Copyright 2009, All Rights Reserved
About the Authors
Bo Short and Ty Tribble were recognized to be among "52 of the brightest
minds inside and outside Network Marketing” along with Paul Zane Pilzer,
Dr. Denis Waitley and Robert Kiyosaki
Bo is an author, speaker and leadership expert. He has spoken around the world
to more than 1,000,000 people in 21 countries. He has built numerous successful
companies in various industries.
Within the Network Marketing industry he has risen to the top of two companies
and served as CEO for another. Bo has been featured on the cover of industry
magazines and in numerous books about Network Marketing. He has been
highlighted in Entrepreneur Magazine and appeared on Oprah and Dateline
NBC. Bo lives in Charlottesville, Virginia with his wife Sandy and their daughter
Ty Tribble is an Internet entrepreneur, former President of a Network Marketing
company and a six-figure Work At Home Dad who lives in Federal Way,
Washington with his wife, Richelle and two children, Emma and Tyler.
Ty has been featured in Entrepreneur and Success From Home magazine and a
number of books about word of mouth, relationship and traditional marketing. Ty
also authors three of the most influential blogs on the web on the subject of
Copyright 2009, All Rights Reserved
What people are saying about Ty Tribble and Bo Short:
"Ty Tribble is one of the few networkers out there who's really on top of the Internet
marketing world. Not only does he know how to generate tons of traffic, but he knows
how to convert it into leads, cash, and distributors, which is an extremely rare and
valuable talent. If you want to learn from one of the best, Ty's your man..."
- Mike Dillard, Founder - Magnetic Sponsoring and MLM Traffic Formula
"Bo designs and implements tailor-made programs that build winning organizations and
allow individuals to achieve personal greatness…"
- Jim McCaslin, Chief Operating Officer, Harley-Davidson Motor Co.
"As a true solutions provider Ty is someone who genuinely cares about the best interest
of his prospects and business partners...he wants to help others get to the next level in
their business regardless of what business they are in, Network Marketing or not.
Additionally, Ty has a range of experiences that helps people bridge the broad span of
Warm Market to Cold Market to Internet Marketing.”
- Ann Sieg, Founder & Author, The Renegade Network Marketer
“Bo Short develops great leaders. He has a talent for coaching people to attain
significance in their personal and professional lives.”
- Rudy Ruettiger, Author/Speaker, and the inspiration for the TriStar Motion
"Ty, I have enjoyed your articles and believe you are one of the most experienced
people in the MLM field. You have studied the companies and have benchmarked
the best in different areas. When I look for news in the MLM area I come to your
- Orrin Woodward, Founder of the TEAM and Best Selling Author
“Bo touched our people in a way no other speaker has done. His lessons on
leadership are inspiring.”
- Robbie Callaway, President & CEO, Technology Investors, Inc., former
Chairman, National Center for Missing & Exploited Children
Copyright 2009, All Rights Reserved
Table of Contents:
Introduction: Page 5
Preface: The Revolution Page 7
Chapter 1: The Product Page 9
Chapter 2: Corporate Leadership Page 11
Chapter 3: Field Leadership Page 13
Chapter 4: Compensation Page 15
Chapter 5: Timing Page 17
Conclusion: Page 19
Disclaimer: Page 20
Copyright 2009, All Rights Reserved
It’s our opinion that most of the companies in network marketing fail their
people. Not the other way around. Please understand, they do not do so
on purpose, there are just certain flaws that are inherent in most
companies in this industry.
Those weaknesses present a unique opportunity for companies willing to
do things properly. That, coupled with your willingness to act, can set the
stage for great success.
This industry attracts ambitious, focused people that want to accomplish
more. For the most part, they’re already leading busy lives. Some are
professionals and some are not. However, they have certain
commonalities, regardless of their age, sex, or ethnicity. They get things
done, they are willing to learn, and they want to succeed fairly and
honestly. They are usually not looking for the diamond rings and the
typical hype that accompanies most of the sales presentations in this
industry. That does not mean that people do not want nice things. There is
absolutely nothing wrong with that. However, most people are looking and
working for goals much more important than that.
“People want more time...”
People want more time with their families, security to know that
“everything is alright” and the freedom and independence to do what is
important to them. Their challenge is not themselves; it is finding the right
company and the right people that will help them engage and win.
The hardest part of being successful in this industry is not your effort. You
are responsible for that. It is finding the right company and the right people
to work with.
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Finding that right company is like finding a needle in a haystack. Quite
frankly, it is our opinion that this industry is filled with hay and very few
needles. That does not mean that there are not people making money in
most companies. Of course there are. However, the premise on which
Network Marketing is built upon is that the average person, willing to work,
One of the great mistakes that people make as they attempt to evaluate
companies in this industry is they themselves are not knowledgeable
enough about what specific questions to ask and what the correct answers
should be. The reasoning is simple; this business model is very different
from what most people do for a living.
If you were a taxi cab driver and we put you in the room with a Physician
and we said, “Analyze their performance, their effort and their potential
results and then give us feedback.” You would not know what to do. Bear
in mind, if the roles were reversed the challenge would be the same.
Most people are invited to a meeting or sit down in the privacy of their
living room with someone they know or have recently met and are
introduced to this business model. Depending on your life’s experiences
you have one of 3 responses. Simply stated they are good, bad or
indifferent. Please keep in mind that all of them are valid. However, even
though they are all valid very few of them are supported by more than
anecdotal information. In addition, if your perception of this industry is not
good, we completely understand. Hence, the reason for this book.
Do not let someone’s experience in the wrong company cloud your
judgment over what is truly possible in the right one.
“...it’s impossible for all of them to be the best.”
Think about what the average person is told. In every room around the
country someone stands on stage and says, “we have the best product,
the best team, the best compensation plan, it’s the best time to come with
us! Now it’s impossible for all of them to be the best. Most people go to
Network Marketing meetings and walk away with little factual information.
They’re excited, but not educated.
We hope you use this book to educate yourself about what to look for in a
company so that you know what you are excited about when get started.
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We are in he midst of a revolution in the Network Marketing industry. The
question is not whether you will participate in the revolution (statistics say
you will), the question is whether you will profit from the revolution.
Before we get into how you profit from the revolution, let’s talk about the
events leading up to the current revolution and why it is important to be an
early adopter in this massive shift.
2008 was the year of Social Media. The adult version of MySpace known
as Facebook went into hyper-growth in 2008 reaching nearly 150 million
users and growing at a rate of 600,000 new users per day. Social Media,
led by Facebook went mainstream. 2008 also saw additional acceptance
of blogging as a method to engage in a social conversation on the
Internet. (Blogging stats)
With the mainstream acceptance of blogging and Facebook, 2009 is
shaping up to be the year of Social Commerce.
Think about the books listed on Amazon.com for a moment. When you
find a book on Amazon, there is a large social element to Amazon making
a sale. There is a good chance that a friend or colleague told you about
the book and then to further add to the social element, you have the ability
read dozens of reviews about the book.
Social Commerce is best defined as a social influence on the purchase of
goods and services. It’s a friend telling you about a movie she saw. It’s
searching Google for a review about the new Apple iPod and finding a
blogger who writes gadget reviews on his blog.
In many cases affiliate programs are a large part of review sites and blogs.
If you find value in a bloggers intelligent and descriptive review of a new
product and purchase the product through the bloggers link, the blogger
makes a small commission on the sale of that product.
While affiliate marketing is relatively new, Network Marketing, the sister to
affiliate marketing has been around for roughly 60 years.
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Driven by the widespread adoption of Social Media, billion dollar
entrepreneurs are taking notice of the Network Marketing industry.
Names like Warren Buffet, Donald Trump and Richard Branson are either
current Network Marketing company owners or advocates for the industry.
A new era is dawning for the once maligned Network Marketing industry
and you have a chance to be an early adopter in the revolution.
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“Unique Product In A Growth Market”
You are looking for an impact product, one that will literally sell itself. This
puts you in a unique position that allows you to give out a sample of the
product to your warm market and not feel like you are “pitching” them on
some deal. You simply ask your friends and neighbors to try the product
and promise to give you feedback.
Remember, this only works if you truly have an impact product. If the
product works, you will get some people that are interested in being
preferred customers, (some companies offer this type of program where
they fill the order for you, the customer gets to buy at wholesale and you
receive a commission).
Some of the people that try the product will have additional questions. For
example, “I really like this product. Can we make money with this?” These
are also great responses because that person may be a potential business
partner for you. Let the product be your “sales soldier”.
“…nutritional products are growing at an astounding rate…”
The second area of importance in picking a product that is tied to a growth
industry. For example, nutritional products are growing at an astounding
rate, a $228 Billion dollar global industry that is projected by many to grow
by another 30% in the next 5 years.
The fasting growing segment of nutrition is classified as functional
beverages. Some may look at functional beverages as a crowded
marketplace, but the reality is quite contrary. Growth is driven by anti-
aging and antioxidant-seeking Baby Boomers and the Energy Drink-loving
With this thought in mind stay away from Network Marketing companies
promoting Services, such as phone-related services and electricity.
People are too reluctant to change from their current service to something
they don't have confidence in. Avoid competing with companies such as
Verizon, Comcast, and AT&T, or your local powerful electric company.
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In addition, we suggest that you avoid the increasing number of Network
Marketing companies that are cropping up in the Travel Industry. Beware
of businesses that are too directly linked to the economy.
We suggest companies in the Health & Wellness area. This is an area
that is immune to changes in the economy and is growing faster than any
other in Network Marketing. Also focus on finding a company with fewer,
rather than more, products (this helps avoid confusion on the part of the
Associate). Identify companies with innovative products that are affordable
for both the Associate and their customers.
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Do the Corporate Leaders/Owners Have a Demonstrated
Track Record of Success in Building Previous Businesses?
This area is one of the most misunderstood in Network Marketing. Many
companies in this industry are owned and/or run by large distributors that
left their companies and decided to start their own network. On its face
you may think that this dynamic offers you an advantage. We would
suggest that the opposite is true. Their “call to action” is based on the
premise that “we have been where you are and we know what you need.”
Of course there is some truth to that statement, however, we would
suggest that most distributor-run companies do not posses the skill-set
required to effectively build a company that can prosper over time.
We are not criticizing the intentions of the distributor that wants to launch a
company of their own. In our opinion, most big distributors, while good
team-builders, usually do not possess the knowledge and experience
required to run a global company. In order to become a global world-class
enterprise it is always advantageous to have an ownership/leadership
team in place that has already built and run one. In that case there are
fewer surprises to deal with. In fact, most executives at that level have
already dealt with similar experiences in other settings.
In addition, a higher caliber of ownership understands the intricacies of
global expansion, R&D, marketing and distribution. They are also skilled in
the area of strategic planning. In our opinion, most distributor-owned
companies are much more tactical in their orientation instead of
With these thoughts in mind let's discuss five traits of company ownership
that are important:
Make sure you are working with people that can sustain the initial period
of funding during a pre-launch phase and then are financially secure
enough to be able to fund massive growth. Many companies fail for one of
two reasons: They are under capitalized at launch and have slow sales
and/or they are poorly funded and collapse under the weight of their own
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Previous Experience Building and Leading a Multi-Million Dollar
Never underestimate the knowledge that comes with previous success.
Network Marketers are well-known for promoting the importance of
following people that have “done it before.” Make sure you apply those
same principles to your ownership's ability to build and lead a global
Core Competency in Branding and Marketing:
One of the challenges facing Network Marketing companies today is their
lack of experience and knowledge regarding utilizing other forms of media
to promote their company and its Associates. Look for owners that are
willing to help “tell the story through various forms of advertising and
promotion.” You want to work with corporate leaders that are willing to
embrace technology, utilize the Internet for example, in creative ways to
help you build a profitable business.
Commitment to Research and Development:
Find a company that is committed to conducting clinically-validated studies
that provide proof that the products do what they are supposed to do.
Research is very expensive and few are willing to provide it to the
associate field. Beware of companies that say they are based on science
and studies but fail to produce anything in writing.
Look for an ownership team that has a stellar reputation beyond the
Network Marketing space. This will offer your Associates a higher degree
of credibility and a bolstered confidence that they are creating a company
that will have more mainstream acceptance.
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Who Will be My Mentors and How Will They Teach Me to Succeed?
These are the people that are there to help you personally. They are the
various levels of Associates that have actually done what they are
prepared to teach you to do. One of the great challenges in this industry is
finding people to team with that know where to send you for information
and support. As a new Associate you need to find a team that offers an
extensive hands-on training program that allows you to learn at your own
pace and begin generating product volume quickly so that you can start
Avoid any team that generates large sums of income through the sales of
training aids. Google can be a good friend as you search for information.
An excellent source of reliable information can be found at
Keep in mind that you will need to spend some money to build a business
of your own but beware of teams that promote $40 websites and costly
CD's and literature. An ideal situation is to team with people that offer a
training website in which you have free access to training & motivational
information that offers free downloads. In essence, you do not charge your
army for “bullets”... you equip them! Using an online marketing system is
also advantageous but should be available for a reasonable fee. Under
$18/month is fair.
Blend offline training and events with today's technology.
Look for a team that helps you identify your strengths and assists you in
building your business through those strengths. Join a team of people that
utilizes technology for webinars and teleseminars. This offers you the
opportunity to reach out to multitudes of people in a single day/night. Make
sure you are teamed with people that also blend offline training and
teambuilding events along with their use of technology. Please make note:
Find a team that has an in-depth understanding of how to utilize the power
of the Internet along with offline capabilities. Too much reliance on one
over the other will not give you the best possible opportunity to succeed.
Balance is crucial.
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Engage with people that offer you value; people that genuinely serve your
best interests. The most dynamic teams are those that are concerned
about your success and well-being and their actions demonstrate such.
Align your future with people that ask you to “give your best and reach
your highest.” Working with people that share your values are crucial to
your long-term success.
Look for a team that is moving forward. Make sure their claims are
verifiable. Ask for copies of company newsletters, for example, that
reinforce their statements of growth. Look for success that has been
duplicated by members of the team, not just the lone star that is often
highlighted. If they cannot provide this information, look elsewhere.
While joining the right company is important, joining the right team in the
right company is as important. It might be easier to relate this
recommendation to the following example: Playing in the NFL is great,
however, if you desire is to become a Super Bowl Champion then is it
important to play on the right team.
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Is the Compensation Plan Fair and Lucrative for the
Newest Associate and the Most-Seasoned Professional?
Before we delve into compensation plans, let's see if we agree on the
following statement; a 2009 Toyota Camry Hybrid will perform better than
a 1959 Edsel.
The fact is that the 2009 will have better performance, better gas mileage,
and will probably be more attractive to most people. If I am banking on
getting from point A to point B and I have a choice to drive the 1959 or the
2009, I am going to choose the 2009 every time.
The car example is not much different than Network Marketing
compensation plans. For the most part, plans that are thoughtfully
constructed in 2009 will outperform those plans that were constructed
Having said that, the most effective compensation plans in Network
Marketing today are Hybrid plans that take advantage of the best and
most attractive attributes of the vast menu of plans that are available.
The fastest growing companies in the last 5 years have all had something
in common...they learn from the past. Some plans have a history of
creating great momentum, but fail to provide long-term security, while
others provide long-term security but only for a few of the highest earners.
Balance is a key when considering what type of plan you want to invest
your time in.
Here are a few important questions to consider on the subject of
• Does the plan offer “today” money as well as mid-range income and
long-term residual income? Avoid plans focused solely on “delayed
• Does the plan offer multiple ways to earn money?
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• Is there an emphasis on the importance of customers including
some type of Preferred Customer program in which customers can
enroll at no cost? Stay away from programs that diminish the value
of customers and the balance between them and Associate growth.
Avoid companies with over-priced products.
• Does the plan have a component called a “unilevel” plan? It is
crucial that the hybrid include that component. This is the most fair
plan for all participants and offers each the opportunity to create
wealth. There is some confusion about the definition of a unilevel
plan. Please understand, a unilevel plan has no breakaway or stair-
• Does the plan reward you for creating high achievers on your team
or cut your bonus money when someone reaches the same level as
• Can you earn income on every person that enters your business or
do you get paid only on the smallest part of your business?
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Is it the Best Time, a Good Time or a Bad Time to
Get Started With a Particular Company?
Never underestimate timing. Timing is a factor when buying and selling
real estate, it is a factor in determining when to buy/sell stocks, it is a
factor in securing the proper interest rate when securing a mortgage, and
it is a key factor when making a decision regarding which Network
Marketing company to join forces with.
Everyone in this industry says “It’s the best time to get involved in their
company.” The funny thing about that is that most of them make this
announcement without understanding how important the aforementioned
fundamentals are to such a statement and how each plays a key role into
this even being a true statement. Please note; if these 5 vital factors we
have discussed are not present that does not mean that a company will
not have explosive sales growth, but it can’t be sustained over a long
period of time.
By the way, if there is a best time to engage that also means there is a
The worst time is the ceiling phase. Some companies that have been
around for years and have declining sales fit that category. Look for sales
figures in the country in which you are going to build. International growth
will mean little to the average Associate. If sales are declining in the
primary country in which you are going to build, a red flag should go up.
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“...how do you know the best time?”
Some consider the ground floor phase of a company to be very risky and
they are partially right. Ground floor companies are risky when they are
operated out of someone’s garage with no resources and capital.
However, finding the right ground floor opportunity can be very rewarding
if all of the other four key factors are in place, especially proven corporate
leadership, capital and resources.
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We hope this Book has provided the information you need on which to
base your decision about which Network Marketing company is right for
Beware of the “get rich quick” hype associated with many in this industry.
Recognize that success takes time. To ensure that your time is not wasted
engage in the right opportunity that is aligned with the aforementioned
Assuming that you have selected wisely, develop a list of goals and
accomplishments that are measurable. Work toward them in a diligent
fashion. Stay focused on the end result and understand that nothing
happens overnight. However, if you are not gaining ground then step back,
meet with your mentors, and regroup.
Lastly, but most importantly...
“Do your best and reach your highest.”
Bo Short and Ty Tribble
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Please note that much of this publication is based on personal experience
and anecdotal evidence. Although the author and publisher have made
every reasonable attempt to achieve complete accuracy of the content in
this guide, they assume no responsibility for errors or omissions. Also, you
should use this information as you see fit, and at your own risk. Your
particular situation may not be exactly suited to the examples illustrated
here; in fact, it's likely that they won't be the same, and you should adjust
your use of the information and recommendations accordingly. Any
trademarks, service marks, product names or named features are
assumed to be the property of their respective owners, and are used only
for reference. There is no implied endorsement if we use one of these
Copyright 2009, All Rights Reserved – 20