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ffirs.qxd 8/16/05 2:28 PM Page iiiThe Ultimate GuidetoNetworkMarketing37 Top Network MarketingIncome-Earners Share TheirMost Preciously Guarded Secretsto Building Extreme WealthEdited byDr. Joe RubinoJohn Wiley & Sons, Inc.

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ffirs.qxd 8/16/05 2:28 PM Page iTo receive more than 1,000 in FREE BONUSESfrom leading Network Marketing experts and trainers(like Dr. Joe Rubino, Jim Rohn, Tom “Big Al”Schreiter, Terry Telford, and many others), pleasefollow the simple three steps below. These FREEbonuses are intended to support the success of allnetwork marketers in any company.1. Purchase your copy of The Ultimate Guide toNetwork Marketing by Dr. Joe Rubino.2. Visit http://www.thebusinessprofessional.com/bonusesand enter the number on your receipt proving yourpurchase.3. You will receive in response an e-mail with completeinstructions on how to claim your FREE BONUSESwith no further obligation.This is our way of thanking you for your purchaseand for making a commitment to your NetworkMarketing success!

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ffirs.qxd 8/16/05 2:28 PM Page iiiThe Ultimate GuidetoNetworkMarketing37 Top Network MarketingIncome-Earners Share TheirMost Preciously Guarded Secretsto Building Extreme WealthEdited byDr. Joe RubinoJohn Wiley & Sons, Inc.

ffirs.qxd 8/16/05 2:28 PM Page ivCopyright 2006 by Dr. Joe Rubino. 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 inany form or by any means, electronic, mechanical, photocopying, recording, scanning, orotherwise, except as permitted under Section 107 or 108 of the 1976 United States CopyrightAct, without either the prior written permission of the Publisher, or authorization throughpayment of the appropriate per-copy fee to the Copyright Clearance Center, Inc.,222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on theweb at www.copyright.com. Requests to the Publisher for permission should be addressed to thePermissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030,(201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their bestefforts in preparing this book, they make no representations or warranties with respect to theaccuracy or completeness of the contents of this book and specifically disclaim any impliedwarranties of merchantability or fitness for a particular purpose. No warranty may be created orextended by sales representatives or written sales materials. The advice and strategies containedherein may not be suitable for your situation. You should consult with a professional whereappropriate. Neither the publisher nor author shall be liable for any loss of profit or othercommercial damages, including but not limited to special, incidental, consequential, or otherdamages.For general information on our other products and services or for technical support, pleasecontact our Customer Care Department within the United States at (800) 762-2974, outsidethe United States at (317) 572-3993 or fax (317) 572-4002.Designations used by companies to distinguish their products are often claimed by trademarks.In all instances where the author or publisher is aware of a claim, the product names appear inInitial Capital letters. Readers, however, should contact the appropriate companies for morecomplete information regarding trademarks and registration.Wiley also publishes its books in a variety of electronic formats. Some content that appears inprint may not be available in electronic books. For more information about Wiley products, visitour web site at www.wiley.com.Library of Congress Cataloging-in-Publication Data:The ultimate guide to network marketing : 37 top network marketingincome-earners share their most preciously guarded secrets tobuilding extreme wealth / [edited by] Joe Rubino.p. cm.Includes index.ISBN-13 978-0-471-71676-1 (pbk)ISBN-10 0-471-71676-6 (pbk)1. Multilevel marketing. I. Rubino, Joe.HF5415.126.U38 2006658.8'72—dc222005006849Printed in the United States of America.109 8 7 6 5 4 3 2 1

ffirs.qxd 8/16/05 2:28 PM Page vThis book is dedicated to the network marketing leaders,trainers, and experts who generously shared their most preciously guarded secrets and insights into what it takes toreach the top pinnacles of success in the network marketingprofession. It is further dedicated to the millions of networkmarketers whose lives it will impact through those whoachieve top levels of success by having utilized any of theseprinciples.

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ftoc.qxd 8/16/05 2:27 PM Page viiContentsForeword Dr. Tom VentulloPreface Dr. Joe RubinoAcknowledgmentsAbout the Editor12345678910111213xixvxxiixxiiiCarpe WOO! Brian Biro1Bring the Right Attitude to Your NetworkMarketing Experience John Terhune9Nine Things More Important Than Capital forAchieving Network Marketing Success Jim Rohn17Creating a Winning Strategy for Your NetworkMarketing Business Cliff Walker21The Power of a Great System Mark Stevens41Behave Your Way to a Six-Figure IncomeCaptain Dave Klaybor49VITAL Signs of a Healthy BusinessGlenn and Marian Head54The Most Critical Skill Every Network MarketingProfessional Must Possess Steve Siebold64Belief: Why It’s So Vital, How to Build It, Who’sResponsible Art Burleigh69The Stages to Achieving Freedom Well EarnedDan Conlon78You Are Only a Couple of Sentences Awayfrom Terrific Success in Your Network MarketingCareer Tom “Big Al” Schreiter86A Sense of Urgency Charles E. “Tremendous” Jones91The Art of Persuasion Nido Qubein97vii

ftoc.qxd 8/16/05 2:27 PM Page CONTENTSWhy Won’t They Listen to Me? Kim Klaver104Finding Passion in Your Business Kathy Coover113Finding Your North Star Shannon Anima119Values-Based Selling Linda Avery127Recognition: The Driving Force Brad Hager136The Magic of Network Marketing: Building RealResidual Income Barry Friedman143Creating a Steady Stream of Prospects Randy Gage149Creating a Simple Yet Effective Methodof Operation Art Jonak156Sponsoring a “No”167Beatty CarmichaelLeadership in an All-Volunteer Army Greg Arnold174Free, Fun, and Creative Ways to Find an Endless Flowof Hot New Prospects for Your Business Nick Hetcher181Prospecting and Creating High Visibility to AttractBusiness Builders Dr. Tony Alessandra193Octopus Networking: Stretch Your Tentacles andInspire Others to Help Romanus Wolter201Heating Up Your Cold Market Amy Posner208The 7 Best (and Most Profitable) InternetProspecting Tools Chris Zavadowski216The Internet Can Replace YourWarm Market Max Steingart226Building Your Network Marketing Business withTrade Shows, Booths, and Fairs Dr. Don andMary Lou Vollmer232Party Your Way to the Top ofNetwork Marketing! Jan Ruhe240How to Use Direct Mail to Promote Your NetworkMarketing Program Larry Chiappone246Proper Follow-Up: The Hidden Gold Mine Jeff Mack251Visionary Leadership Mike Melia259

ftoc.qxd 8/16/05 2:27 PM Page ixContents353637ixPosture, Process, and PerspectiveCreate Profits Scotty Kufus263What Are You Afraid Of? Overcoming Challenges,Obstacles, and Fear Ray Gebauer275The Importance of High Self-Esteem to Your NetworkMarketing Success Dr. Joe Rubino287Recommended ResourcesIndex295303

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fbetw.qxd 8/16/05 2:26 PM Page xiForewordProspecting, following up, and enrolling—these are the three primarybehaviors that most would agree support large-scale success in network marketing. But what are the key elements to doing these behaviors in a way that will provide the most productive results? And whatof all the other elements necessary to achieve top levels of success in thisprofession, like effective training, leadership development, and personalgrowth strategies, to name just a few? Surely there must be thousands ofcritical topics one could write entire libraries about without totally exhausting the wealth of knowledge available on what is necessary to achieve greatthings in this industry. And each topic would likewise contain thousands ofdifferent approaches proven effective in the hands of different leaders, allintended to achieve the same goal—personal and financial freedom throughnetwork marketing.So, does that mean you’d have to buy and read dozens or perhaps evenhundreds of books to glean the wisdom of network marketing’s top leaders?Not anymore. The most critical elements distilled from the combined wisdomof some of network marketing’s top business builders and trainers are nowavailable in one important book, this one. And who better to put such a booktogether than Joe Rubino?Dr. Rubino has spent the past 15 years as a student of the twin disciplines of network marketing and personal development. He knows whatworks and has learned through actual field experience what does not. Unlike many networkers who subscribe to the philosophy that success comessimply from throwing enough mud against the wall and seeing what sticks,Rubino’s approach is one that honors others. In his best-selling books suchas Secrets of Building a Million-Dollar Network Marketing Organizationfrom a Guy Who’s Been There Done That and Shows You How You CanDo It, Too and The 7-Step System to Building a 1,000,000 Network Marketing Dynasty: How to Achieve Financial Independence through NetworkMarketing, you can read about an approach to success that requires building rapport, creating rich value, and looking with prospects to explore howour income opportunity can be a fit by contributing to their lives in somemeaningful way. Rubino’s way respects that network marketing may not bea fit for everyone. As more and more networkers follow these sound, honoring principles, both those prospects who see a fit for their lives, and morexi