Mandy Keene shares How Coaches Can Easily Get Clients Without Marketing & Sales | DFS 351

Jennifer Takagi: 00:00:00

Foreign Welcome to Destin for success. I'm your

Jennifer Takagi: 00:00:04

host, Jennifer Takagi, and I'm really excited about my new

Jennifer Takagi: 00:00:07

friend, Mandy keen. And today we're going to be talking about

Jennifer Takagi: 00:00:12

how coaches can easily get clients without marketing and

Jennifer Takagi: 00:00:16

sales. And I personally am very invested in this topic, and I

Jennifer Takagi: 00:00:19

can't wait to hear more. Mandy, welcome to the show.

Mandy Keene: 00:00:24

Thank you, Jennifer. I love your show, and

Mandy Keene: 00:00:27

the more I get to know you, the more I love you and just who you

Mandy Keene: 00:00:31

are. So thank you for having me.

Jennifer Takagi: 00:00:33

Oh, I'm just thrilled about it. So you're a

Jennifer Takagi: 00:00:37

coach. What kind of coach Are you? What do you do? How do you

Jennifer Takagi: 00:00:40

show up in the world, tell me more.

Mandy Keene: 00:00:43

Yes, you know that that word coach, it's, it's a

Mandy Keene: 00:00:46

funny word nowadays, isn't it, because it's used so much. And I

Mandy Keene: 00:00:50

think we're all I think we're all unique. I think all of us

Mandy Keene: 00:00:53

coaches are really unique. I I like to be called a, you know, a

Mandy Keene: 00:00:58

performance coach. I like to be called a heart led, you know,

Mandy Keene: 00:01:02

Coach, because I really focus on the heart and tapping into the

Mandy Keene: 00:01:08

wisdom of the heart. That is something that I have realized

Mandy Keene: 00:01:13

through my career, that if we if all I do, if all I do is inspire

Mandy Keene: 00:01:20

my clients to tap into the wisdom of the heart and really

Mandy Keene: 00:01:24

develop the discernment of the voice of their heart versus the

Mandy Keene: 00:01:31

voice of their mind, then I've done a great service. I've done

Mandy Keene: 00:01:35

a great service, and that's what I that's what I mentor and teach

Mandy Keene: 00:01:40

my my students, my coaches, and doing

Jennifer Takagi: 00:01:44

I love that I'm often asked because I have a

Jennifer Takagi: 00:01:47

talk about listening to your intuition, and like how

Jennifer Takagi: 00:01:50

listening to intuition literally saved my life several times. And

Jennifer Takagi: 00:01:55

it is. It's that difference between the ego, which is your

Jennifer Takagi: 00:01:59

mind chatter, versus your heart, your Higher Self, your messages

Jennifer Takagi: 00:02:03

from God, from above, from source, whatever you want to

Jennifer Takagi: 00:02:06

call it like, I'm pretty open to terminology. I don't get hung up

Jennifer Takagi: 00:02:10

on that too much that. I mean, that's so critical. So I mean, I

Jennifer Takagi: 00:02:16

love hearing new, different takes on it. How do I listen to

Jennifer Takagi: 00:02:20

my heart? How do I know it's my heart and not my mind?

Mandy Keene: 00:02:24

Yes, such a great question. Here's what I've

Mandy Keene: 00:02:28

here's what I've discovered and realized. Is, first off, the

Mandy Keene: 00:02:32

heart is always calm. The heart's always calm. The heart's

Mandy Keene: 00:02:38

like a like a wise grandmother is always calm. It's it's never

Mandy Keene: 00:02:46

uses fear, guilt or shame. So whenever I ask a client, what

Mandy Keene: 00:02:50

does your heart say? And they say, My heart says I should get

Mandy Keene: 00:02:53

off my butt. And I'm like, well, that's not your heart. You know,

Mandy Keene: 00:02:58

my heart says I shouldn't have been an idiot. I'm like, No,

Mandy Keene: 00:03:02

that's not your heart. Okay? So your heart never uses guilt,

Mandy Keene: 00:03:08

shame, fear, judgment, your heart is calm, and your heart

Mandy Keene: 00:03:14

usually has joy and excitement and sees incredible possibility.

Mandy Keene: 00:03:23

You know, when Einstein said, you know, Einstein's most famous

Mandy Keene: 00:03:27

quote was, Imagination is more important than knowledge. You

Mandy Keene: 00:03:33

know, Einstein, freaking Einstein, what a nerd, right?

Mandy Keene: 00:03:38

And he said, Imagination is more important than knowledge. And

Mandy Keene: 00:03:41

I've contemplated that quote a lot, Jennifer, imagination more

Mandy Keene: 00:03:46

important than knowledge. And I truly believe, I know we don't

Mandy Keene: 00:03:49

have Albert with us in the physical today, but I bet if we

Mandy Keene: 00:03:52

had Albert on the show with us right now, I don't believe that

Mandy Keene: 00:03:56

he was talking about the part of our minds that is wondering if

Mandy Keene: 00:04:01

we left the stove on, imagination is going into

Mandy Keene: 00:04:08

another realm. Imagination is the heart. Imagination is having

Mandy Keene: 00:04:15

access to wisdom that the mind can't see. So it's like the eyes

Mandy Keene: 00:04:21

can't see, the ears can't hear. It's and it's it requires. It

Mandy Keene: 00:04:28

requires that trust. And I found just like you said, You've used

Mandy Keene: 00:04:32

your intuition and it saved your life more than once. We all have

Mandy Keene: 00:04:36

access to it, but we live in a very dysfunctional, toxic

Mandy Keene: 00:04:41

society that is conditioned and hypnotizes us to not trust it.

Mandy Keene: 00:04:48

And the wildness of this game is that when we go inside and start

Mandy Keene: 00:04:56

to trust it, that's when we start to. I don't know how else

Mandy Keene: 00:05:01

to say this. I don't, I don't like using the words winning,

Mandy Keene: 00:05:03

because it's not necessarily like a contest, but that's when

Mandy Keene: 00:05:06

we start winning the game, right? That's when we start

Mandy Keene: 00:05:08

feeling good and alive. Is like, oh, okay, I didn't grow up

Mandy Keene: 00:05:14

religious, but I know some things from the Bible and like,

Mandy Keene: 00:05:19

of course, Jesus and when I started to go within, I'm like,

Mandy Keene: 00:05:24

oh, yo, now I know what Jesus meant when he said, I'm in this

Mandy Keene: 00:05:30

world, but I'm not of it, right? Like going inside, right? So,

Mandy Keene: 00:05:36

versus being so attached to this world, and that's been the

Mandy Keene: 00:05:41

biggest game changer for me, which is so funny and ironic,

Mandy Keene: 00:05:46

because I used to be so obsessed as a coach with the outside

Mandy Keene: 00:05:51

world, because results, results, results. And I got paid to get

Mandy Keene: 00:05:57

you results, and I was obsessed with results because that was my

Mandy Keene: 00:06:00

job. And then it took a long time. I'm a little slow, but it

Mandy Keene: 00:06:06

took a long time for me to finally get, oh, it's an inside

Mandy Keene: 00:06:10

job. And so now I have a lot of compassion for people, and I

Mandy Keene: 00:06:17

feel that it was part necessary in part of my journey to go

Mandy Keene: 00:06:20

through what I went through to finally get we gotta, we gotta

Mandy Keene: 00:06:25

go inside. And that's why I'm so passionate about this

Mandy Keene: 00:06:28

conversation of going inside and knowing who you are, to be able

Mandy Keene: 00:06:33

to have the outside world match. Does that make sense?

Jennifer Takagi: 00:06:39

It does, and I love it, and that whole trusting

Jennifer Takagi: 00:06:42

it. I have a client, a gentleman, and he's like, Yeah,

Jennifer Takagi: 00:06:48

I don't, I don't really know about all this, right? And I

Jennifer Takagi: 00:06:51

said, just practice a little bit, like, if you get a little

Jennifer Takagi: 00:06:54

message, and it can't be scary, like, you say it can't be, you

Jennifer Takagi: 00:06:58

know, it could be a little bit out there, but it doesn't feel

Jennifer Takagi: 00:07:01

out there, wonky, like, ooh, that's weird, but just listen to

Jennifer Takagi: 00:07:05

it and act on it and see what happens. And I got a call, and

Jennifer Takagi: 00:07:09

he said I was at the doctor's office, and they called it a new

Jennifer Takagi: 00:07:12

prescription that can only be filled in their in the hospital

Jennifer Takagi: 00:07:17

pharmacy, and it usually takes several hours. And as I was

Jennifer Takagi: 00:07:22

walking out the door, I crossed the threshold, and I was about

Jennifer Takagi: 00:07:26

to step off the curb into the parking lot to leave. And had he

Jennifer Takagi: 00:07:30

left, he would have gotten in his car, and within like, two

Jennifer Takagi: 00:07:33

minutes, been on the highway, and like, four miles away,

Jennifer Takagi: 00:07:36

right? Like, just poop, you're gone. And then it's like, oh,

Jennifer Takagi: 00:07:39

now I gotta circle back. So he takes the step, and he thought

Jennifer Takagi: 00:07:44

that prescription is ready, I should go back in. So he turned

Jennifer Takagi: 00:07:49

around and he walked inside, and just as he crossed the threshold

Jennifer Takagi: 00:07:51

to go back in, his phone beeped, your prescription is ready. And

Jennifer Takagi: 00:07:55

so it was like, those are the little things. People like I

Jennifer Takagi: 00:07:59

mine were dramatic. My life saving. Stories I share are very

Jennifer Takagi: 00:08:04

dramatic, but it doesn't have to be dramatic. It's the little,

Jennifer Takagi: 00:08:10

you know, those little things, and you build on those, and then

Jennifer Takagi: 00:08:13

you start trusting it more, right? Cuz we're not trained to

Jennifer Takagi: 00:08:16

trust that

Mandy Keene: 00:08:19

I love, that I love. Well, that's, I'm so glad

Mandy Keene: 00:08:22

you bring that up, because when you like that man, when you

Mandy Keene: 00:08:26

acknowledge the little ones, then when the big ones come,

Mandy Keene: 00:08:31

it's so much easier to trust it. And that's, that's why I love

Mandy Keene: 00:08:37

assessments. Because I look at like, I look at assessments kind

Mandy Keene: 00:08:40

of like training wheels, because it's like you and I have gone to

Mandy Keene: 00:08:48

a point where I believe, you know, we were talking offline

Mandy Keene: 00:08:52

before I and I get the impression with you, you and I

Mandy Keene: 00:08:55

have gone to, we've got to a place where, you know, we could

Mandy Keene: 00:08:58

ride our bikes without the training wheels, but I look at

Mandy Keene: 00:09:02

assessments as like training wheels, and it can give people,

Mandy Keene: 00:09:06

oh, okay, yeah, no, that is me and and it can also give other

Mandy Keene: 00:09:12

coaches I needed assessments to work with clients and helping

Mandy Keene: 00:09:19

bridge The Gap, especially with someone that I've never met, to

Mandy Keene: 00:09:23

start talking with them about them, and so assessments, I find

Mandy Keene: 00:09:27

to be a really beautiful tool, kind of like an icebreaker, and

Mandy Keene: 00:09:32

it's how I've built my business. Because I've never been good at

Mandy Keene: 00:09:37

marketing and sales. In fact, I still don't like the

Mandy Keene: 00:09:41

conversation. You know, Russell Brunson is one of my nearest

Mandy Keene: 00:09:45

dearest friends, and I don't like going to marketing

Mandy Keene: 00:09:50

conferences and

Jennifer Takagi: 00:09:53

and break his heart a little bit every time

Jennifer Takagi: 00:09:56

you say that I know I know he

Mandy Keene: 00:09:58

knows he knows he. Knows he loves and accepts me

Mandy Keene: 00:10:02

for who I am, but it's like, and the way that I got him as a

Mandy Keene: 00:10:10

coaching client is I had him take the disc and I read his

Mandy Keene: 00:10:13

disc results, and he was even hesitant. He's like, Mandy, why

Mandy Keene: 00:10:17

are you having me do this? I'm like, Just do it. Just do it,

Mandy Keene: 00:10:20

Russell, just do it. And he did it, and I read his results, and

Mandy Keene: 00:10:25

he's like, whoa, can I have my wife take this? I'm like, Yes.

Mandy Keene: 00:10:29

And then I read his wife's results, and he was so funny.

Mandy Keene: 00:10:32

He's like, you sound like one of those, like, palm readers, you

Mandy Keene: 00:10:35

know? And I'm like, I wish I was psychic, Russell. I wish I would

Mandy Keene: 00:10:40

love that

Jennifer Takagi: 00:10:43

also. And I, I was, I actually, I went to Iowa

Jennifer Takagi: 00:10:49

another, you know, I and everybody did their assessments.

Jennifer Takagi: 00:10:55

And when I flew up from Oklahoma to Iowa, I had everybody's

Jennifer Takagi: 00:10:58

assessment, and they didn't realize it, but I did

Jennifer Takagi: 00:11:01

everybody's name tag in a different color, and it was

Jennifer Takagi: 00:11:04

which of the letters they were right? They didn't catch on

Jennifer Takagi: 00:11:06

that. Then it was like, super fun to say, What color is your

Jennifer Takagi: 00:11:10

name? Go to that corner, right? And they were like, Oh, wait,

Jennifer Takagi: 00:11:13

what? But the gentleman who hired me, the president, like he

Jennifer Takagi: 00:11:18

wasn't all about this, like he was not really, he was, he went

Jennifer Takagi: 00:11:26

along with it, but he was a little standoffish. And I spent

Jennifer Takagi: 00:11:30

all morning training on the disc stuff and what the personality

Jennifer Takagi: 00:11:34

and, or not really personality, it's behavioral profiles, what

Jennifer Takagi: 00:11:36

the behaviors were and how to work together, right? Like,

Jennifer Takagi: 00:11:39

let's make the and we need everybody. That's the big

Jennifer Takagi: 00:11:42

takeaway. We need everybody. So I passed out all their

Jennifer Takagi: 00:11:46

assessments, and then, you know, they're 23 pages long. And I was

Jennifer Takagi: 00:11:49

like, Okay, I'm going to give you, like, 15 minutes. Everybody

Jennifer Takagi: 00:11:52

have a chance to read through your assessment, and then we'll

Jennifer Takagi: 00:11:54

talk about it. And I bet five minutes didn't pass. And he

Jennifer Takagi: 00:11:58

goes, How do I answer those few questions? And it knows this

Jennifer Takagi: 00:12:02

stuff. And I was like, oh, oh, is it wrong? Does he hate it?

Jennifer Takagi: 00:12:08

And I'm like, trying to have my big girl panties on and not be

Jennifer Takagi: 00:12:11

like, and go on the defensive. And he go. And I went, Well,

Jennifer Takagi: 00:12:16

does it sound like you or not? And he goes, it's just like me.

Jennifer Takagi: 00:12:21

How does it know me? And I was like, oh, okay, okay, now I can

Jennifer Takagi: 00:12:25

have the conversation like, oh, it's been pretty scared

Jennifer Takagi: 00:12:28

initially, but it's amazing what they show and then they give you

Jennifer Takagi: 00:12:32

common ground to talk, right,

Mandy Keene: 00:12:35

right? Yeah, it's vulnerable for people that's

Mandy Keene: 00:12:38

that's something that I've learned is that I'm so used to

Mandy Keene: 00:12:43

it now, because I learned this 26 years ago, and now it's like,

Mandy Keene: 00:12:47

I've really got to go back, you know, cultivate a beginner's

Mandy Keene: 00:12:51

mind, because it's very vulnerable. It's very vulnerable

Mandy Keene: 00:12:55

for people and in remember, like, I always use the

Mandy Keene: 00:13:01

disclaimer, there's no assessment on planet earth that

Mandy Keene: 00:13:04

could ever encompass the depths of who you are, the mystery of

Mandy Keene: 00:13:07

who you are, the complexity of who you are as a human soul.

Mandy Keene: 00:13:11

This is just a tiny puzzle piece, and it's, it's, it's

Mandy Keene: 00:13:19

something to look at, to contemplate, and there's no

Mandy Keene: 00:13:23

assessment that is better or worse than others. Yeah, and you

Mandy Keene: 00:13:27

are going to and you're still going to compare, you're still

Mandy Keene: 00:13:30

going to compare, and there's going to be stuff about your

Mandy Keene: 00:13:32

results that you're like, I don't like that about myself.

Mandy Keene: 00:13:35

It's that's human nature too. And the sooner that you embrace

Mandy Keene: 00:13:43

and own ooh, I kind of like this about myself. And the sooner you

Mandy Keene: 00:13:48

embrace your dark side, your shadow, the easier life becomes,

Mandy Keene: 00:13:53

too, and the more powerful you become. And that's something

Mandy Keene: 00:13:55

that I really it's one of my favorite, favorite, favorite

Mandy Keene: 00:13:59

conversations to have with clients is to lean into shadow.

Jennifer Takagi: 00:14:05

No, I've taken disc several times, you know, we

Jennifer Takagi: 00:14:08

end up doing that over time, right? Once you get into it. And

Jennifer Takagi: 00:14:12

there are two different forms. One the eye is lowercase, one's

Jennifer Takagi: 00:14:16

uppercase, again, no right, no, wrong. They're just different.

Jennifer Takagi: 00:14:21

And my results were a little bit different. But on the one that I

Jennifer Takagi: 00:14:27

actually am certified, and I use my eye and so I is influencing

Jennifer Takagi: 00:14:33

others, influencing people. And in 50 is midline, and anything

Jennifer Takagi: 00:14:37

above it is it shows up more in your day to day, life more

Jennifer Takagi: 00:14:42

readily and you don't like like, it's hard. The higher you get,

Jennifer Takagi: 00:14:46

the harder it is to diminish you have to be super conscious. And

Jennifer Takagi: 00:14:50

I know Mandy. We've known each other for like, 31 minutes now,

Jennifer Takagi: 00:14:54

but my eye is 96 and I've never gotten lower than. 96 and if,

Jennifer Takagi: 00:15:03

like, that's that extroverted personality, that's like you

Jennifer Takagi: 00:15:07

walking around just like, take over whether you meant to or

Jennifer Takagi: 00:15:10

not. And so it's pretty funny. I have a friend who claims that

Jennifer Takagi: 00:15:15

when she was in corporate, she was a high D dominate the

Jennifer Takagi: 00:15:19

problem, and, but now that she's an entrepreneur, she's high I,

Jennifer Takagi: 00:15:24

and I thought, No, you just took different assessments because

Jennifer Takagi: 00:15:28

she's

Mandy Keene: 00:15:32

no, like, like, you're, you're, you're either,

Mandy Keene: 00:15:35

you're either a high I or like, yeah, no, and, and I have a, I

Mandy Keene: 00:15:40

have a theory, Jennifer, and this is like Mandy's theory.

Mandy Keene: 00:15:43

This is not like a Brene Brown study, okay, not A Harvard

Mandy Keene: 00:15:46

study, not a hard like, this is just Mandy's theory. Okay, okay,

Mandy Keene: 00:15:50

because I'm, I'm a very low C. So for the listeners, like, C is

Mandy Keene: 00:15:54

the cautiousness, uh, very detail oriented, my season one,

Mandy Keene: 00:15:59

all right, so just, Oh, my God. You know

Jennifer Takagi: 00:16:02

my highest C has ever been, what

Mandy Keene: 00:16:06

eight you do not want Mandy or Jennifer doing

Mandy Keene: 00:16:12

your admin or your taxes. You do not. You do not. I, when I took

Mandy Keene: 00:16:16

accounting in college that I had to hire a tutor, and he was

Mandy Keene: 00:16:20

like, you know, this isn't, like, creative math, right?

Mandy Keene: 00:16:23

Like, you know that. He's like, where did you come up with that

Mandy Keene: 00:16:26

number? Like, where did you get that? And I'm like, I don't

Mandy Keene: 00:16:30

know. He's like, did you just, like, make that up? And so,

Mandy Keene: 00:16:33

like, I have a I have a book, I have a bookkeeper, I have

Mandy Keene: 00:16:37

someone else. Like, I'm like, There's no and that's why I'm so

Mandy Keene: 00:16:41

passionate about assessments, because this changed my life. I

Mandy Keene: 00:16:45

thought I was stupid before disc, because I was doing admin.

Mandy Keene: 00:16:49

Mandy was doing admin. I didn't know. I was like, and then when

Mandy Keene: 00:16:54

I took this, I should never be doing admin, such a low C.

Jennifer Takagi: 00:16:59

So i i I worked for the federal government, and

Jennifer Takagi: 00:17:03

before that, I was in housing and private sector and mortgage

Jennifer Takagi: 00:17:07

banking, and then moved to the federal government in housing.

Jennifer Takagi: 00:17:10

And when I went to take the training to become a certified

Jennifer Takagi: 00:17:16

disc, you know trainer, she goes, how, how did you work in

Jennifer Takagi: 00:17:22

the federal government with a C as an eight? Because the federal

Jennifer Takagi: 00:17:27

government is nothing but compliance and rule following. I

Jennifer Takagi: 00:17:30

mean, it's not so much anymore, but it used to be like super

Jennifer Takagi: 00:17:33

rule following. There were laws, there were policies, procedures

Jennifer Takagi: 00:17:36

you had to follow. She goes, Oh, my God. How hard was that for

Jennifer Takagi: 00:17:40

you to get up every morning and go to work like this is not your

Jennifer Takagi: 00:17:44

personal like, how did you do that? And I went, mm, my eye

Jennifer Takagi: 00:17:48

took over. And I wanted the award. I wanted the accolade. I

Jennifer Takagi: 00:17:52

wanted to be called in front of the group and say, Jennifer did

Jennifer Takagi: 00:17:54

a great job on this project. So I put all my Bucha panties and I

Jennifer Takagi: 00:17:59

did it. So the point of that is, if you can find a career that

Jennifer Takagi: 00:18:05

fits your natural tendencies, the easier it's going to be. But

Jennifer Takagi: 00:18:09

if you end up deciding to stay because I wanted health

Jennifer Takagi: 00:18:15

insurance and and benefits, and that was like the safest way

Jennifer Takagi: 00:18:19

back in the day, that was the safest way to have that, because

Jennifer Takagi: 00:18:22

security is is really high on me, on for values. But you can

Jennifer Takagi: 00:18:27

do it like you can make yourself do what you need to do to hit

Jennifer Takagi: 00:18:30

the other goals in your life. So just just saying that, that was

Jennifer Takagi: 00:18:35

kind of my experience. So I'm going to, I'm going to make a

Jennifer Takagi: 00:18:38

little leap here based on the top title that we're discussing,

Jennifer Takagi: 00:18:43

how to get clients without marketing and sales. Am I going

Jennifer Takagi: 00:18:47

to make a leap that you use assessments to get your clients?

Jennifer Takagi: 00:18:53

Tell me. Tell me how you do that. Genius.

Mandy Keene: 00:18:57

Your genius. I tell your genius. Yes. Dot, dot, dot.

Mandy Keene: 00:19:03

Well, my curiosity is not going to leave me alone until I ask

Mandy Keene: 00:19:08

you, where's your s and your D, like, it's just my I gotta close

Mandy Keene: 00:19:12

that loop. Yeah,

Jennifer Takagi: 00:19:13

you can't do it. Not okay, right? So my S is

Jennifer Takagi: 00:19:18

about a 65 and my D is, like, 5558 like, those are kind of

Jennifer Takagi: 00:19:24

close. So for me, and for you know, the listeners out there,

Jennifer Takagi: 00:19:30

I'm going to show up as a high. I influencing people. And if you

Jennifer Takagi: 00:19:33

get really irritated with me, it's because I come across as a

Jennifer Takagi: 00:19:36

used car salesman, and you need to buy the car. My S is my

Jennifer Takagi: 00:19:41

relationships with friends and family, and my my friends go

Jennifer Takagi: 00:19:45

back to high school, and the only reason they don't go back

Jennifer Takagi: 00:19:47

further is I moved a lot, although my best friend, we've

Jennifer Takagi: 00:19:51

been together since we were 11. Um, so that whole relationship,

Jennifer Takagi: 00:19:55

piece with s and the steadiness is a really great customer

Jennifer Takagi: 00:19:58

service people, because. They'll like, listen to the other person

Jennifer Takagi: 00:20:01

on the phone, and then the D is dominating a problem. And I

Jennifer Takagi: 00:20:06

actually wrote a book called attack the problem, not the

Jennifer Takagi: 00:20:08

person, and it's based on D behavioral profiles, because the

Jennifer Takagi: 00:20:13

rest of us that aren't D get our feelings hurt. We think they

Jennifer Takagi: 00:20:15

attacked us. They really didn't. They were just trying to solve

Jennifer Takagi: 00:20:18

the problem quickly and easily. And so my D comes out hardcore.

Jennifer Takagi: 00:20:24

If you go after one of my people,

Mandy Keene: 00:20:28

I thought, just listening to some of your shows,

Mandy Keene: 00:20:30

I was like, there's the D, I hear the D, there's the D, Bada,

Mandy Keene: 00:20:34

bing bada, boom. It was one of your interviews with one of your

Mandy Keene: 00:20:39

friends. I think it was Linda, it was one nurture. So I was

Mandy Keene: 00:20:43

like, Okay, there's the D, there's the I hear the the spunk

Mandy Keene: 00:20:47

and the direct there's the D. So, yeah, I love it, yes. So you

Mandy Keene: 00:20:53

know who's who does everybody like, what's everybody's

Mandy Keene: 00:20:56

favorite topic? Favorite topic. Secretly, they might be

Mandy Keene: 00:21:01

uncomfortable sometimes, but everybody's favorite topic is

Mandy Keene: 00:21:04

usually themselves, right?

Jennifer Takagi: 00:21:07

I had two answers, right? Oh, my God,

Mandy Keene: 00:21:11

yes, yes. So I actually did this by accident.

Mandy Keene: 00:21:17

It wasn't even intentional, because, again, marketing and

Mandy Keene: 00:21:22

sales. Here's what I've learned is I literally use these in

Mandy Keene: 00:21:28

coaching. Jennifer, like, I'm like a coach slash kindergarten

Mandy Keene: 00:21:32

teacher. So I have these figurines so for helping. So if

Mandy Keene: 00:21:38

listeners are only like listening to the audio, I have,

Mandy Keene: 00:21:41

like, an actual little lion. I have a little golden retriever.

Mandy Keene: 00:21:45

So like, this is like the D, this is like the s, right, or

Mandy Keene: 00:21:49

the I really. And so most marketers, most marketers

Mandy Keene: 00:21:56

personalities, they're like, the lion, right? And they're like,

Mandy Keene: 00:22:00

come take our course, coaches, we're going to teach you how to

Mandy Keene: 00:22:03

get clients. And coaches are like the golden retrievers

Mandy Keene: 00:22:07

going, yay, I need to get clients because I want to serve

Mandy Keene: 00:22:09

people, but they're trying to teach them how to become lions.

Mandy Keene: 00:22:15

A Golden Retriever is never going to be a lion, and ain't

Mandy Keene: 00:22:20

going to happen no matter how many 1000s of dollars and how

Mandy Keene: 00:22:24

many courses you get, and it's not the lion's fault, okay? And

Mandy Keene: 00:22:29

the lion is really good at teaching marketing and really

Mandy Keene: 00:22:32

good courses. And this is where it gets confusing, and this is

Mandy Keene: 00:22:35

why there's so much shame. And they're, they're beating

Mandy Keene: 00:22:37

themselves up because they paid all this money, and they did all

Mandy Keene: 00:22:41

these things, and they're, it's, it's, it's weird, because the

Mandy Keene: 00:22:46

the greater the coach you usually are, almost like the

Mandy Keene: 00:22:51

worst the marketer you are, and the greater the marketer, the

Mandy Keene: 00:22:55

worse the coach, because It's such a radically different skill

Mandy Keene: 00:23:01

set, and it's a different it's a different rhythm, and it's a

Mandy Keene: 00:23:06

it's a different values. It's not better or worse than it's

Mandy Keene: 00:23:10

just very, very, very different. And I've had conversations with

Mandy Keene: 00:23:14

Russell about it. I'm like Russell, your brains would be on

Mandy Keene: 00:23:17

the wall if you did what I did every day, you would hate it,

Mandy Keene: 00:23:21

and I would not want to do what he does. So he had the vision of

Mandy Keene: 00:23:27

creating a software because he loves assessments. He's a nerd.

Mandy Keene: 00:23:32

He loves learning about assessments. I got him hooked.

Mandy Keene: 00:23:36

Is something that I've done naturally, is Whenever someone's

Mandy Keene: 00:23:40

in pain, or I hear about someone that's in pain, I don't like to

Mandy Keene: 00:23:44

waste time, and I want to know if someone I've learned the hard

Mandy Keene: 00:23:48

way, are you really wanting to work on yourself, like I know

Mandy Keene: 00:23:51

now the people I can help versus the people I can't. So I've

Mandy Keene: 00:23:55

learned discernment. Remember, we've talked about like

Mandy Keene: 00:23:58

listening from our heart versus our head is I can, I can tell

Mandy Keene: 00:24:03

within 10 minutes, 15 minutes tops, if someone is, like an

Mandy Keene: 00:24:07

energy vampire or a client, like, is this person, someone I

Mandy Keene: 00:24:12

can Yeah, yeah. And I use assessments as a tool to be able

Mandy Keene: 00:24:22

to know so much about this person to save me time. So I

Mandy Keene: 00:24:27

started using assessments to help save me time and to give

Mandy Keene: 00:24:31

them value. And we can always make money, lose money. Make

Mandy Keene: 00:24:37

money, lose money. So I decided I was never going to give a free

Mandy Keene: 00:24:42

session again, because I gave away so many free sessions, so

Mandy Keene: 00:24:45

that if you want to talk to me, I'm going to give, like, at

Mandy Keene: 00:24:49

least, I'm going to give you some value, and I'm going to

Mandy Keene: 00:24:53

make at least back then I was like, 100 bucks, $97 and I'll

Mandy Keene: 00:24:58

give you a. Assessment reading. And so I started just offering,

Mandy Keene: 00:25:04

just, I'm going to look over your assessment results and my

Mandy Keene: 00:25:09

conversions. And I'm not like, I'm almost like, have you seen

Mandy Keene: 00:25:13

Tommy Boy? You know Tommy is so funny. It's, what's his name? I

Mandy Keene: 00:25:20

freak. I'm blanking on his name. Anyways, he's like, really,

Mandy Keene: 00:25:23

really, really bad in sales. And when the guy says no, instead of

Mandy Keene: 00:25:26

overcoming the objection, you would cringe as a high D, he's

Mandy Keene: 00:25:29

like, okay, great. Like, he doesn't even try to overcome the

Mandy Keene: 00:25:33

objection, you know. So my conversions are really, really

Mandy Keene: 00:25:39

high because people are starving to be seen, heard and

Mandy Keene: 00:25:46

understood. They're starving for it, and assessments are super

Mandy Keene: 00:25:53

fun and easy to see people. I mean, you know this with the D

Mandy Keene: 00:25:57

that I like, the guy that you were talking about,

Mandy Keene: 00:25:59

he's like, how come this assessment is so right? With

Mandy Keene: 00:26:02

just a few questions, and

Mandy Keene: 00:26:04

then, like, Russell's like, Mandy, it's like you're giving

Mandy Keene: 00:26:06

me a psychic reading. And I told him so much about him and his

Mandy Keene: 00:26:10

wife. And I'm gonna say when you do this, it really irritates

Mandy Keene: 00:26:15

her, and when she does this, it really irritates you. This is

Mandy Keene: 00:26:19

probably what you guys fight about. This is probably what you

Mandy Keene: 00:26:21

need to work on with her. This is probably what she needs to

Mandy Keene: 00:26:24

work on with you. And he was like, you know, and I didn't

Mandy Keene: 00:26:29

even, this was when I didn't even know them. And because of

Mandy Keene: 00:26:33

that, it's like, okay, I need to work with you. And then it's

Mandy Keene: 00:26:38

they, they realize, Oh my gosh, I've got to work with you. And I

Mandy Keene: 00:26:42

have clients who are like, Okay, tell me, what does it look like

Mandy Keene: 00:26:45

where they're asking me, I'm not going, would you like to work

Mandy Keene: 00:26:49

with me now, Jennifer, these are my packages, and it's not like

Mandy Keene: 00:26:53

this awkward sales conversation. It's like they're asking me,

Mandy Keene: 00:26:57

What does it look like to work with you? What? Okay,

Jennifer Takagi: 00:27:01

those are the funnest calls ever, right,

Jennifer Takagi: 00:27:05

right? It's

Mandy Keene: 00:27:05

like, okay, I have a six month package. I have a 12

Mandy Keene: 00:27:08

month, 12 month package. I'll send you an email. I would, I'd

Mandy Keene: 00:27:12

be honored. It'd be a pleasure. You'd be a joy to work with.

Mandy Keene: 00:27:15

Bada, bing bada, boom, like, it's not, it's not one of these.

Mandy Keene: 00:27:20

I've heard everything, with all the sales and everything, you

Mandy Keene: 00:27:23

don't need to do that if you're really your people can tell when

Mandy Keene: 00:27:28

you care about them. People can tell when you really want to

Mandy Keene: 00:27:32

serve them, and that is more influential than anything. And

Mandy Keene: 00:27:37

when you know and you're competent in what you're doing,

Mandy Keene: 00:27:42

and that's the magic. That's the magic. And then referrals, and

Mandy Keene: 00:27:49

nowadays with social media, that's what I get all the time.

Mandy Keene: 00:27:55

I'm not. I'm not. I need to be like, good at this, like, I'm

Mandy Keene: 00:27:59

not, with what the kids are doing today, you know, I I,

Mandy Keene: 00:28:04

that's why I've joined, you know, Jamie Atkinson, and I've,

Mandy Keene: 00:28:08

like, had, like, I've had to, like, have a system and

Mandy Keene: 00:28:10

structure in place, because, like, I'm not as natural with

Mandy Keene: 00:28:14

that, but because I love the art of what I do, and I want to help

Mandy Keene: 00:28:18

out other artists, other people that really want us. Want to

Mandy Keene: 00:28:23

serve.

Jennifer Takagi: 00:28:24

So as a coach, you created an assessment. I

Jennifer Takagi: 00:28:32

take the assessment. It's a platform.

Mandy Keene: 00:28:35

So it's understanding personality, it's

Mandy Keene: 00:28:37

a it's a software platform that combines all the top assessments

Jennifer Takagi: 00:28:41

in one place, okay? But I take it and then it

Jennifer Takagi: 00:28:46

comes out with some kind of written report, you know, or I

Jennifer Takagi: 00:28:49

could read it like information. And then it says, If you really

Jennifer Takagi: 00:28:52

want an in depth discussion about this and reading of that,

Jennifer Takagi: 00:28:56

click here and book your $97 call, and we'll go in this in

Jennifer Takagi: 00:29:00

depth. Then you go in depth with you, and I'm like, oh, yeah, we

Jennifer Takagi: 00:29:06

have to. I literally had a call with a actually, she was a

Jennifer Takagi: 00:29:10

spiritual healer. We have this. It was a free call, but it was

Jennifer Takagi: 00:29:15

because I came to her through another coach, and she, you

Jennifer Takagi: 00:29:19

know, if somebody's already paid for a coach, and they have a

Jennifer Takagi: 00:29:21

credit card and they know how to use it, right? So she didn't

Jennifer Takagi: 00:29:24

mind giving up 15 minutes of her time for free because she

Jennifer Takagi: 00:29:27

already knew I had a credit card and I knew how to use it. And as

Jennifer Takagi: 00:29:33

we get to the end of our call, and she says, You know, I would

Jennifer Takagi: 00:29:37

really, I'd love to work with you further, you know, if you're

Jennifer Takagi: 00:29:40

interested in that. And I said, Great, when do we start? And she

Jennifer Takagi: 00:29:43

goes, Well, do you want to know how much it cost? And I said,

Jennifer Takagi: 00:29:45

Does it even matter? Like, at this point, I don't care. And

Jennifer Takagi: 00:29:47

she was like, wow, it matters a lot to most people. But when you

Jennifer Takagi: 00:29:51

make that really deep seated connection, it's like, no, I

Jennifer Takagi: 00:29:56

have to go further. Like, I know this was the tip of the.

Jennifer Takagi: 00:30:00

Iceberg. So as a coach and as a client, like, I love that, that

Jennifer Takagi: 00:30:05

feeling, and this is, like, the greatest model ever. Like, this

Jennifer Takagi: 00:30:09

is perfect, and then all you have to do is get your

Jennifer Takagi: 00:30:13

assessment link out to all the peoples.

Mandy Keene: 00:30:17

Yes, yes. Thank you. I'm so glad you get it. I'm

Mandy Keene: 00:30:22

so glad you get to me. It's like, because so many, I see so

Mandy Keene: 00:30:27

many coaches trying to reinvent the wheel and trying to create

Mandy Keene: 00:30:32

content, and it's so hard. Like, they're like, here's how to

Mandy Keene: 00:30:36

change your life in 10 Steps. It's like, it's, it's so much

Mandy Keene: 00:30:41

noise out there, and they're, they're trying to and I did it

Mandy Keene: 00:30:46

too. I did it too, where it's like, Jennifer, here's how to 10

Mandy Keene: 00:30:52

steps to making your life better, and blah, blah, blah,

Mandy Keene: 00:30:54

like, here's the lead magnet and all of that. And it's, it's

Mandy Keene: 00:30:59

making it about us. We need to make it about them. That's what

Mandy Keene: 00:31:04

it needs to be about. And so understanding personality, it's

Mandy Keene: 00:31:09

like, it's, it's so beautiful, because it actually legit, is

Mandy Keene: 00:31:13

about them. So they have, they have a profile. It's like, it's

Mandy Keene: 00:31:16

kind of like Facebook meets assessments. So they have their

Mandy Keene: 00:31:21

disc, their values, their Enneagram, their Myers, Briggs,

Mandy Keene: 00:31:24

results, love languages, their strengths. It's like the top six

Mandy Keene: 00:31:28

assessments in one place, and then you get to look over them.

Mandy Keene: 00:31:35

And you don't have to be a master at it. You just need to

Mandy Keene: 00:31:39

know enough to be able to be confident with and that's

Mandy Keene: 00:31:45

something that I do, is I teach coaches how to read the

Mandy Keene: 00:31:48

profiles, and it's really not that hard to learn. And I think

Mandy Keene: 00:31:53

it's fun. I think it's so fun because the first person you get

Mandy Keene: 00:31:57

to know about is you, you know, and then you get to learn about

Mandy Keene: 00:32:01

your spouse and your mom, your dad and your brother and like,

Mandy Keene: 00:32:04

and then it's just like, it's, it's so fun. I just think it's

Mandy Keene: 00:32:07

such a fun conversation.

Jennifer Takagi: 00:32:09

Well, it is. And when I did work for the

Jennifer Takagi: 00:32:12

government, we, somebody came in and did disc for us, and I'm at

Jennifer Takagi: 00:32:16

a table, and there's a gentleman at work really like him as a

Jennifer Takagi: 00:32:20

person. Hey, hey. Hated working with him. Anytime our paths

Jennifer Takagi: 00:32:25

cross, like my blood pressure would rise, I would just be

Jennifer Takagi: 00:32:28

tense. It was like a cat on a hot tin roof because we could

Jennifer Takagi: 00:32:32

not communicate. So we end up at the same table. And I'm like,

Jennifer Takagi: 00:32:36

really, we've got 130 people in the office, and I end up at the

Jennifer Takagi: 00:32:40

same table with him. Are you freaking kidding me?

Jennifer Takagi: 00:32:43

Well, I they

Jennifer Takagi: 00:32:47

actually had his like chart out our deal. So we've got these

Jennifer Takagi: 00:32:50

like graph charts there, and I can see his, we literally were

Jennifer Takagi: 00:32:57

opposite on every single one. You know, my D is here, his is

Jennifer Takagi: 00:33:02

there. My eyes here, his is there. You know, the whole

Jennifer Takagi: 00:33:05

thing. And in that moment, it was like, I I can now deal with

Jennifer Takagi: 00:33:12

him. I can and then I would hear him the way our floors were.

Jennifer Takagi: 00:33:17

They were. It was a raised floor with a heating and air

Jennifer Takagi: 00:33:20

underneath the floor. So it was with a raised floor, you could

Jennifer Takagi: 00:33:23

hear people's footsteps. And if you hear people's footsteps

Jennifer Takagi: 00:33:26

enough, you really know who's walking down the aisle, right?

Jennifer Takagi: 00:33:29

Like, I I could, like, pick people out by their walk. And I

Jennifer Takagi: 00:33:33

was like, okay, here he comes. Okay,

Mandy Keene: 00:33:38

I got my shield. Shield up. Shield up.

Jennifer Takagi: 00:33:40

Yeah, I'm ready. I can have this

Jennifer Takagi: 00:33:42

conversation and not upset me and not upset him, right?

Jennifer Takagi: 00:33:45

Because then you truly have a win, win, when you can have

Jennifer Takagi: 00:33:48

those conversations. Oh, my God, this has been amazing. Mandy

Jennifer Takagi: 00:33:52

again, we could, like, talk all day. How do people do you have a

Jennifer Takagi: 00:33:56

link? Obviously, all this will be in the show notes. But like,

Jennifer Takagi: 00:34:00

how do we get you? Like, right now, like, where do we find you?

Mandy Keene: 00:34:03

Thank you, Jennifer, if you could go to

Mandy Keene: 00:34:06

understanding personality.com I am giving away a free PDF of my

Mandy Keene: 00:34:13

book, Understanding personality. I'm really proud and excited

Mandy Keene: 00:34:17

about it, because I break down. It was written for high DS. I'll

Mandy Keene: 00:34:23

tell you that because it's bought a bing bada boom, all the

Mandy Keene: 00:34:27

bottom line of every personality, the best of each of

Mandy Keene: 00:34:33

these top six assessments. So it's not like a high C book.

Mandy Keene: 00:34:38

Otherwise it would have been like 1000 pages.

Jennifer Takagi: 00:34:45

1000 pages,

Mandy Keene: 00:34:48

small print. No, it's a it's very much for the

Mandy Keene: 00:34:51

high, dominant entrepreneur, but I'm very proud of it, because it

Mandy Keene: 00:34:55

goes over what's essential to know about each personality

Mandy Keene: 00:34:58

type. Um. Um, and if you know you're a coach or considering

Mandy Keene: 00:35:03

being a coach, or if you're a business owner and you want to

Mandy Keene: 00:35:05

organize, like how to who you need on your team, I recommend

Mandy Keene: 00:35:08

going to it, or even just for yourself. So I love this

Mandy Keene: 00:35:12

conversation with you. And if you want to create a profile and

Mandy Keene: 00:35:15

you want me to read it on air, that's something I've done with

Mandy Keene: 00:35:18

other podcast hosts, and it's so much fun.

Jennifer Takagi: 00:35:22

Oh my gosh, we're gonna have to do that.

Jennifer Takagi: 00:35:24

We're gonna have, yeah,

Mandy Keene: 00:35:26

you know your disc. I gotta say, what's real. I've

Mandy Keene: 00:35:29

been humbled because I've been singing the disc for 20 plus

Mandy Keene: 00:35:33

years. But combining that with the others is really fun and

Mandy Keene: 00:35:38

interesting. So if you want to combine those, we could have a

Mandy Keene: 00:35:41

party.

Jennifer Takagi: 00:35:43

I was practicing my presentation for

Jennifer Takagi: 00:35:47

disc. So I had my niece in law and her best friend, and they

Jennifer Takagi: 00:35:54

took the assessments, and then we hooked up my laptop to the

Jennifer Takagi: 00:35:58

TV, the big screen TV, and so I walked through it and went

Jennifer Takagi: 00:36:01

through all the different pieces, and I think I'm doing

Jennifer Takagi: 00:36:04

pretty well, right? Like, I'm like, Okay, I think they're

Jennifer Takagi: 00:36:06

understanding. I think this is going well, and I feel pretty

Jennifer Takagi: 00:36:09

confident about this. And I look up and my niece is just crying,

Jennifer Takagi: 00:36:13

like tears are just streaming down our face, and I went, Oh my

Jennifer Takagi: 00:36:18

gosh. What did I say? Like, I didn't mean eyes can be

Jennifer Takagi: 00:36:20

offensive without meaning to, because we say whatever pops up.

Jennifer Takagi: 00:36:24

And I was like, I'm so sorry. Oh, my God. What? What did I

Jennifer Takagi: 00:36:27

say? What happened? And she goes, Oh, this time I thought it

Jennifer Takagi: 00:36:30

was just so awkward. And I'm not. She's a high s. And when a

Jennifer Takagi: 00:36:36

s walks into your room to a party, they find a spot, they

Jennifer Takagi: 00:36:41

stand in that spot and they observe the whole room for a

Jennifer Takagi: 00:36:44

while, or the whole night, whatever. And I said, and funny,

Jennifer Takagi: 00:36:50

her best friend and I were very much aligned with our profiles.

Jennifer Takagi: 00:36:56

And I said, Are you kidding me? You're like the smartest one of

Jennifer Takagi: 00:36:59

the three of us, because you assess all the people before

Jennifer Takagi: 00:37:02

making a decision who you want to play with, Amy and I play

Jennifer Takagi: 00:37:05

with everybody, and then we get, you know, burned. And so no,

Jennifer Takagi: 00:37:09

there's nothing awkward about you. It's just a different way

Jennifer Takagi: 00:37:12

of reading the room. And that was like life changing for her.

Jennifer Takagi: 00:37:16

So these kind of things, they seem simple, but the power,

Mandy Keene: 00:37:22

thank you for sharing that story. Thank you

Mandy Keene: 00:37:25

for sharing and will you pass on another Do you know that the

Mandy Keene: 00:37:27

best way for high s is to recharge is to do nothing? Yeah,

Mandy Keene: 00:37:32

yeah. That's my favorite advice. Like most of them have so much

Mandy Keene: 00:37:36

shame about it, yeah, that's what they need.

Jennifer Takagi: 00:37:41

Yeah, oh my gosh. Mandy, this has been the

Jennifer Takagi: 00:37:43

best conversation all day. And boy, understanding

Jennifer Takagi: 00:37:48

personalities.com. You should take manualities, huh? Yeah. Did

Jennifer Takagi: 00:37:54

I get

Mandy Keene: 00:37:54

normality? Oh, yeah, understanding

Mandy Keene: 00:37:57

normality.com.

Jennifer Takagi: 00:38:00

Understanding personality.com and then pay the

Jennifer Takagi: 00:38:03

$97 and have the call with her. I mean, there's no reason not

Jennifer Takagi: 00:38:06

to. This has been awesome. Mandy, I look forward to playing

Jennifer Takagi: 00:38:09

with you more in the future, because I'm I'm sure we can.

Mandy Keene: 00:38:14

Thank you, Jennifer, this was fun. Enjoy

Mandy Keene: 00:38:16

the rest of your day. Thanks.

Jennifer Takagi: 00:38:18

I'm Jennifer Takagi with destin for success,

Jennifer Takagi: 00:38:21

and I look forward to connecting with you soon. You.