Site hosted by Build your free website today!
The following are excerpts from the December '95 cover story of Success Magazine.

The New Elite:
America's professionals
are discovering a faster, surer
way to wealth.

John Pfeifer, M.D., is a vascular surgeon in Detroit. His wife, Jeanne, is a nurse. The income from Pfeifer's clinic and practice is about $1.3 million. But after hours and on weekends, he and his wife are also Blue Diamond distributors for Nu Skin International of Provo, Utah, and Interior Design Nutritionals (IDN), a Nu Skin division. The average Blue Diamond earns $704,000 per year.

THERE IS A NEW CLASS OF ENTREPRENEUR breaking into what used to be considered a working-class industry. White-collar pioneers are bringing established professional and social networks, new technologies, and new credibility to network marketing. These are people who already have career options and adequate incomes. The attraction here is the promise of becoming both financially independent and achieving control over their lives.

Ann T. Coughlan, associate professor of marketing at Northwestern University's Kellogg Graduate School of Management in Evanston, Ill., confirms there is a new elite in network marketing. "A lot of people are being right-sized out of their jobs," she says. "They don't have the guarantee of employment their parents had. And these well-educated people want to be in control of their destiny. They would like to be entrepreneurial."

The commission income is often staggering for those with the energy and talent to build, promote, train, and maintain large downlines. At the top echelons of the big MLM companies, it's common to find dozens of people earning $1 million or more in annual income. And remember, this is personal income -- there is no manufacturing or materials cost. The company takes care of that. There is no office rent to pay, unless you'd rather not work at home. There is usually no advertising expense, because most companies rely on word of mouth for sales and recruitment.

"Doctors are a classic example of non-leveraged people -- highly paid hourly workers," says John Pfeifer. "They're paid only when they work. When I got involved with Nu Skin, I was surgeon-in-chief at a large medical center. When I started talking about network marketing, some of the doctors were surprised, and a few of them laughed. When I explained the economics, though, none of them laughed."

"Foreign companies have used network marketing to enter closed markets," says S.T.Ang, an MLM consultant from Kuala Lumpur, Malaysia. "A big company entering a closed country, such as Japan, is a threat to indigenous companies, and a lot of politicking goes on to keep them out." But an MLM company is hard to stop, because it spreads under the radar, by word of mouth. "And network marketing companies fare better because unlike the multinationals, they are helping people at the grass roots to earn a decent living and become more enterprising."

Ang points out that MLM translates especially well to Eastern cultures. "Relationship selling is how business is done in Asia," he says. "We take a long time to build up relationships. We know each other personally before any business is transacted. That rapport helps in network marketing."

Before South Carolina State Senator Mike Rose first ran for office, he had built several fortunes through such ventures as building a Wendy's franchise and owning a car wash. He found politics a poor way of making money. "Being a state senator paid $10,400 a year," he says sadly. "During my seven years, I lost a lot of money."

But then, an acquaintance of Rose's wife dropped off some Excel brochures. The company newsletter profiled Betty Miles, a successful distributor who was making $17,000 per month. Rose immediately called her husband: Secretary of State Jim Miles. "I said, 'Jim, as Secretary of State, it's your job to keep flimflam companies out of South Carolina. Is this a legitimate business?'" recalls Rose.

"What they do is legitimate, excellent, ingenious," replied Miles. His wife was making more money in Excel than she ever earned in her 20-year career as an independent insurance agent. Betty had also been skeptical of MLM. Before she got involved, Jim ran criminal background and bankruptcy checks on the company and its principals. Then Jim went to their 22-year-old son and said, "I believe this is the finest financial opportunity you will ever have in your lifetime. If you do this, you will never have to do a jobjob in your whole life."

"Nu Skin tells you the average commission earnings for people in each level," says Coughlan. "They don't pretend everybody's making a gajillion bucks." But Coughlan adds that incredible opportunities exist for those who are motivated. "In 1994, there were 478 Blue Diamond distributors at the very top of Nu Skin's network; and each one, on average, made commission earnings of $704,000."

Copyright 1995 Success Magazine. Used by permission.