Tiffani Kellog Shares How to Create Referrals for LIFE! | DFS 269

Jennifer Takagi: 00:00:02

Welcome to destined for success. I'm your

Jennifer Takagi: 00:00:05

host Jennifer Takagi and today we have Tiffany Kellogg, Tiffany

Jennifer Takagi: 00:00:10

and I are in some same online groups and keep crossing pads.

Jennifer Takagi: 00:00:15

And it was time to get on a podcast and find out where she's

Jennifer Takagi: 00:00:19

from, what she does, and like what success looks like for her

Jennifer Takagi: 00:00:23

and how she can help us get more out of it. Tiffany, thank you

Jennifer Takagi: 00:00:26

for joining me today.

Tiffani Kellog: 00:00:27

Thank you so very much, Jennifer, for having

Tiffani Kellog: 00:00:29

me. It's an honor.

Jennifer Takagi: 00:00:31

So you're in Tampa, Florida? Yes. Tell me

Jennifer Takagi: 00:00:35

about you. What do you do? What do you like? And how do you help

Jennifer Takagi: 00:00:39

get people more success.

Tiffani Kellog: 00:00:41

So I do love being here in Tampa, it's

Tiffani Kellog: 00:00:44

probably one of my favorite parts of the country, though,

Tiffani Kellog: 00:00:47

nowadays, I get to work with entrepreneurs all over the

Tiffani Kellog: 00:00:50

world. Whereas before, it was much more limited. I've been on

Tiffani Kellog: 00:00:54

Zoom ces 2017. But as you know, not everybody else was 2020.

Tiffani Kellog: 00:00:59

Everybody else figured this out. And so I do spend most of my

Tiffani Kellog: 00:01:02

time virtually hanging out in my office. Whenever this gets up on

Tiffani Kellog: 00:01:06

YouTube, y'all can see it. And my goal is to work with

Tiffani Kellog: 00:01:09

entrepreneurs to help them have more referrals for their

Tiffani Kellog: 00:01:13

business. Because if they're able to get more and better

Tiffani Kellog: 00:01:16

referrals than they should have more money and more time and

Tiffani Kellog: 00:01:20

more fun. And I am very much about Yes, it's okay to work

Tiffani Kellog: 00:01:24

hard. And we need to play hard as well. I think you have to

Tiffani Kellog: 00:01:28

find maybe I'm not really about the balance because like when I

Tiffani Kellog: 00:01:32

go to yoga this morning, and I do balanced, that's hard work.

Tiffani Kellog: 00:01:36

For me, it's much more about the harmony that we can create in

Tiffani Kellog: 00:01:39

our life. And you know, it's not always perfect, but I think

Tiffani Kellog: 00:01:42

about music and harmony can be in discord even sometimes in our

Tiffani Kellog: 00:01:47

life, though it works. And so I'm all about how do we find

Tiffani Kellog: 00:01:51

that work life harmony? Oh, I

Jennifer Takagi: 00:01:53

love that I in February of 2020. I attended an

Jennifer Takagi: 00:01:59

in person event just before everything shut down. And this

Jennifer Takagi: 00:02:03

gentleman's whole talk was on work life integration because

Jennifer Takagi: 00:02:06

you can't balance it, but you can integrate it. And holy moly,

Jennifer Takagi: 00:02:10

like a month later, we all learn to integrate. And I would you

Jennifer Takagi: 00:02:15

I've been on Zoom for a while now. And even more. So

Jennifer Takagi: 00:02:18

obviously, since we had friends join us zoom world. I hear

Jennifer Takagi: 00:02:24

people complain about it. And I'm like, I've met some really

Jennifer Takagi: 00:02:30

amazing people. And then when I met him in person, they were

Jennifer Takagi: 00:02:32

even greater. I was at an event last weekend. And several people

Jennifer Takagi: 00:02:38

I had known online and it was so fun to meet him in person. So

Jennifer Takagi: 00:02:43

I'm all about that. And I love this work life harmony and

Jennifer Takagi: 00:02:47

balance is hard. But harmony that Yeah, could be a whole lot

Jennifer Takagi: 00:02:51

better. And referrals. We talked about this just a little bit

Jennifer Takagi: 00:02:54

before I hit record. I need all kinds of referrals on who's your

Jennifer Takagi: 00:02:58

doctor who's your dentist? Who's your VA service? Who produces

Jennifer Takagi: 00:03:03

your podcast? Like we're referring people all the time

Jennifer Takagi: 00:03:07

without necessarily having a strategic plan in place. So when

Jennifer Takagi: 00:03:12

you talk about getting more referrals, do you have some

Jennifer Takagi: 00:03:15

brilliant strategies so we can get more or be a better referral

Jennifer Takagi: 00:03:19

partner? Yeah,

Tiffani Kellog: 00:03:21

I think it would probably address both. And what

Tiffani Kellog: 00:03:23

are filing is 98% of entrepreneurs are sitting back

Tiffani Kellog: 00:03:27

and waiting for the referrals to come to them. Like of maybe

Tiffani Kellog: 00:03:32

they're even praying to the referral gods, please send me a

Tiffani Kellog: 00:03:34

referral, please, I need some money. Please, please, please.

Tiffani Kellog: 00:03:37

And a lot of people think that growing your business cold

Tiffani Kellog: 00:03:41

calling, you can measure it and you can do it. And referrals

Tiffani Kellog: 00:03:44

aren't the same way. And actually they are and you so

Tiffani Kellog: 00:03:49

there's about 2% of the population of entrepreneurs that

Tiffani Kellog: 00:03:52

are doing referral marketing proactively, meaning that

Tiffani Kellog: 00:03:56

they're doing activities to help generate what they need to do so

Tiffani Kellog: 00:04:00

they can get the referrals flowing in. And my mindset is

Tiffani Kellog: 00:04:06

what gets measured gets done. So I actually have a tool that we

Tiffani Kellog: 00:04:09

use, it's called the networking scorecard. And what I do is I

Tiffani Kellog: 00:04:12

measure how well we're motivating our referral network.

Tiffani Kellog: 00:04:17

And so instead of it being like, let me hope and pray something

Tiffani Kellog: 00:04:21

happens, it's okay. No, I have a plan of how I'm going to

Tiffani Kellog: 00:04:24

motivate my referral network. Now, I might have gotten a

Tiffani Kellog: 00:04:27

little bit of ahead of myself though. Because if we think

Tiffani Kellog: 00:04:30

about our referral network, sometimes people think oh,

Tiffani Kellog: 00:04:33

referrals, networking people, I'm gonna go attend five

Tiffani Kellog: 00:04:37

networking events a day and meet everybody that I can and well,

Tiffani Kellog: 00:04:42

the introvert in me that scares me to death because I'm like,

Tiffani Kellog: 00:04:45

Whoa, man, it's hard enough to do one yet alone five. However,

Tiffani Kellog: 00:04:49

I think we need to rename referral marketing into

Tiffani Kellog: 00:04:53

relationship marketing, because it's really about the

Tiffani Kellog: 00:04:56

relationships that you have. And so instead of me He trying to

Tiffani Kellog: 00:05:00

attend dozens of networking events, meeting hundreds of

Tiffani Kellog: 00:05:04

1000s of people, it's much more about who are the four, six or

Tiffani Kellog: 00:05:08

eight of the right people who can refer us all day, every day.

Tiffani Kellog: 00:05:14

And so it's a much more focused approach. You know, if we think

Tiffani Kellog: 00:05:18

about light from our perspective of if you got a light bulb,

Tiffani Kellog: 00:05:21

it'll illuminate a whole room. However, if it's the laser,

Tiffani Kellog: 00:05:24

you're gonna create better results. I found that when you

Tiffani Kellog: 00:05:27

approach networking and referral marketing, it's about a handful

Tiffani Kellog: 00:05:31

of the right people on your team versus the masses.

Jennifer Takagi: 00:05:36

I love that. And I heard someone say

Jennifer Takagi: 00:05:38

recently, and in referrals, sometimes it's an affiliate

Jennifer Takagi: 00:05:44

relationship. And sometimes it's a joint venture type

Jennifer Takagi: 00:05:46

relationship. And this person said, I will drop everything to

Jennifer Takagi: 00:05:54

refer for such and such, because they pay so well. And their

Jennifer Takagi: 00:06:00

results for their clients are so good. And I thought, I want to

Jennifer Takagi: 00:06:06

be that partner. Yeah. So I have a new thing coming up. And it

Jennifer Takagi: 00:06:11

was like, Is this a good percentage to pay out? And will

Jennifer Takagi: 00:06:14

people pay for this? And it was like, yes, every single time you

Jennifer Takagi: 00:06:19

do that, I will love it. Love it. But perfect. So I liked

Jennifer Takagi: 00:06:23

that. And I liked the relationship piece because you

Jennifer Takagi: 00:06:28

can be the best at what you do. But if I don't find any way to

Jennifer Takagi: 00:06:33

bond with you, because I'm exactly the opposite of an

Jennifer Takagi: 00:06:36

introvert, I'm complete extrovert, bond with anybody. If

Jennifer Takagi: 00:06:41

we can find one thing in common, I was at a training once and

Jennifer Takagi: 00:06:44

this guy says if you can come up with one thing in common, you

Jennifer Takagi: 00:06:47

can go to lunch, and I was like, Oh, great. I love lunch. I'm all

Jennifer Takagi: 00:06:50

about that. But on this referral partnership and relationship

Jennifer Takagi: 00:06:55

partnership, like our relationship is deeper, you've

Jennifer Takagi: 00:06:59

got to have a connection. So that you want to refer them like

Jennifer Takagi: 00:07:05

I really like Tiffany, I think I'm gonna refer her and her

Jennifer Takagi: 00:07:08

program to such and such. Yeah, yeah. I love that. Okay, so

Jennifer Takagi: 00:07:14

relationship marketing, who can refer us all day long? Yeah, my

Jennifer Takagi: 00:07:18

people. Okay. Yeah.

Tiffani Kellog: 00:07:20

And I think that's a great point. Because

Tiffani Kellog: 00:07:24

usually people are like, Alright, who's best to refer me

Tiffani Kellog: 00:07:26

Tiffany. And I have this conversation. You know, every

Tiffani Kellog: 00:07:30

time I speak anywhere, they're like, Alright, tell me tell me

Tiffani Kellog: 00:07:32

who my best referral sources are. And I'm like, Did you

Tiffani Kellog: 00:07:34

listen to my presentation? I've got another funny story about in

Tiffani Kellog: 00:07:39

person spamming if we have time to get back to that, and people

Tiffani Kellog: 00:07:42

just not listening. But to me, it's much more about who is your

Tiffani Kellog: 00:07:47

ideal client? versus what is your profession that matters

Tiffani Kellog: 00:07:52

when it comes to your referral sources? Yeah, so it's not like,

Tiffani Kellog: 00:07:58

I think last year people that paid me to work with me, there

Tiffani Kellog: 00:08:01

was 146 different professions. So I am pretty diverse in the

Tiffani Kellog: 00:08:05

professions that I work with. However, very rarely, are they

Tiffani Kellog: 00:08:10

exactly the same? People that are attracted? Because we're all

Tiffani Kellog: 00:08:14

attracted to different folks? And so, you know, for one

Tiffani Kellog: 00:08:18

speaker, you might think Speaker, okay, who's referring

Tiffani Kellog: 00:08:21

to the speakers? But one speaker, you know, they may be

Tiffani Kellog: 00:08:24

looking at, okay, how do I work with the HR people? And so

Tiffani Kellog: 00:08:30

they're going into that kind of Sherm rel realm, but you have

Tiffani Kellog: 00:08:33

another speaker who's like, No, I only deal with kids. And so

Tiffani Kellog: 00:08:36

they're going after schools. That's a very different market.

Tiffani Kellog: 00:08:38

And so who are your best referral sources are mostly

Tiffani Kellog: 00:08:42

starting off going to depend on who are your best clients? Wow.

Jennifer Takagi: 00:08:47

I love that because I just had this

Jennifer Takagi: 00:08:50

conversation, like 10 minutes. Feel on, like getting niching

Jennifer Takagi: 00:08:57

down into like, who is your ideal client? And that, that I

Jennifer Takagi: 00:09:02

was like, Okay, I have all this this list of all these people I

Jennifer Takagi: 00:09:06

worked with, and she was like, what their profession for most

Jennifer Takagi: 00:09:10

of them are what like, what did what do they do it? It was like,

Jennifer Takagi: 00:09:13

most of them are coaches. Because not only are their

Jennifer Takagi: 00:09:16

coaches, their experts, and I was like, That's it? I'm know.

Jennifer Takagi: 00:09:23

Like, how many years like mix is this meant? I love that. Okay,

Jennifer Takagi: 00:09:28

so look at your ideal client versus an ideal profession,

Jennifer Takagi: 00:09:32

because our ideal clients gonna be in all different kinds of

Jennifer Takagi: 00:09:34

professions. Yeah,

Tiffani Kellog: 00:09:35

and I mean, some people are very, very specific

Tiffani Kellog: 00:09:38

about I work with X profession, some to the exclusion of

Tiffani Kellog: 00:09:42

everything else. Some if you refer me I'll go to other folks

Tiffani Kellog: 00:09:45

and professions, one thing, but I think it's really important

Tiffani Kellog: 00:09:49

when we're coming up with our client avatar, our client

Tiffani Kellog: 00:09:51

description is where do they hang out together? Because my

Tiffani Kellog: 00:09:57

goal is if I can get from one to the next to the next Next, it's

Tiffani Kellog: 00:10:01

like fishing, which I don't really do. But I mean, the basic

Tiffani Kellog: 00:10:03

of analogy of if you're fishing and you catch a fish, you don't

Tiffani Kellog: 00:10:07

pull up and try and go somewhere else and find another client,

Tiffani Kellog: 00:10:09

you drop line almost immediately. Because if you've

Tiffani Kellog: 00:10:12

got one, there's another there. And so I think it's really

Tiffani Kellog: 00:10:15

important for us to be able to say, where do our clients hang

Tiffani Kellog: 00:10:18

out? Where are they talking, and this could be in person, but

Tiffani Kellog: 00:10:21

this could be an online forum, or Facebook or LinkedIn group. I

Tiffani Kellog: 00:10:27

think a platform by itself is too big, you know, can't be

Tiffani Kellog: 00:10:30

Facebook or LinkedIn, because that's everybody, but some of

Tiffani Kellog: 00:10:33

the smaller subgroups, or the groups that get together in

Tiffani Kellog: 00:10:36

person. You know, if I'm thinking I want to go out for

Tiffani Kellog: 00:10:39

coaches and experts, I'm thinking, Okay, where is my

Tiffani Kellog: 00:10:42

local NSA? Chapter Neckar, National Speakers Association,

Tiffani Kellog: 00:10:45

whereas my local at SD, I think, is the the training association

Tiffani Kellog: 00:10:53

is what other coaching groups are there? Because then I'm

Tiffani Kellog: 00:10:55

like, Okay, let me go find those folks. When I know what I'm

Tiffani Kellog: 00:11:00

going after it makes a difference. Where are they

Tiffani Kellog: 00:11:01

hanging out?

Jennifer Takagi: 00:11:03

I love that. Where are they hanging out?

Jennifer Takagi: 00:11:07

That's always a question that comes up. And I'm like, I don't

Jennifer Takagi: 00:11:09

know. And

Tiffani Kellog: 00:11:10

it sounds like if they're hanging out at the

Tiffani Kellog: 00:11:12

bar, that is a bonus for us.

Jennifer Takagi: 00:11:16

That, Well,

Tiffani Kellog: 00:11:18

it's interesting. My husband and I

Tiffani Kellog: 00:11:20

used to own a promotional products company many years ago.

Tiffani Kellog: 00:11:23

And we did an exercise to figure out his ideal client and the

Tiffani Kellog: 00:11:27

business. And he listed his top 10 clients. And when he listed

Tiffani Kellog: 00:11:31

them out, he's like, nine of these are my beer drinking

Tiffani Kellog: 00:11:33

buddies. I'm like, they're the ones spending money with you. So

Tiffani Kellog: 00:11:37

we actually created a networking group event, a monthly thing

Tiffani Kellog: 00:11:40

that we would do called brewing up business. And we went to a

Tiffani Kellog: 00:11:43

different brewery once a month, to invite people to come hang

Tiffani Kellog: 00:11:47

out and network with us because his best clients were his beer

Tiffani Kellog: 00:11:50

drinking buddies. And okay, let's be honest, it was an

Tiffani Kellog: 00:11:53

excuse to try a new brewery every month as an expense as an

Tiffani Kellog: 00:11:57

event. And it was just fun. Oh,

Jennifer Takagi: 00:12:00

but it's perfect. I love that. This is

Jennifer Takagi: 00:12:05

why we do these days to learn from other people. Perfect.

Jennifer Takagi: 00:12:08

Okay, so I'm now I want to I want to set up more strategic

Jennifer Takagi: 00:12:13

specific referring is there? Is there something I need to know?

Jennifer Takagi: 00:12:20

Or share when I want to get into a referral relationship with

Jennifer Takagi: 00:12:25

someone?

Tiffani Kellog: 00:12:26

Yeah. So I think that first it's key. And I love

Tiffani Kellog: 00:12:30

that we've got the word relationship. Somewhere along

Tiffani Kellog: 00:12:34

the way, when we got into business as entrepreneurs, we

Tiffani Kellog: 00:12:37

like kind of forgot what relationships take. And it's

Tiffani Kellog: 00:12:40

like, Hey, I just met you give me business, Hey, I just met,

Tiffani Kellog: 00:12:43

you give me referrals. And we need to breathe. And remember,

Tiffani Kellog: 00:12:50

it is a relationship. I'm not going to ask you to marry me on

Tiffani Kellog: 00:12:54

my first date, probably I mean, Vegas, may things may be

Tiffani Kellog: 00:12:57

different. But for the most part, we're not getting married

Tiffani Kellog: 00:13:00

on the first day. So why are we trying to get embed or in a

Tiffani Kellog: 00:13:03

relationship with a business partner? before we've even you

Tiffani Kellog: 00:13:07

know, gotten the main course. So I think sometimes we have to

Tiffani Kellog: 00:13:10

slow down a little bit. And remember, it's a relationship.

Tiffani Kellog: 00:13:13

And if both sides are open to building a referral

Tiffani Kellog: 00:13:17

relationship, I mean, I've got a laundry list of stuff they need

Tiffani Kellog: 00:13:20

to know about you. But I think that couple at the top. Number

Tiffani Kellog: 00:13:24

one, I think when they know your why that helps inspire them to

Tiffani Kellog: 00:13:29

be on board with you, as well as it gives them a little bit of

Tiffani Kellog: 00:13:34

ammunition because they know why you're inspired to do what you

Tiffani Kellog: 00:13:37

do. So they can use that and share that on your behalf when

Tiffani Kellog: 00:13:40

they're talking about a prospect. And speaking of

Tiffani Kellog: 00:13:43

sharing on your behalf. I think success stories are crucial. How

Tiffani Kellog: 00:13:50

have you helped your clients and when you share that with your

Tiffani Kellog: 00:13:53

referral sources they can use that it's so much better than

Tiffani Kellog: 00:13:56

here's a list of features. It's like here's how Jennifer's

Tiffani Kellog: 00:13:59

helped a client did this. Here's how she helped this client do

Tiffani Kellog: 00:14:03

that. And then that's my kind of basic first conversation. And

Tiffani Kellog: 00:14:09

then I like to do what I call a referral conversation for

Tiffani Kellog: 00:14:13

conversion. four parts. The first thing is what are your

Tiffani Kellog: 00:14:19

triggers? So what do I look for? What do I listen for? That lets

Tiffani Kellog: 00:14:24

me know the person I'm speaking to is a good prospect. So like

Tiffani Kellog: 00:14:27

what's something someone might say Jennifer to let us know that

Tiffani Kellog: 00:14:31

there are good prospects for you?

Jennifer Takagi: 00:14:36

The people who like ask Tell me more. I do

Jennifer Takagi: 00:14:39

energy healing Okay. Clearing trapped emotions, past events so

Jennifer Takagi: 00:14:44

that you can know

Tiffani Kellog: 00:14:45

what might be something someone says lets me

Tiffani Kellog: 00:14:47

know that they need you. Well, I'm saying that they need you.

Jennifer Takagi: 00:14:52

Well, they usually asked me to tell them

Jennifer Takagi: 00:14:55

more about what I do and how it works. Yeah means there tremely

Jennifer Takagi: 00:15:00

curious, right,

Tiffani Kellog: 00:15:01

but see, I haven't met you yet. And so if I

Tiffani Kellog: 00:15:03

want Susie to refer me to you, Susie, you know, you're not here

Tiffani Kellog: 00:15:09

yet. So we're not to you. Yeah. If somebody needs energy

Tiffani Kellog: 00:15:13

healing, what's one of the most common reasons they come to you?

Tiffani Kellog: 00:15:16

What's their complaint? Abundance?

Tiffani Kellog: 00:15:18

Wealth? All right. So there may be they might be talking about

Tiffani Kellog: 00:15:21

how they're tired of being broke. Yep. Okay, so we're gonna

Tiffani Kellog: 00:15:25

go with that for Part A, of our referral conversation. Now, what

Tiffani Kellog: 00:15:30

too many people do is then they do the referral pounds. Oh, my

Tiffani Kellog: 00:15:34

gosh, Jennifer, you're tired of being broke? Let me introduce

Tiffani Kellog: 00:15:36

you to someone that can help you not be broke? Yes, that's a

Tiffani Kellog: 00:15:40

little that's a little too much up front, because we haven't

Tiffani Kellog: 00:15:43

seen if there's a need yet. So step b in this process is how do

Tiffani Kellog: 00:15:50

I start a conversation on your behalf? What's What's the

Tiffani Kellog: 00:15:57

conversation starter? Because sometimes, just because somebody

Tiffani Kellog: 00:16:01

needs us, doesn't mean that they're ready for us. If I say,

Tiffani Kellog: 00:16:07

I mean, we have to be careful, you know, why are you broke?

Tiffani Kellog: 00:16:09

Well, I'm not willing to get a job because I don't want

Tiffani Kellog: 00:16:13

childcare to be taken out. Okay, that's probably not some I want

Tiffani Kellog: 00:16:17

in our realm. Anyway, however, so but we want to, we want to

Tiffani Kellog: 00:16:20

qualify that need first. So before mentioning, hey, I've got

Tiffani Kellog: 00:16:25

Jennifer that can help you. We want to start a conversation to

Tiffani Kellog: 00:16:29

see, you know, it could be something along the lines of,

Tiffani Kellog: 00:16:33

you know, what have you tried in the past? Or why do you feel

Tiffani Kellog: 00:16:38

like you're still broke? What we want to do is have them tell us

Tiffani Kellog: 00:16:42

a little bit more, we're trying to kind of find that pain, and

Tiffani Kellog: 00:16:45

see if there's a need. So then it makes it super easy for us to

Tiffani Kellog: 00:16:49

do see, which is then create the introduction. So Oh, wow, you've

Tiffani Kellog: 00:16:56

been straight. You've been broke for like 20 years, you've gotten

Tiffani Kellog: 00:16:59

rid of the toxic people in your life, and you still can't find

Tiffani Kellog: 00:17:01

your way through. Would you be open to taking a few minutes to

Tiffani Kellog: 00:17:08

talk with this amazing gal that I know. Now some people go a

Tiffani Kellog: 00:17:12

little bit more formal. I am a southern girl, through and

Tiffani Kellog: 00:17:16

through Arkansas, Mississippi, Tennessee, North Carolina, and

Tiffani Kellog: 00:17:19

then I moved to the furthest north I've ever lived, which is

Tiffani Kellog: 00:17:23

Tampa, Florida. It's a funky thing. Like if you're in the

Tiffani Kellog: 00:17:25

northern part of Florida, it's country and southern. If you go

Tiffani Kellog: 00:17:29

a little bit east of here, north of here, it's country in

Tiffani Kellog: 00:17:32

southern they're two different things. I'm southern my

Tiffani Kellog: 00:17:35

husband's country. But Tampa is not so but I'm southern. So I'm

Tiffani Kellog: 00:17:40

more casual. But I'd be like I had this amazing gal, Jennifer,

Tiffani Kellog: 00:17:43

I think she may be able to help you. Would you be open to having

Tiffani Kellog: 00:17:47

a conversation with her? Or, you know, you teach us how do you

Tiffani Kellog: 00:17:51

like when people refer you what's the best way for people

Tiffani Kellog: 00:17:54

to refer people over to you?

Jennifer Takagi: 00:17:57

I just love it. When I get a text message. Hey,

Jennifer Takagi: 00:18:00

Jennifer, Tiffany is going to be calling you she really needs

Jennifer Takagi: 00:18:02

your help. I

Tiffani Kellog: 00:18:03

love it loving me. So happy. Brilliant. I might

Tiffani Kellog: 00:18:07

take it one step further. If it's okay with Tiffany and be

Tiffani Kellog: 00:18:11

like, Hey, I was just meeting with Tiffany this weird. I'm

Tiffani Kellog: 00:18:14

with somebody else. I was just meeting with Susie. And I was

Tiffani Kellog: 00:18:17

telling Susie all about how great you are Jennifer. And so I

Tiffani Kellog: 00:18:20

wanted to connect the two of you here on text. And she should be

Tiffani Kellog: 00:18:23

calling you shortly. Because then we already have open

Tiffani Kellog: 00:18:27

communication with Suzy. Plus, she's still supposed to call but

Tiffani Kellog: 00:18:30

if she doesn't call, then it's easy to text back and be like,

Tiffani Kellog: 00:18:32

Oh, my phone's been off. Because it is when we're doing

Tiffani Kellog: 00:18:37

interviews, you know? And if you called I missed it, give me a

Tiffani Kellog: 00:18:39

call back.

Jennifer Takagi: 00:18:41

Yeah, or here's my link. Let's go Oh, yeah,

Jennifer Takagi: 00:18:44

let's just schedule it. Let's have this. Let's have this chat.

Jennifer Takagi: 00:18:48

Let's not, oh my gosh, I love this so much. Because one thing

Jennifer Takagi: 00:18:54

that I have found, like struggle might be too big of a word, it

Jennifer Takagi: 00:18:59

might be an eye opener like that what something has been eye

Jennifer Takagi: 00:19:02

opening to me is people will share to try to word this as

Jennifer Takagi: 00:19:11

positively as possible. People will share what's not working

Jennifer Takagi: 00:19:15

right. But then they don't always want a solution. Right?

Jennifer Takagi: 00:19:19

And that's where you don't want to offer the solution when they

Jennifer Takagi: 00:19:22

don't want it. I had someone very dear to me who does not

Jennifer Takagi: 00:19:28

really believe in energy work. Yeah. And so I just I just don't

Jennifer Takagi: 00:19:33

talk to him about it right because they don't get it they

Jennifer Takagi: 00:19:36

don't believe it. So one day and I also help with physical issues

Jennifer Takagi: 00:19:41

well, physical relationship, emotional kind of things. And

Jennifer Takagi: 00:19:45

she texted me like five days in a row like Oh, I'm so sick. I

Jennifer Takagi: 00:19:49

feel so bad. Oh, I still feel bad. So finally after like the

Jennifer Takagi: 00:19:52

third day, I was like, Do you want me to do something about

Jennifer Takagi: 00:19:57

that? Like, are you asking me to help you because But I wasn't

Jennifer Takagi: 00:20:00

going to ask you the first time. Now she's an absolute convert

Jennifer Takagi: 00:20:05

firm believer quit smoking because of the work that I did.

Jennifer Takagi: 00:20:09

Right? So like, all came together, but it's really a

Jennifer Takagi: 00:20:14

dance of this somebody, are they truly open to it? Right? Yeah.

Jennifer Takagi: 00:20:21

Whatever it is, whatever it is, I'm just doing air quotes for

Jennifer Takagi: 00:20:25

those of you. I'm doing air quotes. You can't see it. But

Jennifer Takagi: 00:20:31

yeah, you have to know do they really want that? Are they

Jennifer Takagi: 00:20:34

really interested in making a change? Because I love Dr. Phil.

Jennifer Takagi: 00:20:38

I mean, he should probably saw on TV, but I don't really see

Jennifer Takagi: 00:20:40

him that often anymore. But he would say, How's that working

Jennifer Takagi: 00:20:44

for ya? And it's kind of the same thing. You're, you're

Jennifer Takagi: 00:20:47

you're, you're stating your discomfort. But how's it working

Jennifer Takagi: 00:20:52

for you? Are you ready to stay there? Are you ready to step out

Jennifer Takagi: 00:20:55

of

Tiffani Kellog: 00:20:55

that? And there are some people that are 100%

Tiffani Kellog: 00:20:58

happy to say miserable?

Jennifer Takagi: 00:21:02

Yes. And they're not going to say that

Jennifer Takagi: 00:21:04

they're going to be gentler. Because when we ask the

Jennifer Takagi: 00:21:07

question, Hey, I know somebody who might be able to help you

Jennifer Takagi: 00:21:11

with that, would you? Would you like to know your DEA issue?

Jennifer Takagi: 00:21:14

They're gonna say no. Like, that's what happens like all the

Jennifer Takagi: 00:21:19

way up until that point, they're totally open until there's Yeah,

Jennifer Takagi: 00:21:23

collusion. So

Tiffani Kellog: 00:21:25

so on that that's last piece. Great segue

Tiffani Kellog: 00:21:27

to the last piece of the referral conversation. Perfect.

Tiffani Kellog: 00:21:31

And that's how to overcome objections. Okay, a couple of

Tiffani Kellog: 00:21:35

things on this. Because sometimes people freak out. And

Tiffani Kellog: 00:21:38

they're like, Tiffany, I don't want my referral sources,

Tiffani Kellog: 00:21:40

overcoming my objections. I want to overcome my objections, I'm

Tiffani Kellog: 00:21:43

going to do it better than anybody. So I'm not trying to

Tiffani Kellog: 00:21:46

get them to overcome the objections of closing and giving

Tiffani Kellog: 00:21:50

you money. I'm trying to overcome the objection of Will

Tiffani Kellog: 00:21:55

you actually have a conversation with Jennifer? And so you know,

Tiffani Kellog: 00:21:59

sometimes it'd be No, I don't have the time. No, I don't have

Tiffani Kellog: 00:22:01

the money. And so if you have like, kind of something built

Tiffani Kellog: 00:22:04

up, like we have a programs called Ignite your business. If

Tiffani Kellog: 00:22:07

somebody's like, Oh, it's a little bit expensive? Well, it's

Tiffani Kellog: 00:22:10

three monthly payment plans. If that helps, there's a money back

Tiffani Kellog: 00:22:14

guarantee. So if you do the program, it doesn't work for

Tiffani Kellog: 00:22:17

you, you get your money back. And you can also share the

Tiffani Kellog: 00:22:21

testimonial. You know, the average graduate is earning

Tiffani Kellog: 00:22:24

between 10 and $67,000 worth of referrals within their first

Tiffani Kellog: 00:22:28

year of doing the program. What would one referral be worth for

Tiffani Kellog: 00:22:31

you? So you could have that? However, if somebody's just

Tiffani Kellog: 00:22:35

like, No, I don't like Tiffany, or No, I am not even open to

Tiffani Kellog: 00:22:41

energy work, then we don't try and overcome that objection. It

Tiffani Kellog: 00:22:45

is what it is. I am not everybody's flavor. You know, I

Tiffani Kellog: 00:22:49

think energy work. That's one of those things. It's so Whoo, now,

Tiffani Kellog: 00:22:52

and then 20 or 50 years, people are gonna be like, there. It's

Tiffani Kellog: 00:22:56

like, it's gonna be like, the Dark Ages, like people did. Like

Tiffani Kellog: 00:22:59

most people didn't do energy work. What? You know, I think

Tiffani Kellog: 00:23:03

that's, that's where we're, you know, chiropractic. I remember

Tiffani Kellog: 00:23:06

when I was a kid, like, my mom would go to the chiropractor.

Tiffani Kellog: 00:23:08

And it was just like, What in the world and it's still a

Tiffani Kellog: 00:23:11

little on the out side of modern medicine. You know, it's not

Tiffani Kellog: 00:23:14

100% accepted, but so many more people are doing it. I figured

Tiffani Kellog: 00:23:18

2050 100 years Energy Works gonna be the same way. Why

Tiffani Kellog: 00:23:22

didn't we always do this?

Jennifer Takagi: 00:23:23

Well, we're going back to what's always been

Jennifer Takagi: 00:23:26

right. And we kind of got away from it. And just to put this

Jennifer Takagi: 00:23:31

out there, I'm a both and kind of girl do not take away my

Jennifer Takagi: 00:23:35

modern medicine. Both and don't take it away. Yes. I think we

Jennifer Takagi: 00:23:40

can work together, create healing in the body, the

Jennifer Takagi: 00:23:44

medicine, the surgeries, whatever. Yeah,

Tiffani Kellog: 00:23:47

better. So sometimes there's there's

Tiffani Kellog: 00:23:49

medicines that you gotta have or you're gonna die?

Jennifer Takagi: 00:23:53

It's a both it is. It's a total both in. Yes. I

Jennifer Takagi: 00:23:58

love this. And I love this conversation. And I love the

Jennifer Takagi: 00:24:01

fact that, like, we work into it, right? And those of us who

Jennifer Takagi: 00:24:07

are entrepreneurs, coaches of any type, we're told you don't

Jennifer Takagi: 00:24:12

ask somebody to get married on the first date. Occasionally, it

Jennifer Takagi: 00:24:14

happens and it works out really well. Other times it happens and

Jennifer Takagi: 00:24:17

it's a colossal failure. But when you like, literally, like I

Jennifer Takagi: 00:24:21

knew in the first week, I was gonna marry my husband, it just,

Jennifer Takagi: 00:24:24

you know, took a little while to get down the altar.

Tiffani Kellog: 00:24:26

And that's so funny cuz I was listening to one

Tiffani Kellog: 00:24:28

of your most recent podcasts like, you know what, because I

Tiffani Kellog: 00:24:31

knew my husband for like six or eight months and like, I don't

Tiffani Kellog: 00:24:33

even know that we were on each other's radar. Our freshman year

Tiffani Kellog: 00:24:37

sophomore year we started paying Yeah, I got a husband from

Tiffani Kellog: 00:24:40

school at a six girls to one guy school. That was not my

Tiffani Kellog: 00:24:43

intention when I

Unknown: 00:24:45

went that Mrs. degree, I was not anticipating that

Tiffani Kellog: 00:24:50

at all. But I think at that

Jennifer Takagi: 00:24:54

and what did I say on my podcast? We were

Jennifer Takagi: 00:24:56

talking

Tiffani Kellog: 00:24:56

about how like women like women 85% of the time

Tiffani Kellog: 00:25:00

I think would be willing to look at somebody differently after

Tiffani Kellog: 00:25:04

they got to know them, whereas men were much more likely their

Tiffani Kellog: 00:25:08

first impression. Oh,

Jennifer Takagi: 00:25:10

wow, that sounds so like something I would

Jennifer Takagi: 00:25:13

say.

Tiffani Kellog: 00:25:15

I was listening to it like an hour ago, so

Unknown: 00:25:18

Well, still.

Jennifer Takagi: 00:25:20

But that's kind of the thing, okay, I have a

Jennifer Takagi: 00:25:23

business, you either have an interest in it, and we can talk

Jennifer Takagi: 00:25:27

about a little bit, or you have none. But in that referral

Jennifer Takagi: 00:25:32

piece, like, you're not going to refer me to somebody who is

Jennifer Takagi: 00:25:37

super conservative, structured, anti. Woo. Right. And I, like

Jennifer Takagi: 00:25:44

you say more and more people are being exposed to it, seeing it

Jennifer Takagi: 00:25:47

for the value that it has. Again, I'm a both and kind of

Jennifer Takagi: 00:25:50

gal. And so it just, it all plays in there's, there's enough

Jennifer Takagi: 00:25:56

of everything for everybody. And if I'm not your cup of tea,

Jennifer Takagi: 00:26:00

somebody else's, if tivities not your cup of tea, somebody

Jennifer Takagi: 00:26:02

else's. So I love that. But you've given us so much to think

Jennifer Takagi: 00:26:06

about here, because we've got turn the page like 98% are

Jennifer Takagi: 00:26:14

waiting for referrals to come to them. Yeah. And I love like, we

Jennifer Takagi: 00:26:18

have to ask for it. Right? Like, would you refer me this is what

Jennifer Takagi: 00:26:23

I offer, this is what I have. This is how it can be a

Jennifer Takagi: 00:26:26

reciprocal relationship. Like we have to be like, I need to step

Jennifer Takagi: 00:26:30

into being that 2% That like actually ask for it and markets

Jennifer Takagi: 00:26:36

proactively. And then let's see, going for that ideal client

Jennifer Takagi: 00:26:42

versus a profession. That's really good. I so many stories

Jennifer Takagi: 00:26:48

about that. I really liked that. But the list of what you should

Jennifer Takagi: 00:26:51

know. Yeah, that is so critical to have that basic information

Jennifer Takagi: 00:26:56

before you make the referral. So in your business, when we look

Jennifer Takagi: 00:27:01

at success, what does success look like for you? If someone

Jennifer Takagi: 00:27:08

says, Tiffany, do you consider yourself a successful gal? Like

Jennifer Takagi: 00:27:12

what what does that look like? Describe that for me a little

Jennifer Takagi: 00:27:15

bit.

Tiffani Kellog: 00:27:15

So I success for me. I mean, there's some you

Tiffani Kellog: 00:27:19

know, metrics of revenue and all of that, but I love it when I

Tiffani Kellog: 00:27:23

get text, or tagged on social media. And it's like, Hey, look

Tiffani Kellog: 00:27:27

at the van that I just bought my wife. Hey, I just surprised my

Tiffani Kellog: 00:27:32

husband with a instead of five Wheeler, like the ones that you

Tiffani Kellog: 00:27:35

add, you put onto the trucks it will, yeah, or one of my clients

Tiffani Kellog: 00:27:41

is like, so we've been holding off. And we finally decided it's

Tiffani Kellog: 00:27:45

time for that fourth kid. Because the business is working,

Tiffani Kellog: 00:27:50

hey, we started another business, we've hired more

Tiffani Kellog: 00:27:53

people. And so I just love it. When I get the text or the tags

Tiffani Kellog: 00:27:58

on social media. Occasionally I'll get calls once I had the

Tiffani Kellog: 00:28:00

person show up with a vehicle in my driveway. And it's like, look

Tiffani Kellog: 00:28:04

what we were able to create. And so I love the fact when people

Tiffani Kellog: 00:28:10

get to live, they live the life they desire, I lost my mom, when

Tiffani Kellog: 00:28:14

I was like early 20s, she was only 47. And it really made me

Tiffani Kellog: 00:28:19

realize how short life is. And then a couple of years ago,

Tiffani Kellog: 00:28:22

2019, my sister in law passed away at 44. And so it's kind of

Tiffani Kellog: 00:28:28

like, life is so short. I see entrepreneurs put on hold what

Tiffani Kellog: 00:28:34

they want for down the road once the business grows. Once we've

Tiffani Kellog: 00:28:37

done this once we found that we don't know what's going to

Tiffani Kellog: 00:28:40

happen and a couple of weeks, a couple months, a couple of years

Tiffani Kellog: 00:28:43

have look at COVID that completely changed our life. And

Tiffani Kellog: 00:28:47

so I think we have to, you know, make the most of it as as often

Tiffani Kellog: 00:28:51

as possible. Now, you know, we can't really like just go live

Tiffani Kellog: 00:28:55

fun all the time, because we've got the mortgage or rent and we

Tiffani Kellog: 00:28:58

got to have health insurance on food ELPS. Unfortunately, we

Tiffani Kellog: 00:29:02

can't live off the sun yet. So we've got to do all of this. But

Tiffani Kellog: 00:29:06

I think it's important for us to be able to live life to the

Tiffani Kellog: 00:29:08

fullest each and every day. And so anytime I've got my clients

Tiffani Kellog: 00:29:11

that are like, this is what you've helped me take the next

Tiffani Kellog: 00:29:14

step. It's just amazing.

Jennifer Takagi: 00:29:16

I love that and however you want to define it

Jennifer Takagi: 00:29:20

for the listeners out there. Money is the currency we use to

Jennifer Takagi: 00:29:27

buy freedom. And so I actually have a thing on money that I do

Jennifer Takagi: 00:29:35

with clients. And it's it's just getting over that idea because

Jennifer Takagi: 00:29:40

somebody's gonna say, but I don't want a new car, okay, you

Jennifer Takagi: 00:29:43

don't have to get a new car but who can you help? Who can you

Jennifer Takagi: 00:29:45

impact? Because for somebody that new car is gonna make a

Jennifer Takagi: 00:29:49

difference in their life because they can get from point A to

Jennifer Takagi: 00:29:51

point B more comfortably. Yeah,

Tiffani Kellog: 00:29:52

like I didn't feel like I needed a new car. My

Tiffani Kellog: 00:29:55

husband for branding perspective did and I had like a 2000 Skip

Tiffani Kellog: 00:30:00

to the 100,000 mile Honda Accord. But um, like my

Tiffani Kellog: 00:30:03

brother's car was falling apart. And I'm like this car, he used

Tiffani Kellog: 00:30:07

it for five years after. And so instead of selling it and doing

Tiffani Kellog: 00:30:10

something with it, I was able to just give it to him. Like,

Tiffani Kellog: 00:30:13

here's a car that ran for another five years, it works

Tiffani Kellog: 00:30:15

fine. My husband was right, it didn't fit my brand. But I'm

Tiffani Kellog: 00:30:20

like, you know, I was able to do that. Whereas if I was strapped

Tiffani Kellog: 00:30:22

for cash, I might not have gotten a new car, I might not

Tiffani Kellog: 00:30:25

have been able to pass that on. Been able to help the car dealer

Tiffani Kellog: 00:30:29

guy that made his commission on on getting the car.

Jennifer Takagi: 00:30:33

And then your brother got a vehicle that got

Jennifer Takagi: 00:30:36

him around safely and securely from point A to point B, because

Jennifer Takagi: 00:30:39

that's the purpose of a car, right? But then you throw all

Jennifer Takagi: 00:30:42

other things in it. So I just wanted to kind of throw that in

Jennifer Takagi: 00:30:44

there because we're of a like mind on that. Yeah. Like totally

Jennifer Takagi: 00:30:50

like, money is a currency and it gets us the freedom to create

Jennifer Takagi: 00:30:55

the impact and do the things we want to do in the world.

Jennifer Takagi: 00:30:57

Tiffany, I have loved getting to know you today because we're

Jennifer Takagi: 00:31:01

like I say we're in multiple things together, but we haven't

Jennifer Takagi: 00:31:04

really gotten to hang out. Awesome. Thank you for your

Jennifer Takagi: 00:31:07

insights. Hey, do you have a freebie or someplace you want

Jennifer Takagi: 00:31:11

people to go? Or do you have an offer? What do you have? Yeah,

Tiffani Kellog: 00:31:14

so I do have all kinds of stuff going on. You can

Tiffani Kellog: 00:31:18

find me on social. I'm Tiffany Kellogg. One of the joys of

Tiffani Kellog: 00:31:22

being like the first generation of people in social media realm

Tiffani Kellog: 00:31:27

with slightly funky names. I would think Jennifer is pretty

Tiffani Kellog: 00:31:30

mainstream, but to kiedy might be less popular. When combined

Tiffani Kellog: 00:31:35

with Jennifer I don't know Tiffany with the I II I've

Tiffani Kellog: 00:31:38

certainly gotten lucky. So I'm all there on Facebook, LinkedIn

Tiffani Kellog: 00:31:42

Insta, a tick tock. I'm not cool enough yet. It's on the list.

Tiffani Kellog: 00:31:47

However, if they want a free ebook, I have a short little

Tiffani Kellog: 00:31:50

ebook, why you ain't getting referrals that continues on the

Tiffani Kellog: 00:31:54

conversation today gets you on the list so I can send you other

Tiffani Kellog: 00:31:56

free goodies. And that's just bit.ly/why Eight without an

Tiffani Kellog: 00:32:02

apostrophe

Unknown: 00:32:04

yy ai NTAINT.

Tiffani Kellog: 00:32:08

That's the southern coming out to play

Tiffani Kellog: 00:32:10

again.

Jennifer Takagi: 00:32:10

I love it. Thank you for your time.

Jennifer Takagi: 00:32:13

Tiffany. This is awesome. I'm Jennifer Takagi and I look

Jennifer Takagi: 00:32:17

forward to connecting with you soon.