The Money Is in the Phone
“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.” —Jack Canfield
As a single person working alone in my own seminar and public speaking business, I send out ships on a daily basis. Some are medium-sized cargo ships like speaking at a networking meeting where I can meet many potential clients. Appearing on television or speaking at a national conference are large cruise ships. Writing this book was an aircraft carrier! But my bread and butter canoes are follow-up telephone calls to people I’ve met who are interested in my work. I close all of my sales on the telephone so I know that “The money is in the phone.” To remind myself of this, I spray-painted my telephone gold. I paint my fingernails gold, too. It’s a mnemonic device, reminding me that the riches I desire are often just a phone call away. It’s not “Cold Calling,” it’s “Gold Calling!”
Follow-up phone calling is a discipline. I work alone at home, and often people will ask me how I stay focused on work with all the distractions that are possible. You know, the laundry, personal chores, housekeeping, food, Oprah. (Oops, well I do watch Oprah—she’s terrific—and I plan my afternoon break for that. And I hate laundry, so that’s no distraction.) But for the most part, it’s easy to stay focused on my job. All I have to do is pay some bills. When there’s no more money, I remember that “The money is in the phone.” I get busy and call potential clients.
Where is your money? If you’re a business owner or in sales, your money is in the phone. If you’re employed, you sold your boss on hiring you. Ask your boss where she thinks the money is in your business. Pay most attention to your tasks at work that produce income. Businesses must make money to survive and pay you—how can you help them make more money more efficiently?
Focus on sending out the ships that bring in the treasure.
Today’s Affirmation: “My phone is ringing off the hook
with people calling to give me money!”
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