I recently read the book, “Your Best Year in Network Marketing” by Mark Yarnell. Mark Yarnell is an icon in the network marketing industry, having earned tens of millions of dollars himself and he’s also helped hundreds of other people achieve phenomenal success. He’s been there and done that and definitely knows what he is talking about.
I should start out be telling you that I have TREMENDOUS respect for Mark, even though I’ve never met him personally. I’ve read most of his books and studied his training materials during the past 13+ years and they have helped me immensely.
I consider this book a true game changer. There is no fluff or hype. It’s easily one of my top five network marketing books of all time. I consider it a must read for anyone who wants to build a large and profitable business.
What I’m going to do in the paragraphs below 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 provide my own two cents. The quotes are listed in no particular order.
# 1 The hardest thing I ever did was shut up long enough to listen to someone who knew more than I did.
The fastest way to become successful in the business is to partner up with someone who has already done what you are trying to accomplish.
# 2 You need to be recruiting and selling products rather than reading.
# 3 Every great networker was a lousy networker first.
Everyone has to pay their dues and develop their skills. It takes time to do that. The people you see walking across the stage at your corporate convention are “finished products.” What you see is years of personal growth and experience. There’s a good chance that when they first started the business, they were a completely different person. The bottom line is that there is always a story behind the story.
# 4 It’s important for MLM leaders to present both sides of the MLM story.
When you talk to your prospects and new team members, you must give them realistic expectations. By all means, talk about what MLM can offer someone, but make sure you talk about the the work that will be required to accomplish it.
# 5 My best year occurred when I calmed down long enough to experience genuine serenity and balance.
It’s great to work hard and be focused, but don’t forget to enjoy yourself, your family and take time to relax along the way.
# 6 The real adult report card is fulfillment, not cash.
Money will not make you happy. It will just make you more of what you already are. Money is neither good or bad. What you want is happiness, fulfillment, peace of mind, and money.
# 7 Anyone with half a brain recognizes the stupidity of working for a salary or hourly wage when they can multiply their efforts through ten thousand others.
When you have a job you have no leverage. The day you want to stop working or can no longer work is the day you have no more money coming in.
# 8 The only people who don’t understand the power of professional network marketing are hopelessly incompetent.
Most people in network marketing don’t know what they have their hands on. And most people outside of our industry don’t really understand MLM or they would be doing it.
# 9 You cannot peal two potatoes at the same time, nor can you achieve dramatic wealth by doing two or three MLM deals simultaneously.
To succeed in network marketing, you must pick one good company and focus on it exclusively.
# 10 Flakes never make it to the top. They jump from deal to deal until everyone knows their game or they are so exhausted they’ve got to resort to dot com IPOs.
People looking to get rich quick or looking for magic dust will never succeed in this industry.
# 11 The best revenge is a life well lived.
The best way to prove your skeptics and haters wrong is to become ultra successful.
# 12 Make a five-year commitment and never look at another company no matter how slick some recruiter sounds.
Pick a good company and stick with it for the long haul no matter what.
# 13 Most of us stop short of our potential, once our primary needs have been met.
Our comfort zone is our biggest enemy. Don’t let “good enough” keep you from being great.
# 14 Most of us can never profit from the unlimited income potential of networking because our primary needs are met by an income of substantially less than a million dollars a year.
Lots of people who make $3k to $10k per month in MLM could make a lot more if they weren’t “comfortable” with what they are already making.
# 15 Great leaders always innovate, they don’t duplicate.
This is one of my favorite quotes in the book. Mark is one of only a few leaders in our industry who does not agree with the duplication myth. He believes that great leaders use their own natural talents and abilities to build their own business.
# 16 Nobody is really a legendary dynamo singularly responsible for building a huge group. It’s a team effort and those of us who work really hard will eventually blunder into one or two other people who work really hard and so on. Nobody ever really duplicates anyone else. Each of us brings our own unique personality, competence, ethics, and work habits to the table.
No one builds a big group all by themselves. Most successful leaders (even on the same team) build their business differently.
# 17 It’s entrepreneurial innovation, not organizational duplication that works.
Once again, to succeed in this industry you need to use your own natural talents and abilities, not your upline’s system.
# 18 One of the biggest fallacies in MLM is that we should attempt to force creative people to use systems which they don’t like and often can’t copy.
You should never have one system for your entire team. Your goal as a leader is to help each person you sponsor find a way to build the business that works for them.
# 19 Many people, approached properly, can and will become professional networkers if the company is legitimate and the product is effective.
Most people are good prospects, if you are a professional and approach them the right way (no hype, lies or pressure).
# 20 The more people you approach, the more people will sign up as distributors.
The people who do the best in this industry are the people who do the most exposures. This really is a numbers game.
# 21 Every prospect is a prospect for life.
When someone tells you NO today that does not mean NO forever. People’s situation in life can change. Follow up with people until they buy or die.
# 22 I am shocked by the number of people who blame their failure in MLM on everyone and everything except their own inactivity.
We are all responsible for our own success or failure. I’m never met a successful victim.
# 23 The best way to distribute products is to ask people to buy them. If you can’t look another human being in the eyes and ask her to buy what you’re selling, get out of network marketing.
You have to be able to ask for the sale. No, this is not traditional selling, but you still must develop your salesmanship skills and know how to close people.
# 24 MLM is a numbers game until people sign up and then it becomes a “people” game.
This business is a marketing and selling business until you sponsor someone. Then it becomes a relationship business after you’ve sponsored someone.
# 25 Common sense told me that there was some person above me who was smarter, wealthier and more compatible with me than my sponsor.
If your sponsor isn’t much help, look for someone in your upline who can help you out. Keep calling upline until you find a mentor.
# 26 Everyone in every great company, with the exception of the Master Distributor, has wonderful people with whom to partner.
Leverage successful distributors in your upline to help you.
# 27 People end up feeling cheated if someone they brought to the table ends up front line to another distributor.
Never steal a distributor from someone else, especially someone in your own downline.
# 28 MLM has a way of gradually weeding out the non-workers.
Lazy and unmotivated people typically don’t stay around very long in network marketing.
# 29 Real MLM legends are ALWAYS accessible to their downline partners.
You will quickly discover that most successful people in your upline are accessible when you call or email.
# 30 Don’t ever send a prospect who is uninformed about your company to your upline partner.
When you have a prospect, make sure you show them the plan and explain things to them before you do a three way call with your upline (or introduce them to your upline).
# 31 No one is more important to your success than your upline partner.
Your upline mentor is your single best resource.
# 32 Your past and future are irrelevant.
What you’ve done in the past doesn’t matter. You can change your future.
# 33 To be an effective networker you must be enthusiastic, sincere and believable.
People don’t join companies they join people. Be someone worth joining.
# 34 Most people you contact will not sign up.
You have to accept that most people will not be interested in what you have to offer. Your job is to find the people that are interested.
# 35 After you sign people, the attrition rate is still about 75%. Don’t take it personally.
People will quit and there is very little you can do about it.
# 36 When down, go upline.
When you are feeling down and negative call your upline. When you are happy and enthused, called your downline.
# 37 Make sure that you never let anyone in your downline get the impression that you are discouraged or depressed with the business.
Stay positive with your team members. Never share your problems with them. They have enough problems of their own to worry about. They don’t need to know about your problems.
# 38 No news for a year.
One of the best things you can do is turn off or get rid of your television. Get the negativity out of your life.
# 39 Honesty is the best policy no matter how painful.
Always be honest and keep it real with your prospects. Never tell them what you think they want to hear. Tell them the truth.
# 40 People hop from deal to deal then blame their failures on our industry.
No one ever became successful by being a MLM Junkie.
# 41 Find a great company, a great upline, a product you love then go to work full time and make a two-year commitment. Don’t look at any other company and don’t treat our industry like a part time hobby.
This is some sage advice.
# 42 MLM is about long-term focus, not short-term opportunism.
This business, just like any other business, is a marathon not a sprint.
# 43 A person must have grandiose objectives to ever reach high levels of accomplishment.
Small goals won’t get you very far in this industry. You won’t reach the mountain top with little goals.
# 44 If ability has let you down, try enthusiasm.
Ignorance on fire is better than brains on ice.
# 45 I know dozens of people who are all building substantial downlines and no two are using the same strategy.
Different strokes for different folks. Find a method to build your business that works for you and then stick with it.
# 46 Winners don’t get stuck in the process of managing people. Nor do they build organizations for others.
Your job is to set the pace and lead by example at all times. Your no one’s boss and it’s not your job to manage anyone or to make people successful.
# 47 Until you’re earning more money than you can spend, work harder than you’ve ever worked in your life to personally sponsor and train new distributors. Go wide fast!
In the beginning, your job is to sponsor as many people as possible UNTIL you find your key leaders.
# 48 Any system will work if you passionately approach a dozen or more new prospects each day with the greatest opportunity in free enterprise.
This business comes down to the amount of exposures you can do on a daily basis.
# 49 If someone in your upline is earning ten times as much as you, don’t waste their time with war stories about yourself. Learn what they are doing and duplicate it.
Don’t reinvent the wheel or argue with your successful upline that your way is better.
# 50 Anyone in MLM can triple their income by tripling their efforts.
If you want your business to grow faster, talk to more people.
# 51 Prospects haven’t earned the right to be critical of your opportunity. Until they’ve signed up, trained and gone to work, they don’t really have the wisdom to provide constructive criticism.
Don’t listen to your prospect’s negativity, doubts or concerns.
# 52 Until new distributors have proven their loyalty and achieved a few months of productive retailing and team building, they haven’t earned the right to begin criticizing anything.
People don’t have the right to complain about the business until they’ve actually given it a fair chance.
# 53 Networkers require a tremendous self-image and a pioneering, risk-taking mentality.
You have to be willing to fail, to talk to people and deal with rejection if you are going to make it in this business.
# 54 When people say “yes,” unless they go to work immediately, they don’t always mean, “yes.” Actions speak louder than words.
Don’t listen to what your new team members say they will do. Instead, watch what they do.
# 55 I support those who demonstrate a willingness to work and refuse to argue with those who do not.
Work with the willing!
# 56 It takes a minimum of five years intense focus in one company to make the truly big money in network marketing.
I hope everyone reading this page reads this quote five times. Pick one company and stick with it.
# 57 I am closed to all opportunities except the one to which I am committed.
Don’t even consider looking at other opportunities.
# 58 The real key to success in this new century is figuring out the assets of new distributors and then helping each person build a lucrative business by capitalizing on their strengths.
Spend time with each of your team members and give them a game plan they can follow using their own natural talents.
# 59 No single system is duplicable for every personality type.
Mark has said this several different times in the book. What works for one person won’t work for everyone.
# 60 I achieve great things because I focus on wealth through front-line recruiting.
You won’t hit your next goal with the same group. Always keep adding new people to your team.
# 61 What amazed me was the lack of tolerance some MLMers had for their own associates.
Treat your team well. Don’t baby them, but encourage them and be supportive.
# 62 Everyone starts at the top and fills in the bottom.
When you join a MLM Company you start at the top of your own pyramid. All you have to do is fill it in.
# 63 I win when others win, not when they lose because I was promoted ahead of them.
The only way to succeed in network marketing is by helping others succeed.
Top earners are extremely committed and they persevere no matter what.
# 65 Warriors are discovered by their actions, not their words.
Watch what people do, not what they say they will do.
# 66 People fail; MLM doesn’t.
The industry provides equal opportunity for all, but no guarantee of success for anyone.
# 67 The key to our industry consists in finding the one performance-based entrepreneur out of every ten prospects, not attempting to change and motivate the other nine.
Ideally, you are looking for the people who are self motivated, who like to sell, have a good self-image and are willing to work hard. You are looking for people who want an opportunity, not a steady paycheck.
# 68 By adulthood, most folks are sheep and certainly not interested in performance-based industries.
Most people have been taught their whole life to get a safe and secure job and play it safe.
# 69 Find the one winner in ten and teach him or her everything you know. Don’t try to convert frogs to eagles.
You can’t turn a chump into a champion. Look for the champions and potential champions.
# 70 The greatest thing about our industry is that you only need to find about ten to wind up with thousands.
Ten really good people can make you millions of dollars in this industry.
About the Book
This book was first published in 2002. It is 226 pages and comes in paperback. The ISBN is 978-1879706941. To the best of my knowledge it is an out of print book, but I know you can buy a copy on Amazon.
In summary, “Your Best Year In Network Marketing” by Mark Yarnell is one of my favorite network marketing books of all time. I easily give it a 10 of 10. It’s to the point, loaded with great information and even a bit controversial. Mark tells you what you really need to hear if you want to succeed in this great industry. If you haven’t read it yet yourself, you definitely should.
What about you? What is your favorite quote mentioned above? What did you like or dislike about the book? Leave a comment below to share your thoughts. I look forward to hearing from you.