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In This Issue:
Yay, the news is good! The stock market hit 10,000 again, people are spending money again, and I am having fun working with my fabulous Dolphins in my new telecourses, Ahhhhhh. Affirmations work, people. Do them. It doesn’t count if you just know about them, you have to say them out loud every day (or write them, or play the audio tape of them, whatever). People have had dramatic results in my classes just from that, so get moving and glow! (Hmmm, I meant to type “grow” but I think “glow” works.) I don’t talk about this a lot, but I’ve always been a little bit psychic, especially in dreams. I recently attended the Edgar Cayce Association for Research and Enlightenment conference on Ancient Mysteries and had some amazing visualizations in dream and meditation. I posted a detailed report about it to my Dolphin Club members – if you’re a member, go to the Forums and read all about it. If you’re not a member, you might want to look into that right away, as I am planning to make it an exclusive club for graduates of the Financial Stress Reduction® Workshops only very soon. Of course, anyone who is currently a member will be grandfathered in, so now’s your chance. Why make it exclusive? I don’t know about you, but sometimes I just get tired of all the ads and pitching and trying to get millions of members…really, I just want a place to hang with my Dolphin buddies where we all understand and support each other, share our wins, tips, referrals, and relax. Everyone who takes the workshop will get an automatic invitation for membership, discounts to special events, be affiliates for referral bonuses, and all the benefits. (See Dolphin Club information below.) Doesn’t that sound good? Works for me, so I’m doing it. Love and hugs,Chellie Here are the links to find out about Financial Stress Reduction® - Live Workshops, Telecourses, Coaches in your area, daily pages from “The Wealthy Spirit”, all available at www.chellie.com. Chellie’s next 8-week Financial Stress Reduction® Telecourses will begin Feb. 1 & 2, 2010 helping people make more money and have more time off for fun, too! Small class sizes mean not everyone can participate in the next session so Fill Out This Form Now! We have an amazing team of Financial Stress Reduction® Coaches who can help you survive the storms and take advantage of the new opportunities surrounding you right now. Find the next live workshop in your area: Click here http://www.chellie.com/financial-workshops-local.html Don’t see your city? Become a certified Financial Stress Reduction® Coach yourself! Our next training will be held in the spring of 2010. We’d love to have you join us! For details, click here http://www.chellie.com/financial-certification-program.html Receive Free Daily Inspirational Messages: sign up for “30 Days to a Wealthy Spirit” from my page-a-day book “The Wealthy Spirit”. Click here to sign up now http://www.chellie.com/30-day-signup.html Want to be friends on Facebook? Click here: http://www.facebook.com/profile.php?v=feed&id=582747567# Are you a Fan? Join Chellie’s Facebook Fan page – click here: http://www.facebook.com/pages/Chellie-Campbell-Fans/93209911362?ref=ts Twitter is just too much. Who has time to read them? I have stopped. Twelve Touches Before They Buy “I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”—George Forman When you think about “selling”, do you get excited and happy? Do you look forward to calling a prospective client who just might buy your products and services? Or do you wrinkle your nose, back away, shake your head, and think, “That’s the worst part of being a small business owner”? Do you really think sending emails is going to fill up your schedule with paying customers without ever having to talk with a prospect? How many emails do you get every day? How many people are in your database and how many emails do you think they get every day? What’s the compelling reason they should buy from you and not your competition? Don’t get me wrong – emails are an important part of your marketing strategy. But only a part. It takes about 12 "touches" before someone feels safe enough to buy from you. They have to hear about you, meet you, talk to you, read about you, talk to you again, see you speak, read your article, get a couple of emails, talk to you again, visit your web site, read your book, talk to someone else about you, and THEN they may be ready to buy your stuff! Recently, I asked Joel Libava, The Franchise King, what was the number one reason most business owners were unsuccessful. He answered bluntly, “They can’t sell.” Nancy Sardella, owner of Worthwhile Referral Sources, told me about her experience attempting to franchise her networking business: “I sold franchises all over the country,” she told me. “I trained them on all the systems and gave them a complete script for how to make sales calls to get members. And they still couldn’t do it. I ended up closing the franchises and focused on running my own local operation.” One reason many small business owners can’t sell is because they have the wrong attitude about selling. They think a sales call is asking people to give them money. Especially when you’re in a helping profession - making a call to someone to ask for money is hardly an empowering psychological position. But they have it backwards. Selling is what you do to serve the customer. You are searching for the people who need what you have and helping them to have it. There are people praying for a great coach, or chiropractor, or real estate professional, but they don’t know who to hire and they are afraid of making a mistake. Making a sales call is the sacrifice you make on behalf of someone else out of your sincere desire to help them. Make Gold Calls, Not Cold Calls Cold calling sounds like what it is—harsh and cold. But since the money is in the phone, I call it “Gold Calling.” I painted gold dollar signs on my telephone which reminds 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. Cold calling works. But the percentage of sales is very small in relation to the number you of calls you have to make. So I prefer to network. Then all of my calls are “gold 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. Making calls to people after a networking event is the single most important action missing from most business owners’ game plan. They are happy to go to the meetings, eat, and say hello to people. They think the idea is to give everyone their business card. They have the illusion that if people are interested, they will call. Why People Don’t Call You Let me give you a tip: They aren’t going to call. Why? Because they have a life, they need clients themselves, they have another appointment, it’s their mother’s birthday, they have to wash their hair. 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, 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… Calling strangers on the phone is scary—that’s why it’s a sacrifice. You don’t know how you are going to be received. What if they’re angry and mean to you? 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… “Let me Tell You About Me!” 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 JimmyBobLinda. 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 themselves. You instinctively know this person is focused on their own needs and problems and not on serving you. Some people give up on making calls, asking, “Why can’t I just send an email?” If you’re getting all the clients you want from your internet marketing, fine. It helps if you’re famous, have a best-selling book, have at least 10,000 names in your data base. But if you don’t, and you weren’t in “The Secret” or on “Oprah” or “Larry King”, you get clients because people know you and trust you. They want to work with you because they like you and they believe you like them. You aren’t going to be able to establish that with most people in a generic email. An email is the ultimate “Let me tell you about me!” pitch. Call people, but don’t try to sell people your product or service in the first minute. Get to know them. Ask them about themselves. Ask questions to find out if they might be someone who needs what you have. 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. 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. And let me give you another tip: What goes around comes around. If you want people to return your phone calls – return theirs! Please feel free to copy this article and use it wherever you like. Just include the following “author box” for attribution: Chellie Campbell is the creator of the Financial Stress Reduction® Workshops, and author of The Wealthy Spirit and Zero to Zillionaire. She has been prominently quoted as a financial expert in the Los Angeles Times, Good Housekeeping, Lifetime, Essence, Woman’s World and more than 50 popular books. She can be reached at Chellie@chellie.com This is one of the best subscription values on the web today! For only $25 per month, you can join with other Dolphin Business Leaders, advertise your products and services, network, and share ideas in our private Forums. Our membership continues to grow, and our web site gets over 100,000 hits per month. If you want to find a wonderful business professional, be sure to check our listings on the home page at www.chellie.com. Our Special Gift for the Dolphin Club Community this month: Free E-Book Chapter from “Living Happily together in Tough Economic Times” by Carol Ummel Lindquist, Ph.D.
Her private practice has been in Laguna Beach, also for more than 25 years. She has trained numerous therapists and published many papers. She lives with her husband and they raised their sons in Laguna Beach, California. Would you like to be featured in this space? Contact Chellie@chellie.com about your downloadable bonus gift for the Dolphin Club and you may be our next spotlighted business! CHELLIE’S UPCOMING APPEARANCES: Chellie Live in Ontario, CA January 22-23: Chellie has been invited by Lisa Marie Platske to be a keynote speaker for the January 2010 Leadership Success Summit at the Ontario Convention Center, 2000 Convention Center Way, Ontario, CA 91720. For information and registration, visit www.upsidethinking.com or contact Sheri@UpsideThinking.com. Print, Radio, Internet, and Teleclasses: Print: Chellie’s article “Selling is Serving” was featured in the June “How to Make More Money in Your Coaching Business” issue of Choice, the magazine of professional coaching. Print: Partners Federal Credit Union featured Chellie in their cover article “Walking the Talk: Chellie Campbell shares her amazing financial turnaround” in the Fall issue of Partners Magazine. Click here to read the PDF online: http://viewer.zmags.com/showmag.php?mid=wqffgw&pageid=8#/page8/ Podcast: Chellie Interviewed by John Assaraf, author of The Answer and featured teacher in The Secret – audio now posted at ww.chellie.com under “Press Room”. John and I had a great conversation about money, business, and success – at the end of it, he said, “You're a breath of fresh air! I love your attitude and the wisdom you've imparted around the world." |
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The next Financial Stress Reduction® Workshop Telecourses are beginning soon: 8 Monday Evenings 8 Tuesday Afternoons
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A LITTLE ABOUT CHELLIE . . . Chellie Campbell is the creator of the popular Financial Stress Reduction® Workshops, and the author of The Wealthy Spirit and Zero to Zillionaire, both published by Sourcebooks, Inc. She is one of Marci Shimoff's “Happy 100” and I of 18 who wrote a story for Marci’s current NYT bestseller Happy for No Reason. Chellie contributed stories to Jack Canfield’s recent books You’ve Got to Read This Book! and Life Lessons from Chicken Soup for the Soul , and is 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. She is prominently quoted as a financial expert in The Los Angeles Times, Pink, Good Housekeeping, Lifetime, Essence, Woman’s World and more than 40 popular books. For more information, visit her web site www.Chellie.com or email her at Chellie@Chellie.com. CONTACT CHELLIE! |
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Dr. Carol Ummel Lindquist is a Board Certified
and licensed Clinical Psychologist with an active practice in high
conflict couples and trauma therapy. Yes, she is happily married for 25+ years, but
remembers marriage can be very hard work sometimes. She believes working through the
tough times gives you a chance to look at yourselves, grow as individuals and reconnect
around your strengths and what you love about each other. Living through tough times
can lead to the best and happiest part of your life.
She has written a book, Happily Married with Kids about how to be in
the 33% of couples who grow closer and happier after kids
and avoid being in the 67% who are unhappy or divorced. She
is working on a new book, Generational Happiness. 
