I was surfing Amazon the other day and I stumbled across an old out of print network marketing book titled “How to Make Big Money in Multi-Level Marketing” by David Roller. Even though it’s about 25 years old, it had pretty good reviews and looked interesting, so I figured I would take a chance on it. Best of all, I bought it for just one cent plus shipping. Talk about a deal!
When it arrived at my home, I read it in about three days. I loved the book. Overall, I give it an 8 of 10 and consider it a must read. It has so many great tips in it that are still very relative in network marketing.
What I want to do in the rest of today’s post is share some of my favorite quotes from the book. Each quote is in bold and italics. At the end of each quote I will also share my own two cents. Enjoy.
# 1 This multiplication effect is the magic of multi-level marketing. Leverage is what makes this business model so powerful. Very few jobs and businesses give you true leverage without having a bunch of employees.
# 2 You succeed in direct proportion to your ability to help others succeed. You don’t get paid unless you help others succeed in the business. That is the beauty of this business.
# 3 Keep going no matter what happens. Never quit. You have to be mentally tough. Everyone has bad days. Just hang in there. If you do the work, things will get better.
# 4 The backbone of your MLM business is to talk to people every day. The key to success in this business is the number of new exposures you make each day. If you talk to 2, 5, or 10 people a day, every day, you can’t fail!
# 5 Most of us can only think in terms of earning money from our individual efforts. We’ve all been taught to trade hours for dollars, so for most people the idea of leverage is foreign to them. As a result, they are skeptical of alternative ways to make money.
# 6 Become aware that in many cases professional people are more open minded to MLM than the typical consumer. People who need the business will seldom do it. Look for people who are already successful in life and in business. Look for people who have a large sphere of influence and are respected by their peers.
# 7 At a certain point in the business, it can continue to grow on its own. Once your business hits the momentum phase there is little you can do to slow it down. It will take on a life of its own.
# 8 New associates will do much better when they have someone working with them. Most new distributors need a lot of hand holding. Most of your team members are not entrepreneurs by nature, so they don’t know what to do to succeed.
# 9 Commit the time necessary. You won’t be successful just working your business a few hours each week. Set aside at least 10-20 hours a week to build your network marketing business. If you don’t do that you are only fooling yourself.
# 10 If you put in five good years working at it, it can take care of you for life. All businesses take time to build. This is a two to five year plan, not a two to five month plan.
# 11 Multiple incomes are the wave of the future. Build one solid income stream with your MLM Business and then diversify some of your money into other businesses.
# 12 Action cures fear. When you do the work your fears magically go away.
# 13 It is important to begin your business with a sense of urgency. Get off to a fast start in your business if that is possible. What you do in your first 90 days can have a big impact in the long term success of your business.
# 14 Use the telephone. The purpose of the phone call is to simply set an appointment to show your business opportunity. When you talk to someone on the phone, set an appointment and get off the phone as quickly as possible. The less you say the better. Say less to more people.
# 15 It is easier to give birth than to resurrect the dead. It’s difficult to motivate someone who isn’t motivated themselves. Rather than try to drag your unmotivated team along, find a new team.
# 16 Stick with one company. This is common sense. Don’t keep switching companies.
# 17 We maintain a good retail business. Make it a point to acquire at least 10-20 customers personally and help each one of your team members do the same thing. All businesses need customers.
# 18 We sponsor new associates from satisfied customers. When someone is already satisfied with the products (a happy customer) they will normally become a good business builder.
# 19 Don’t let negative people slow you down! The world is full of dream stealers. Avoid them at all costs.
# 20 Most people, if left to sink or swim, will sink. Most new people do not have the drive, talent or skills to succeed on their own. Most new people need intensive hand holding in the beginning of their business.
# 21 You can, with surprising speed, build a great multi-level business with only five people! Five people really is the magic number in network marketing. Five good people can change your life forever.
# 22 In the absence of leadership, a group of people, even highly talented ones, is simply a mob. All teams need a leader. Be the leader. Be the type of sponsor you wish you would have had.
# 23 No one, including yourself, can make another person successful. You can’t drag anyone across the finish line. At the end of the day, each person is responsible for their own success.
# 24 Develop a mailing list of one or two key people in each of your lines of sponsorship. Send out a monthly newsletter in the mail each month to the key people in your team.
# 25 Realize that you are starting your own business and that its failure or success is entirely in your hands. Ultimately, we are the captain of our own battleship and our success or failure is entirely in our hands.
# 26 I spend 80 percent of my time with 20 percent of my achievers. Never underestimate the power of the 20/80 Rule. Spend 80% or more of your time with the producers and doers on your team.
# 27 When you find a person who will make the commitment in time and energy, then work for that person. When you find a stud, focus your efforts on helping them succeed. It makes more sense to work with an excited person that to just keep sponsoring more people yourself.
# 28 Recruiting new associates is the lifeblood of your MLM business organization. New people bring new excitement – and new excitement brings new growth. Never stop personally recruiting people, even once you make it to the top ranks in your company. New lifeblood is vitally important.
# 29 Hold at least one meeting for each new person. Help your new person get started by doing one or two home events with them to help them get a few people sponsored.
# 30 The majority of your best customers will be those who come from referrals. Treat people well and you will get a lot of referrals in your business.
# 31 Ask for the order! Whenever you show a presentation or share a product, don’t forget to ask for the order. If you don’t ask you won’t get it!
# 32 It’s important to find a leader in your business that you can work with. Ideally, you want to find a leader or two in your team as quickly as possible and then work hand in hand with them.
# 33 For a while I made the mistake of helping people who didn’t want to be helped. You should only work with the willing. Watch people’s actions, not what they say. Match people’s efforts.
# 34 Maintain a balance between retailing and sponsoring. Retail to recruit. Always keep your eyes and ears open for new customers and distributors.
# 35 Focus on finding solutions instead of dwelling on problems. Everyone has challenges. Overcome them. Stop complaining and look at the bright side in things. Be an optimist.
# 36 When you are focused on and working toward a definite goal, a higher percentage of your downline organization will be more active in reaching the goals they set. Share your goals with your team and encourage and inspire them to set their own business goals.
# 37 Most men do not become successful until after age 50. Don’t get frustrated if it takes you some time figure things out. Success seldom comes as quickly as we desire.
# 38 Stay away from those who are looking for a handout, and go with those who will work out. Work with the willing. This is not welfare or charity.
# 39 You must learn to move others emotionally. We are all emotional creatures. Appeal to people’s emotions and your business will grow. Emotion trumps logic every time.
# 40 Learn to develop the habit of smiling more often, the importance of making eye contact, and the importance of a firm handshake. Develop some confidence and posture so you can attract others into your business.
# 41 A common mistake made in multi-level marketing is to do too much for your downline. Don’t do anything for a team member that they could do for themselves.
# 42 Find out what a person’s interests and talents are, and encourage them to be the best they can be by using whatever talent they possess. Everyone has different talents and abilities. Show each person how to build a business using their own talents and abilities.
# 43 A big key to building others up is recognizing and complimenting them on their efforts and achievements. People will move mountains for sincere recognition and praise.
# 44 You cannot make anyone successful. This is a repeating theme in the book, but it is so true. You are not a miracle worker. Every person on your team is responsible for their own success or failure.
# 45 How do you pick key people to work with? You don’t, they pick themselves. How? By their activity. Watch people by what they do, not what they say. Work with the people who are putting in the work and getting the results.
# 46 It makes a lot of sense to help a few people to develop a deep commitment for your business versus a lot of people with just a surface interest. At the end of the day you are really looking for 3-5 key leaders who want to build a big business of their own. A few good people can change your life forever.
# 47 You are not in the business to make the individual you personally sponsor successful. You are in the business to assist him or her to become successful. Like I said before, you can’t drag anyone across the finish line. You need to be accessible and help people, but it’s not your job to build the business for them.
# 48 One of the best forms of exercise you can get is lifting others up! Learn how to inspire others with your words and actions. Be an encourager and uplifter.
# 49 Do the basics consistently. Do the little things day in and day out. Be consistent and persistent and don’t over complicate the business.
# 50 When you are new make up in numbers what you lack in skills. Until you develop the right skills this business is strictly a numbers game. As your skills improve so will your conversions.
# 51 It is a good idea for you to find yourself a mentor to study, but it’s a better idea to become a mentor for others to follow. Lead by example at all times. Be the leader for your team and set the pace for your group.
# 52 By staying in contact with inactive associates, when the timing is better for them, they are more likely to become active in your business. Create a team culture that keeps people around until they make the decision to build.
# 53 One of the most important keys is not to spend a lot of time reviving people. It’s easier to give birth to a new distributor than revive the dead.
# 54 Look for key people to sponsor. Don’t spend too much time with a person who isn’t growing. Look for prospects who are successful, have money, have a good attitude, a large sphere of influence and are respected by their peers.
# 55 No matter how good an example you set, not everyone is a worker. Support everyone, but work with the willing. You can’t drag anyone across the finish line.
# 56 Your most profitable MLM leaders readily admit that, in most cases, they did not personally sponsor most of their leaders. Your best leaders will come in depth.
# 57 When the economy slows down, MLM activity actually picks up. When the job market sucks, more and more people are exploring their options.
# 58 Encourage yourself to try, or you will never know what you could have accomplished. Nothing ventured nothing gained. The only ways to fail are to do nothing or quit.
# 59 Your biggest enemy is yourself. You need to believe in yourself and your abilities. You need to have confidence in yourself, your products, your company and the industry.
# 60 Pick one solid MLM company and stay with it. This is simple but profound advice. It’s hard to achieve success if you constantly switch companies.
# 61 Companies do not make you successful. Ultimately, you are the success factor. You can succeed or fail in any company.
# 62 If you’ve been satisfied with your present company then strengthen your commitment to that company. Pick a good company and stick with it for the long haul.
# 63 Sincere friendships are like the cement that holds bricks together. It’s hard for people to quit on a friend. Become close friends with your associates.
# 64 Your downline associates normally will be more productive when they associate with other motivated people in a good support system. Get your people together for events. Create a team culture for your team.
# 65 As you grow with your company, build friendships with key people. Build strategic friendships with other successful people in your company and with other successful distributors in the industry. In addition, build friendships with the key people on your team.
# 66 You are more likely to fulfill your dreams with consistent efforts FOCUSED in one direction versus scattering yourself in several directions. Focus on one thing until successful. When you try and do too many things at once you won’t accomplish anywhere near as much as you could if you just focused on one thing.
# 67 Don’t be afraid to dream, but don’t let other people’s dreams become your own. Step out of your comfort zone and determine what you really want to achieve in life. Follow your own heart and passions, not what someone else thinks you should do with your life.
About the Book
This book was published in 1989 by Prentice Hall. The ISBN is 0-13-417858-0. It comes in soft-cover format and has 183 pages. It is an out of print book. You can pick up a used copy on Amazon like I did.
Buy a Copy on Amazon
In summary, I really enjoyed this book. Overall, I give it an 8 of 10 and think you should add a copy of it to your leader’s library. You will be glad that you did.
How about you? What is your favorite quote mentioned above? Have you read the book? If so, did you like it? Leave a comment below to let us know what you think. I look forward to hearing from you.
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