In today’s post, I want to share some of my top 73 Mark Yarnell quotes from his famous book “Your First Year in Network Marketing.” Before I share the quotes, I just want you to know that this book has had a profound impact on my network marketing business. It was one of the first network marketing books I ever read when I first joined the industry in 2002. Since then, I’ve read it at least 10 times and probably given away 50 copies of it to my team members.
Other than Mike Dillard, I’ve learned more about network marketing from Mark Yarnell than anyone else. And that means a lot considering I’ve had many amazing mentors and read hundreds of different books about network marketing during the past 13 years.
The quotes are listed by where I found them in the book. Each quote is in bold and italic. At the end of each quote I will offer my opinion about it. Since this post is a mini-series, I will take each one of these quotes and write my own blog post about it. This will take me a few months to do, so if you don’t see the link (after each quote) yet, just come back and visit this page at a future date.
Let’s get started.
# 1 We have rarely met anyone who has worked steadily in network marketing and doesn’t eventually achieve success. Study any successful network marketing distributor and you will find that they are persistent and consistent with their network marketing business. They treat it like they have a million dollars invested in it. They set business hours and stay the course, until they succeed. Read more about being persistent and consistent in your business.
# 2 Our analysis shows that an estimated 95 percent of those who survive ten years in network marketing become wealthy beyond their wildest expectations. It’s true, when people stick with something for the long haul, the ODDS of them becoming successful go up significantly. You won’t be successful in any kind of business in just a few months. If you make a long term commitment, get better every day, and keep taking action, you will eventually make it. Read more about sticking with MLM for the long haul.
# 3 It’s much easier to give birth to a new distributor than it is to resurrect a dead one. It’s true, most people are quitters. Very few people follow through with anything they do in life. When it comes to the selling profession, there is high turn over in all sales organizations, including real estate, insurance, and other sales jobs. Learn what you should do when people quit your MLM Team.
# 4 In year one, survival is the name of the game. Did you know that the first year in any business is very critical? Very few businesses in any industry turn a profit in their first year. That doesn’t mean the business isn’t good. It just means that it takes time to build a successful business. Check out the link to learn things you can do, and things you can help your team do, to survive their first year in MLM.
# 5 Every great MLMer was a lousy MLMer at first. Whenever you see a successful distributor, you see a finished product, someone who has experienced a lot of rejection and taken the times to develop their skill-set and mind-set. They’ve gone through YEARS of personal growth and have taken the time to develop themselves into a successful entrepreneur and network marketing leader. I like to call this “The Story behind the Story.”
# 6 We are convinced that rejection causes more people to fail in MLM than any other factor, and often they fail literally before they ever begin because their approach is from the head, not the heart. Rejection is a dream killer. I know very few people that like rejection and can deal with it on a frequent basis. To succeed in MLM, you need to develop thick skin and not take rejection personally. You have to realize that people aren’t saying NO to you. They’re just saying NO to what you are offering them. Read more about dealing with rejection.
# 7 It’s the responsibility of every recruiter to fully prepare prospects for rejection, then provide them with the tools to overcome rejection. As a sponsor, you have an obligation to help everyone you sponsor get started right. This means you help them identify their why, set goals, develop a plan of attack, AND you teach them about selling and how to deal with rejection. It also means you plug them into your system, you get them reading and you educate them about the business tools you use. Read more about helping your new team members get started.
# 8 Friends are often our biggest dream stealers, and once a dream is stolen, it is not easily recovered. In most cases, your biggest critics are the people who are closest to you: your spouse, family and close friends. They think they know what is best for you and they fear you becoming ultra-successful or changing. Read more about not letting anyone steal your MLM Dream.
# 9 For me, this business has been the greatest self development course in the world. The personal growth you can experience in network marketing is unlike any other industry. We are quite perhaps the only industry that is extremely focused on personal development, setting goals, and reaching our potential. Read more about why the personal growth in the MLM Industry is nothing short of amazing.
# 10 There’s a seed of greatness in everyone. Never qualify prospects for any reason. You need to know the difference between pre-judging and pre-qualifying people. You should never judge someone before you talk to them. But, you should never show a business presentation to someone you have not pre-qualified, either. Learn the difference between pre-qualifying and pre-judging your prospect.
# 11 Think of prospecting in MLM as a sifting process. Your job in MLM is not to sell, convince, pressure or persuade others to join you or buy your products. You simply need to sift and sort through your prospects to find people who are looking for what you have to offer. The top earners don’t sell. They sort! Never forget that. Read more about sifting and sorting your prospects.
# 12 Unless, as a part-timer, you are approaching at least five to ten prospects per day, you are not serious about succeeding in this business. To succeed in MLM you need to work the numbers. If you don’t talk to lots of people, and sift and sort them, you won’t sponsor many people, get any customers, or build a big team. Even if you are building your business part-time, make sure you work the numbers. Read more about it.
# 13 The growth of your business will be in direct proportion to the numbers of people you are prospecting on a regular, daily basis. Let’s face it; even as a part-timer you must talk to at least five to ten people a day if you have any hopes of growing a big business. Selling is a numbers game and you have to work the numbers if you want to succeed. Learn more about working the numbers in your MLM Business.
# 14 Network Marketing is based on a team-building philosophy rather than a supervisory one. Perhaps the single most frequent cause of failure in network marketing is the mistaken belief that we must manage our downline distributors. Your goal as a network marketing leader is to train, help and inspire your team. Never forget that you work for your downline. They do not work for you. Learn more about why managing your downline is a big mistake.
# 15 New blood is the lifeblood of any organization. You should never stop personally sponsoring people into your business. It creates momentum and excitement in your organization. Read more about sponsoring new people every month.
# 16 Those front line recruits who demand the least attention are usually the ones who become the most successful. Discover why good distributors are low maintenance and don’t take a lot of your time, money or energy.
# 17 The new people who whined and moaned and complained were all out of the business in a few months. Those who have become millionaires did it primarily on their own. Most of your reps that are high maintenance will never do much. Your best reps are self-starters who are self-motivated and take accountability for their own business. Read more about who becomes successful in network marketing.
# 18 The last thing a winner needs is a manager or savior. A winner simply want someone who encourages them and helps them. They don’t need you to act like a parent or baby them. Read more about how to work with the producers on your team.
# 19 The biggest challenge to me was figuring out who was really going to build a business once they showed an interest. Find out a simple process you can use to determine who is really serious in your business and who isn’t.
# 20 Go wide fast! To build momentum in your team and build a large team, you need to sponsor 20 to 30 people in your first few months and eventually personally sponsor 100+ people. If you don’t sponsor enough people, and do it quickly, it will be difficult to find leaders who duplicate what you do and build depth in your organization. Check out these tips for going wide fast.
# 21 Generally, leaders must be found; they cannot be created. It’s hard to convert a non-leader into a leader. Rather than trying to convert everyone on your team into leaders, you will be much better off LOOKING for leaders. It’s true, your best team members will be found AND they will need little guidance and help. You can identify leaders on your team by their actions. Read more about leaders.
# 22 Recruiting is the only viable way to offset the inevitability of attrition. Some people quit. Replace the quitters with winners. Learn more about attrition in your business.
# 23 Stop recruiting and your organization dies a slow death. You never want to stop sponsoring in your business. Once you have a good team going, you don’t have to personally sponsor, but you want to help your team sponsor people in depth. Read more about why you should never stop recruiting.
# 24 Don’t ever allow yourself to be duped into believing that you can buy your way to the top of the company. You can never buy your way to success. The only way to become successful is to work hard and work smart.
# 25 If distributors are doing this business right, they will be recruiting enough new people each month in order to advance through the ranks. Never stop personally recruiting new distributors. Set a good example for your group to follow. New reps are the lifeblood of your business.
# 26 Never tell your people that all they’ve got to do is sign up, give you a list of potential distributors, and then you’ll do the rest. Never do for a distributor what they can do for themselves. Help your team, but make them do their own work.
# 27 The depth takes care of itself with sufficient numbers in width. Most successful MLM Distributors personally sponsor 100 to 200 people, in order to find a few key leaders who build large teams themselves. While it’s great to build depth in your team, the easiest way to do that is to sponsor a lot of people, so you have a lot of people to work with, and a few really serious people. Learn more about building depth.
# 28 Our is a business of leaders building their front lines and teaching their people to do the same. Those with leadership ability will seek out other top leaders to mentor them and give them help in closing serious prospects. Always keep personally sponsoring new reps. Teach your team to do the same thing. Utilize your upline to help you close new prospects.
# 29 Baby-sitting a downline is not an effective way to build a business. If you’re running an adult day care center in your MLM Business, you are doing things wrong. Most distributors babysit their team members, hold their hand and try to do everything for them, and then they wonder why no one on their team performs.
# 30 Don’t be offended – be joyous – when new recruits finish their training and go to work without calling you every day and asking you to do everything for them. Be happy when you sponsor people who go to work and work take responsibility for their own business.
# 31 A depressed person cannot survive in this industry. To succeed in MLM you need confidence, enthusiasm, and a good self-image. Learn how to overcome a MLM Depression.
# 32 The sooner someone quits who isn’t serious about the business, the sooner he knows with whom he need not waste a lot of time. Spend your time with the people who put in the work. Don’t get upset when people quit.
# 33 A well balanced organization will be made up of a large body of wholesale buyers, many retailing distributors, some part-time business builders, and a few full-time, gung-ho, recruiting maniacs. Don’t just look for the heavy hitter. They will represent a very small percentage of your organization. Ultimately, your goal is to create volume.
# 34 Attrition happens. People lose their initial enthusiasm. Most people in our industry will quit, because they have unrealistic expectations or they aren’t willing to do the work. Learn how to deal with attrition in your business.
# 35 If you are up go down; and if you are down, go up! Talk with your upline when you are feeling sad, blue or depressed. Never call your downline and share your problems with them. They have enough of their own problems to worry about. Always be encouraging to your team.
# 36 In network marketing if you aren’t having fun you aren’t do it right. This business is meant to be a lot of fun and it shouldn’t be stressful. People already have a job and the last thing they want is another job (or more stress). Learn more about having fun in your business.
# 37 Work diligently for one MLM Company for four years, build an income based on the honest movement of products or services, and you’re set for life. Pick a good company, stick with it and focus.
# 38 We believe new marketers should set realistic objectives ranging from one, two and three year to five and ten year goals. Learn more about your five year plan with network marketing.
# 39 Part-timers attract part-timers. You attract what you are. Focus on the products to get customers. Focus on the business to attract entrepreneurs. Focus on your vision to attract leaders. Learn more about the law of attraction in MLM.
# 40 When is the last time you met a person who became a millionaire in his spare time? Prosperity is a full-time venture. You won’t build a huge business working part-time or just a few hours a week. You can start out part-time and build up a nice little side income, but to make the big bucks you must commit to full time effort.
# 41 This is a business of teamwork. Don’t be misled by the false expectations that somehow your upline is supposed to take you by the hand and do everything for you. This is YOUR business. It’s your job to take ownership and responsibility for your own business and your own actions. No one cares as much about your own business as you do.
# 42 The truth is this: Network marketing is about a lot of people using and sharing a little bit of product. It’s true, your team will ultimately be hundreds, or thousands, of people all doing a little bit and very small amount of people doing a lot.
# 43 Everyone should be responsible for finding ten legitimate retail customers before building a sizable network organization. Discover why getting customers for your business is so important.
# 44 Once you have begun using the products and/or services yourself and have found your ten customers put all of your energy into prospect for business builders. Get 10-20 customers BEFORE you start trying to recruit distributors. That way you have an immediate profit and you can teach your team how to do the same thing.
# 45 Whether in a breakaway, a uni-level, a matrix, or a binary plan, the greater the number of personally sponsored distributors, the larger the income. The more people you sponsor the more money you will make.
# 46 The larger your warm list, the more solidly you will establish your business. Find out more information about building your name list.
# 47 It is vital to the success of your newest distributors that they not ignore this warm market phase of the business. Make sure all new reps on your team create a name list and work with their warm market.
# 48 Many people avoid their warm market because of their poor self image. Your warm market is your greatest asset if you will tap into it. Many of these folks will become customers or reps if you approach them right.
# 49 It’s best to present the opportunity to small groups of three to six people at a time. This business works great one-on-one and in small groups. It’s personable and proven. Learn more about the best way to do business presentations.
# 50 Call all the people on you prospect cards every six months until they either sign up or die. The real money is in the follow up. Many of the people who tell you NO today will be on your team in the future if you keep following up with them. Check out these simple tips for following up with prospects.
# 51 New distributors must be warned to put on blinders during their first year. Come up with a plan and never deviated. Don’t be affected by the Shiny Object Syndrome. Learn more about surviving your first year in network marketing.
# 52 The good life will come soon enough if you pay the price in the first year. If you want to accomplish something big and worthwhile, there will be some sacrifice involved.
# 53 Distributors, who have stayed with one company for many years, and built new legs in each of those years, are now very wealthy. Find a good company and stick with it for the long haul. Don’t chase shiny objects or keep switching companies.
# 54 They key to success is to stop jumping ship and stick with one. Find a good company and stick with it for the long haul. Find out why MLM Junkies rarely succeed.
# 55 We always encourage our distributors to primarily recruit individuals with no former experience in MLM because they are so much easier to train. Don’t try to go out and recruit MLM Junkies. You want people who are trainable and will listen and follow the system you use and recommend. Ideally, look for people who are MLM Virgins.
# 56 If you’re a new distributor, we encourage you to track upline until you find a highly successful distributor and follow the exact systems she or he has used. Learn how to find a mentor in your MLM Business. Keep calling people in your upline until you find someone who is successful and willing to help you succeed.
# 57 To try it alone in this business is to swim upstream. Leverage your sponsor and upline as much as possible. They will be your coach and biggest cheerleader if you let them.
# 58 New marketers can be handed everything on a silver platter and still fail if they refuse to duplicate a simple system that has already been tried and tested. If your upline has a system in place, and they are successful, follow their system. Don’t reinvent the wheel.
# 59 The key to building a successful business is to stick with one system long enough to allow it to work. Find something that works and stick with it for years. Never deviate.
# 60 New distributors will never be as enthusiastic about personal sponsoring as they are in the first year. Get your new distributors started right. Leverage their enthusiasm, especially in their first few months in the business.
# 61 Too many new distributors find that it’s much easier to become professional meeting attendees than it is to face the rejection of frontline recruiting. Don’t over train your team and do tons of pointless meetings. What you want to do, and get your team to do, is to go out and recruit.
# 62 Ultimately the only people who make real money in MLM, with very few exceptions, are those who conduct their own meetings. Don’t rely on others to do meetings for you. The sooner you can start doing your own meetings the better off you will be.
# 63 You can’t expect someone with no vested interest in your downline to give your associates the same kind of attention that you would provide them. Don’t rely on other distributors in your company or your upline to train your team for you. No one cares about your team as much as you do.
# 64 Build a customer base among your family and neighbors prior to creating a downline. Get a few customers before you go out and try to sponsor a bunch of people. This way you will be making a small profit and will have a legitimate business.
# 65 Never loan money or products to your new distributors. Treat your business like a real business. Don’t make your team members dependent on you. This is not a charity. This is a business, not welfare.
# 66 Network marketing should be presented in a small group or private setting. Discover the best way to show the plan so you can have a higher sponsoring rate.
# 67 Take pride in our industry and select your company based on realistic expectations. Select the one that has the very best record based on your values. Discover what you need to do to find the right MLM Company.
# 68 The secret to building a successful business is to become the leader of your own organization – never dependent on others for extended local support. At the end of the day, you must take responsibility for your own network marketing business. Yes, it’s nice to have a mentor and support, but it’s your business. Your success is ultimately up to you. Read more about taking responsibility for your own business.
# 69 Make certain that every step you take can be duplicated by the very least skilled in your organization. Don’t make things complicated in your business. Keep things so simple even an eight year old could do it.
# 70 Whatever you do, your people will duplicate. Make sure you are setting a good example on your team. It’s not what you say that matters. It’s what you do that matters most.
# 71 Our best description of the type of person you are trying to recruit is one whose back is against the wall financially; who is driven by a cause; who is coachable and willing to follow your system without changing it; who comes across enthusiastically; and, finally who enjoys working with people and seeing them be successful. Learn more about who your best MLM Prospects are.
# 72 I focused on getting a lot of people to do a little bit. The real key to success in network marketing is to get a lot of people to do a little bit. You are not looking for a few salesmen who sponsor hundreds of people personally. Instead, you want hundreds of people who use the products, have three to five customers, and sponsor a few people.
# 73 Currently, 3 percent of the MLM Population earns over $93,000 per year, and 56 percent earns less than $5,000 per year. It is the middle 40 percent that we believe we can and must reach. I disagree with Mark with this one. I know there are average people in every industry. No matter what you do they won’t make it to the top.
In summary, I hope you have enjoyed this list of my top 73 Mark Yarnell quotes from his book “Your First Year in Network Marketing.” Overall, I give this book a 10 of 10 and consider it a must read. Please leave a comment below to tell me which quote is your favorite and why. Also, if you haven’t read “Your First Year in Network Marketing” before, you can pick up a copy here. Thanks for reading my post. I look forward to hearing from you.