capital just to pay bills, and the last thing I needed was to incur more debt by investing in my own business. But I took the risk and, as the saying goes, the rest is history. Within a year I was earning xi

14 xii INTRODUCTION 10 times more money than I had ever earned in any of my previous positions and I had all the free time I needed to relocate to Aspen, Colorado, where I could snow ski and hang glide to my heart s content. Network marketing was the vehicle by which I was able to achieve freedom in the arenas of both personal wealth and personal time. The first year was a whirlwind of self-indulgence, during which I centered my life on extreme sports and expensive toys. However, I began to feel worthless toward the end of that year. There was a huge gaping hole that I couldn t seem to plug with material possessions, and I felt like I was squandering my free time. That s when I decided to go back to work. Since my work focused on building my network marketing organization, I contacted the home office to find out where the smallest number of distributors were located. It turned out to be Jacksonville, Florida, so I relocated there and spent a year recruiting new people. I moved many times over the next several years, and both my income and my free time continued to increase. In hindsight, I was probably looking for a geographical cure to boredom which I never found. But along the way I began to write magazine articles about network marketing, and in 1996 a major publisher asked me to write a book about our industry. Little did I know at the time that the book which I called Your First Year in Network Marketing would become an international best seller. But it did; and as a result, I became well known in many countries. Few authors are blessed to publish a book that enjoys a shelf life of more than a few months, and those of us who manage to write one soon realize an interesting fact: Ideas, like technology, ultimately become obsolete. I am proud of and thankful for my many readers, but I wrote that book before anyone had ever constructed a website, sent a text message, or received an . I wrote it before the technology bubble burst during the pre-9/11 halcyon days, when network marketing was a different animal. For that reason, I and my coauthors have written this book, which is about network marketing in a new and radically different millennium. With thousands of companies from which to choose,

15 INTRODUCTION xiii and millions of people caught in the financial meltdown, there has never been a time when clarity and due diligence were more necessary. There are a number of questions that must be addressed, and we intend to tackle them in the following pages. Let s begin with some very provocative ones: What are your financial options? If not through network marketing, how do you intend to generate enough capital to live well and retire comfortably? What are you planning to do about any current debt you have? Are you satisfied with the amount of taxes you pay? How do you feel about the fact that many of those tax dollars are being used to pay huge bonuses to corporate leaders in the financial sector because the government has decided that some companies are too big to fail? What would happen if gas prices go up to $10 per gallon? Could you survive for a couple of years without working, in the event of an unexpected accident or illness? Let s follow those with more topic-specific critical questions: If you were to discover that this sector is far safer than Wall Street, real estate, or day trading, would you have any idea how to select a legitimate network marketing company? Do you know the difference between a pyramid scheme and a legal direct selling company? Do you know how much capital a company needs to expand internationally? Are you better off getting involved with a publicly traded networking company or a private one? Do you know the tax advantages of owning a home business and if not, who will teach you? How important to your success is the upline sponsor who is the person above you on the team who enrolls you in the business, and what do you do if he or she is a novice networker? How do you find prospects when you run out of friends and family or refuse to approach them about business in the first place? How do you build a business without alienating family and friends? Should you host home meetings or hotel meetings? Can you build your business online? Is it really possible to predict in advance whether or not a company will last? A third set of questions has to do with the kinds of individuals involved in this particular field and the skills they need: What s the best strategy for recruiting boomers? Do you understand how and