Dear Dolphins,

I’m off May 17th to Washington DC for Book Expo America, the big publishing convention held every spring. All the major publishers and lots of smaller ones, authors, booksellers, public relations representatives, agents, et al gather to celebrate books. As a kid, one of my favorite weekend activities was to spend a whole day at the library reading, so it’s always heavenly to attend the Book Expo. I'm delighted to be speaking on book marketing at the Publishers Marketing Association University on May 18th, too. And I’ve never been to Washington DC before (my luggage has been, but I haven’t) so I’m looking forward to seeing all the sets of The West Wing lol.

My new book Zero to Zillionaire: 8 Foolproof Steps to Financial Peace of Mind is available now at any bookstore or www.amazon.com or www.barnesandnoble.com. If you like it, please post a review! And if you play poker or know someone who does, look for my interview on thinking positive at the poker table in the June issue.

The new web site is up and running, and soon you will see some wonderful new features. We are busily designing and building a Dolphin Community for all of you to participate in. I will let you know as soon as all of this is available. Meanwhile, enjoy your wonderful life!

Wishing you smooth seas, sunny skies, and treasure ships in your harbor.

Love and blessings,
Chellie

ARTICLE:

It’s Not Cold Calling—It’s Gold Calling!
Excerpt from Zero to Zillionaire by Chellie Campbell

Cold calling sounds like what it is—harsh and cold. But since the money is in the phone, I call it “Gold Calling.” My telephone is spray painted gold and I wear gold fingernail polish to remind me to dial the golden phone. All the money you want is waiting for you at the other end of the phone. But you have to pick it up and reach out and touch someone. Selling isn’t about zapping. It isn’t about you. Selling is serving. You are searching for the people who need and want what you have—who are praying for you to show up with it—and helping them to have it.

Cold calling works. But the percentage of ships that come in is very small in relation to the number you have to send out, unless you are very good at finding your target market. I know an accountant who has a lot of clients in the restaurant business. She cold calls restaurants every Tuesday and introduces herself to see if they need her services. She doesn’t always enjoy it that much, but it works, so she does it.

I prefer to network. Then all of my calls are warm calls. I’ve met these people already and we have a mutual interest in each other. This is a much easier phone call to make than a cold call to someone you don’t know.

If you don’t have your own business, perhaps you do fundraising for your favorite charity, help your Scout troop sell cookies, or want to set up interviews with companies for your next job. But if you don’t have your own business, why not? It could be a terrific source of additional income eventually, even if it’s just a hobby on the side for now. You can meet a lot of new people and develop your financial and social skills at the same time. It can be a tax write-off, a source of additional income during retirement, or it just might end up being the most fun and profitable thing you ever did for yourself. Take a risk and try it. There are many valuable multi-level marketing companies that will train you while you learn to earn.

I have found making sales calls—sending out ships—is the single most important action missing from most people’s game plan. In networking groups everywhere, I meet chiropractors, acupuncturists, attorneys, massage therapists, escrow officers, real estate professionals, mortgage brokers, computer technicians, bookkeepers, interior designers, architects, cosmetologists, hair stylists, beauty consultants, writers, musicians, artists, actors, accountants, insurance brokers, financial planners, personal and business coaches, web site designers, travel agents, florists, etc. They are at networking meetings in order to get business. They are happy to go to the meetings and say hello to people, but most never pick up the phone and call the people they met. They think the idea is to give everyone their business card. They have the illusion that if people are interested, they will call.

Let me give you a tip: They aren’t going to call you. Why? Because they have a life, they have priorities, they need clients themselves, they have another appointment, it’s their mother’s birthday, they have to wash their hair. You and your stuff are way down at the bottom of their priority list. Even if what you have is what they most need and close to the top of their list, they aren’t going to call you. They have fears. They have objections: You’re going to charge too much, they really should remodel their house first, it’s their daughter’s birthday tomorrow, maybe you aren’t really the best one for the project, it’s too far to drive, they’d have to convince their Significant Other and that might mean an argument and that would lead to problems and oh it’s just easier to forget the whole thing…

Not to mention that calling strangers on the phone is scary. You don’t know how you are going to be received, or if someone is going to be nice to you, or if they are somehow going to manipulate you into buying something you don’t need and spending more than you can afford to spend. You’re afraid you might be calling a con-artist who is going to promise you the world and rob you blind. And what if they’re angry and mean to you if you say no? What people want most in the world is love and acceptance and the biggest risk when you call a stranger is that you not only won’t get loved, but you’ll get screamed at.

So you can see how most people find it much easier to just wait and dream that their phone is ringing off the hook with people calling to give them money…

Then there are all the people who do pick up the phone and make the sales call, but who do it badly. They call and immediately start talking about themselves: “Hi, this is Charlie. Let me tell you about me!” That’s an immediate turn-off. And right then, when their prospect is turned off, they launch into a long presentation about their stuff, not even knowing if it is anything you need or want. How would they know after meeting you for two minutes? You instinctively know this person is focused on their own needs and problems and not on serving you. How’s your trust level then?

Don’t try to sell people your product or service bang out of the gate. Try to get to know someone. Ask about their business. Wait until they ask you before talking about your product or service. Then they are a willing listener and you have an opening to interest them in what you have to offer. No, don’t wait an hour for them to get around to you—if it’s taking that long, you’ve probably called someone who has too much time on their hands or is trying to avoid making sales calls. Have an exit line ready for those occasions, like, “Oh, I can see that I could talk to you all day, but my next appointment has just arrived,” or “I’m so sorry but I have to wash my hair now…”

But no business is going to get transacted after a networking meeting unless someone makes a phone call. Somebody has to go first. And since you’re reading this, that somebody is you.

Let My People Go Surfing: the education of a reluctant businessman by Yvon Chouinard, founder and owner Patagonia

I was enthralled with this book—it’s refreshing, entertaining, and a wonderful tale of how one can operate a business with ethics, making a lot of money doing a lot of good. I love the freewheeling atmosphere he creates in his workplace – there are pictures of barefoot employees in relaxed positions working on computers. Patagonia hires people who actually use the products involved in adventure sports—rock climbing, surfing, etc. Their flex time is really flex time—Chouinard says you don’t plan to go surfing next Tuesday at 2:00 – you go surfing when the surf is up! A great read, with an environmental message for all of us that will spur you to action.

From the book jacket:

Chouinard's story is now an American business legend. As a child, he moved with his father, a French Canadian blacksmith, and the rest of his family to Southern California with little English and less money. He escaped into mountain climbing as a teenager, and by his early twenties was among the best climbers in America, making famous first ascents of some of the world's most notorious faces. When he decided he could make higher quality climbing tools himself and when his fellow climbers agreed and clamored for more, a way of life became a business. Some four decades later, Yvon Chouinard still summits peaks around the world (though he now spends more time surfing), and his company continues to make exceptionally high-quality, innovative products. Patagonia now earns more than $230 million a year from worldwide sales, allowing its owner to seriously leverage his concern for the natural settings he's spent a lifetime enjoying. His
resolve to minimize Patagonia's impact on the environment has, among other things, led the company to make its famous fleeces out of recycled soda bottles and to donate at least 1 percent of its net revenue each year to environmental causes.

In "Let My People Go Surfing," Yvon Chouinard relates his and his company's story and the core philosophies that have driven and sustained Patagonia, Inc. This is not another tale of a successful businessman who manages to do good on the side and have grand adventures: It's the story of a man who brought doing good and having grand adventures into the heart of his business life--and who enjoyed even more business success as a result. "Let My People Go Surfing" gives ample evidence as to why there have been few more influential companies in American business in the last forty years than Patagonia, Inc., and few more inspiring leaders than Yvon Chouinard.

Read more or buy the book on www.Amazon.com

Please Forward: Please feel free to pass along this newsletter to anyone you think would benefit. Just please credit me so people can find me! If you have been sent this newsletter, you are invited to sign up for your own free subscription at Chellie.com .

Feedback: I love getting your letters! Dolphins are everywhere, and more are joining our pod every day. This one came from Delaware:

Hi Chellie!

I have ordered your new book! How exciting. I can’t wait to read it. I thank you from the bottom of my heart about changing how I look at $$ to a positive one. Positive Affirmations do work. A million Thank Yous!

Your Dolphin Friend in Delaware,

Barbara Harrington

We’d love to hear from you, too. Let us know how you are using The Wealthy Spirit principles in your life, or ask a question. We may publish your response or answer your question in our next newsletter! You can write chellie@chellie.com.

May 17: Chellie will be speaking on a panel on book marketing at PMA-U (Publishers Marketing Association University) just prior to Book Expo America being held this year May 18-21 in Washington, D.C. Visit www.pma-online.org and www.bookexpoamerica.com for details.

June 3: Attention all San Francisco Dolphins! Chellie will be speaking at The Learning Annex in Union Square on Saturday, June 3rd. Contact The Learning Annex at 415-755-5500 or visit www.learningannex.com for further information.

June 13: The San Fernando Valley Chapter of Executive Women International has invited Chellie to be the keynote speaker for their June 13th dinner meeting. Contact Annette Drake at adrake1@socal.rr.com for details.

August 17: Chellie will address the Women Entrepreneurs of Santa Clarita Valley at their luncheon from 11:30 – 1:30 at the Valencia Country Club in Valencia. Contact Terri Lee Cadiente at stuntsista@aol.com for reservations and directions.

November 4: Executive Coach Patti Kaprellian Kouri has engaged Chellie to be the keynote speaker at her Jumpstart Workshop being held at the Woodland Hills Hilton Hotel November 3, 4 and 5 for Real Estate professionals from around the country. Contact Patti at 818-341-9751 or visit www.CoachPatti.com for further information

Financial Stress Reduction® Workshops in Los Angeles: New evening classes begin Monday, May 1st and Wednesday, May 3rd from 6:00 – 8:30 pm and the daytime class begins Tuesday, May 2nd from 1:00 – 3:30 pm for the 8-week series. Achieve extraordinary results in your income and your life. Call 310-476-1622 to reserve your space now.

CHIP CHATTER POKER NEWS:

Poker Pro magazine will feature an interview with me in the June issue, along with a photo of my win at the Pechanga Casino Ladies No Limit Hold’em Tournament last December. Pechanga is having a reception for all the Ladies tournament winners where we will receive our $1,000 paid entry fees to the Ladies World Series of Poker Tournament on July 9th. I am practicing my affirmations for that: “I am a winner and I win big!”

A Little About Chellie . . .

Chellie Campbell is a former musical comedy actress and past owner of a business management firm who’s been a professional speaker for over sixteen years. She’s the author of The Wealthy Spirit: Daily Affirmations for Financial Stress Reduction (Sourcebooks, 2002), a GlobalNet book-of-the-month selection. Chellie has been quoted in Good Housekeeping, Lifetime, Essence, Woman’s World and many books, and she’s featured in How to Run Your Business Like a Girl by Elizabeth Cogswell Baskin and Money, A Memoir: Women, Emotions, and Cash by Liz Perle. Her new book, Zero to Zillionaire: 8 Foolproof Steps to Financial Peace of Mind (Sourcebooks, 2006) has just been released.

The Wealthy Spirit News is written and published by Chellie Campbell, © 2006 All rights reserved. We hope you enjoy receiving this newsletter—but if you would like not to, just let us know by sending a “please don’t send us this anymore” note to the above address. Thank you!

Contact Chellie!

Chellie can be reached at chellie@chellie.com or call 310-476-1622.

Campbell Consulting Company
409 Bonhill Road,
Los Angeles, CA 90049.