Business by Referral Blueprint, it will change your networking | Victoria Musquies - Ep 166

0:05 Dr Steve: Hello. Everyone. Dr Steve: Dr. Steve, the success doctor. Here I am back. You know, we're all of a sudden. This is like podcast episode, like 180 something. Dr Steve: and don't forget I deleted like a hundred. I feel like I've been doing this my whole life. Dr Steve: and yet those of you who are longtime listeners know what's my favorite thing doing the podcast Dr Steve: that's right, Joe. From Mississippi, I love having guests on Dr Steve: even more. So I love having guests that bring value to this community. Dr Steve: And you're going to find, because I already know I got a little insider info. We got one today. Virginia Muzquiz, The Referral Diva: I want. I'm going to introduce you to Virginia moose keys.

0:45 Dr Steve: She is the founder and CEO of master connectors. Dr Steve: Her company helps solo entrepreneurs generate consistent cash flow by filling their sales funnels with high quality Dr Steve: and sorry high quality referrals awesome. Anybody here want that? Dr Steve: Me? I do. Dr Steve: Okay. Over 20 years of experience in referral marketing. Virginia teaches her clients how to master referrals on demand. That's her patented process which can infuse hundreds of thousands of dollars into their business without complicated tech Dr Steve: or paid traffic. Yeah, paid traffic can eat you alive. It can be a rabbit hole in this business. Virginia, welcome Dr Steve: welcome to the podcast how are you thanks.

1:29 Virginia Muzquiz, The Referral Diva: Dr. Steve, I'm super excited to be here. This is a podcast guesting and podcast hosting are 2 of my favorite things to do so it's always a pleasure to be invited to speak, to speak to an audience and get to help out in. Dr Steve: There we go. Well, let me introduce you to your to my audience. Audience. This is Virginia. I think you're gonna learn a lot from her in a short amount of time. So sharpen your pencils. Dr Steve: get your hearing going if you're driving, stay focused. Dr Steve: But I still so, Virginia, let's just get right at it. Okay, I'm gonna say you claim Dr Steve: you can bust the myth about networking. Right? Let's just get right into it. Why.

2:14 Dr Steve: networking doesn't really work. Okay, why is your system superior? So. Virginia Muzquiz, The Referral Diva: Love? Why am I superior? No. Dr Steve: Not you. You're saying. Virginia Muzquiz, The Referral Diva: Mr. White. Virginia Muzquiz, The Referral Diva: Really you are, too, that I've created so great. Dr Steve: Why is your system so great? Let's just let's just let's just lay it right on people right out of the gate. Virginia Muzquiz, The Referral Diva: So listen, I here's the thing people do what people see. Virginia Muzquiz, The Referral Diva: But what we see is Virginia Muzquiz, The Referral Diva: really an outcome, or we see from the external. We see from the outside, and we very rarely see below the waterline. You know it's that iceberg thing right? We see the tip of the iceberg. So we look at really successful people, and they're out there networking. They're showing. Maybe they're showing up. At events, they're dressed. They've got their business cards. They've got it going on, and what it looks like they're doing is walking around and handing out their business cards.

3:02 Virginia Muzquiz, The Referral Diva: But there's a lot there's a lot more going on underneath the surface from people who are natural networkers. But as with anything. And you know, because you're in education, right? People have natural talents. But we can all develop talents as well. We can develop latent talents once we know the secrets, and once we know the patterns, and once we understand the systems. And then we can repeat the systems, practice the systems, tweak the systems, and we can get better at it. And the number one myth Virginia Muzquiz, The Referral Diva: of networking in my mind is that we're out there trying to find clients Virginia Muzquiz, The Referral Diva: to me. That is Elmer Fudd marketing. Dr Steve: Right who don't know who Elmer Fudd is.

3:44 Dr Steve: Pretty rabbit. Virginia Muzquiz, The Referral Diva: Very quiet. Virginia Muzquiz, The Referral Diva: Yes, I'm. Dr Steve: Hunting my clients. Right? Dr Steve: Yes. Virginia Muzquiz, The Referral Diva: So we're walking around shoving our business cards in people's hands and assuming that if they're human, they probably they probably need my service. And that's just not the case. There are 5 stages of awareness as taught by Eugene Schwartz. Right? People are unaware. Virginia Muzquiz, The Referral Diva: meaning they don't know. They have a problem. And so if you give me your business card and try me to sell you your services when I don't even know I have a problem yet. You're not going to get buy in. What you're going to get in return is annoyance, because I don't know that I have a problem. Maybe I don't care that I have the problem. But Virginia Muzquiz, The Referral Diva: or maybe the problem doesn't bother me.

4:29 Dr Steve: But I'm unaware, and I don't care. Virginia Muzquiz, The Referral Diva: The next. The next one is becoming problem aware. Right? So now I know I have a problem. Virginia Muzquiz, The Referral Diva: And for me this is like stewing in the crock pot. Right? Lots of people have lots of problems but they don't want to solve them. Actually, they they are very happy Virginia Muzquiz, The Referral Diva: stewing in their juices, as it were. Virginia Muzquiz, The Referral Diva: And so when you come to me and you say I can solve your problem. Virginia Muzquiz, The Referral Diva: I may be problem aware, but I'm I'm Virginia Muzquiz, The Referral Diva: I'm not ready to talk to you about it. Virginia Muzquiz, The Referral Diva: because, as I say, people try, I say, I'm in my crock pot, and it's very comfortable in here. I'm very comfortable in my crock pot. Dr Steve: I may have problems, but they're my problems.

5:11 Virginia Muzquiz, The Referral Diva: Right. Virginia Muzquiz, The Referral Diva: so right, and I'm happy, and I'm happy being wed to them for whatever secondary gain there is. Dr Steve: Because it's comfortable. Virginia Muzquiz, The Referral Diva: Because it's comfortable because I get some sort of secondary gain. Or maybe you know, the heat just isn't been dialed up enough for it to feel painful. So the one that I always that I always talk about is for years. I was, people would say, I can help you with your website. I can help you with your website. Nobody go to my website, please. Virginia Muzquiz, The Referral Diva: It's under construction. And for years I just didn't care. I'm like, I know that I know that you think it's a problem, but it's not a problem yet for me. I'm not there. We're in a place where I really feel like going full force on creating a full out website with a brand and a prom like, I just didn't want to go through all that work yet I had bigger fish to fry or other fish to fry.

5:56 Virginia Muzquiz, The Referral Diva: So I wasn't. I wasn't interested. I wasn't suffering from that problem, even though I knew it was kind of a problem. It's sort of like knowing that. Maybe you need to get some new tires pretty soon, but it's springtime, and it's not going to snow anytime soon, and so the traction really isn't a problem for me. Virginia Muzquiz, The Referral Diva: But the 1st time I spin out on the highway in January on the ice. I'm going to get new tires, because now it's actually become a threat, it's become a problem that I want a solution. For. So the 3rd stage is solution seeking. And when someone's solution seeking, they're saying, Okay, I have the pain. I acknowledge the pain. I want to discuss the pain. I haven't decided what the best way to deal with the pain is. So I'm exploring my options.

6:37 Virginia Muzquiz, The Referral Diva: And maybe you're gonna find somebody out networking that will have that conversation with you, but probably not in a 3 min conversation at a chamber event. Dr Steve: Yeah. When when Gotcha, with 600 other people there, you're sort of like, oh, where? Oh, I know that person. Okay. Virginia Muzquiz, The Referral Diva: And not only there. When was the last time you went out networking with a list of problems you wanted to solve, I'm gonna go to the chamber today, Steve, and I'm gonna solve my hangnail. And I'm gonna solve my overweight. And I'm gonna set. I'm gonna solve my early pattern baldness. And I'm good, right? Like nobody goes with a list of problem. I'm not going. Dr Steve: No, it's it's it's exactly the opposite. They're going there because they want to sell what they are bringing to the table Dr Steve: right.

7:18 Virginia Muzquiz, The Referral Diva: Not even there to have that conversation. Dr Steve: So just to recap level one unaware or don't care at all. Number 2 aware, but not at a point of taking action. Virginia Muzquiz, The Referral Diva: Right. Dr Steve: Number 3 Dr Steve: know they got a problem starting to look for a solution, but maybe not quite in an active purchasing or Dr Steve: move to a closure stage. Virginia Muzquiz, The Referral Diva: Right. They're not. They're not taking action yet. The 4th stage of awareness. And this is Eugene Schwartz. And I can't. I cannot remember what the name of the book is, but I know it's out of print, and it's really expensive. The 4th one is solution. Aware. That's when I've looked at all my options I have. Let's just say that I get constant migraines.

8:01 Virginia Muzquiz, The Referral Diva: So I've looked at all my options. I've looked at chiropractic. I've looked at medication. I've looked at meditation. I've looked like, so I've I've looked at dietary. I've looked at all my options, and I've decided I'm going to Virginia Muzquiz, The Referral Diva: do diet. Virginia Muzquiz, The Referral Diva: I'm going to do diet. That's how I'm going to solve my headaches. I think my headaches are completely diet related. So I'm going to go find a nutritionist. Now, I'm solution aware, I know which solution I want. And then I just need to become most aware which is, who do I want to work with. Virginia Muzquiz, The Referral Diva: So Eugene Schwartz calls that most aware I call it person aware or product, aware right or provider awareness, I become provider aware I'm making my choice. Now I'm looking for all the different people who can counsel me in nutrition, and I'm going to make my choice from that.

8:52 Virginia Muzquiz, The Referral Diva: So when you go into a networking event. You have people in all 5 stages Virginia Muzquiz, The Referral Diva: of awareness about the problem that you have. But if you go in assuming that everyone in the room has the problem wants to talk about. The problem, is exploring their options, has decided on a solution and wants you for a vendor. You would be wrong. Dr Steve: Yeah, it's really unrealistic. Virginia Muzquiz, The Referral Diva: Right. Virginia Muzquiz, The Referral Diva: So instead. For me, networking is not about Virginia Muzquiz, The Referral Diva: selling your product. It's about marketing your transformation. It's about letting people know how you transform people, how you help people. And in order to do that, you have to have way more clarity than what I find I need on average, when I'm out there networking.

9:47 Virginia Muzquiz, The Referral Diva: You've got to have a marketing plan and a marketing message. Virginia Muzquiz, The Referral Diva: and that needs to be super dialed in. And you need to understand the nuances of marketing, which is nobody. Nobody wants to buy what you do. They want to buy what they get when they do the thing with you that you do. Dr Steve: All about the benefit, not the features. Virginia Muzquiz, The Referral Diva: And even beyond the benefit. Dr. Steve, it's about the experience it's about. How will my life change? How will my life be easier? And what does that new level of ease get me example, most people have a cell phone. Some people have a cell phone because they want to talk and a flip phone is totally fine for them, because they just need to talk to somebody or have Virginia Muzquiz, The Referral Diva: have an ability to make a call in an emergency right? Some people have a cell phone because they want to walk around and watch Youtube. They have it for entertainment. Some people have it to work. Have a mobile, a mobile work.

10:47 Virginia Muzquiz, The Referral Diva: Right me. I have it because I have the homing ability, the directional capacity of a guinea hen. Do you know what a guinea hen is? Dr Steve: They're. Virginia Muzquiz, The Referral Diva: Great. They're super. They are like. Dr Steve: The guinea pig. Virginia Muzquiz, The Referral Diva: Well, yeah, no, they're a farm bird, and they are really great alarmists. So you know, when a when a leaf blows by, they go. They go crazy. When they see motion they make a lot of noise, but they have absolutely no homing sense. So if you don't keep them penned in. They just start walking, and they never come back.

11:31 Virginia Muzquiz, The Referral Diva: Thank you for that. Virginia Muzquiz, The Referral Diva: so they don't have a sense of home. Well, for me, my, I'm so directionally challenged. So I have a phone because of the GPS because it gets me where I want to go and I never get lost anymore. And that's why I bought my 1st smartphone was because I didn't want to get lost anymore. Dr Steve: But you needed what the phone could do. Not necessarily. The phone, I think, is your point. Virginia Muzquiz, The Referral Diva: Correct. And then, when I was deciding on the phone, you know, I bought the least inexpensive phone that would get me the GPS Virginia Muzquiz, The Referral Diva: right that that was for me. That's that's the big thing. Oh, and I like a nice camera. But that's about it right? So cause I'll carry my laptop. Everywhere I go from. Dr Steve: You know the how many lenses the camera has? You're not worried about the resolution of the screen. You're not worried about how many gigs of memory you have. You just want to be able to get from point A to Point B without getting lost, and take some pictures when you need to take a picture that are reasonably high resolution.

12:26 Dr Steve: Yeah, I just want to take a picture. So I can remember where I park my. Dr Steve: so from sort of a Dr Steve: a networking standpoint to kind of. I cause. I I think your message here is excellent. I really do. So I walk. I walk into a let's do, let's do a little kind of scenario. I walk into a networking lunch, and there's 35 people there, right. Dr Steve: So do I Dr Steve: assume everybody there wants to buy from me, because I'm so such a genius, and I walk over and start spewing what I do to everybody. Dr Steve: Obviously, no. Dr Steve: Do I engage in some lower level conversation just to get to know them and maybe take it. And another day, hey, how you doing today? Maybe we can do a 1 on one sometime, or maybe we can have breakfast sometime or something. Or is it really about? Is there some Dr Steve: process where you're trying to do? You even try to figure out where they are on this five-step process like, is there a way you can Dr Steve: interview's not the right word. Are there questions I could ask?

13:23 Dr Steve: Hey, Virginia, how you doing? I haven't seen you a little bit, hey? You know, I know you're having some website challenges. Where are you with that right now? It's like that appropriate. If you know that about the person. Virginia Muzquiz, The Referral Diva: One. Well, it depends on how you know it about the person. Dr Steve: Let me back! Let me. Virginia Muzquiz, The Referral Diva: Let me back up your bus on that. Okay. Dr Steve: Go ahead! Go ahead! Virginia Muzquiz, The Referral Diva: Why are you in the room? Who's in the room? Have you planned the room? Do you know? Do you know who your right fit audience. Virginia Muzquiz, The Referral Diva: No, it's probably not. Dr Steve: Great good point. Dr Steve: Let's say it's a chamber event, or it's a networking professional, networking event, or it's like a you know, a local thing. So you don't know who's going to be there? Necessarily. Probably some people, you know, if it's local, probably people you've seen before. You know, maybe it's centered around something like a fundraiser, or it's a happy hour.

14:06 Dr Steve: You know. People don't. People aren't there? Maybe let's say exclusively, just to pass out a business card. Virginia Muzquiz, The Referral Diva: So. So here's the thing. Virginia Muzquiz, The Referral Diva: It makes sense for me to go to a chamber meeting because I serve solo entrepreneurs. So are there going to be a significant number of solo entrepreneurs at a chamber meeting. Yes, however, however, there's a chamber here in my area that is probably 70% hospitals, schools, Boeing, big enterprise. There's lots of enterprise level people there. They're not my target market. They're not. Dr Steve: We're looking for solo entrepreneur. Virginia Muzquiz, The Referral Diva: So I'm probably not gonna join that chamber because it doesn't. The the people there one those people aren't doing business with with solo entrepreneurs right Boeing. When was the last time Boeing hired a solo guy? Probably you know.

14:55 Dr Steve: Like. Virginia Muzquiz, The Referral Diva: And no hospitals, you know. Virginia Muzquiz, The Referral Diva: working, looking. Gonna be able to refer me to a bunch of, you know, solo accountants and solo attorneys and solo consults. Dr Steve: You're fishing metaphorically, you're fishing in the wrong pond. Virginia Muzquiz, The Referral Diva: Right, so. Dr Steve: From the start. Virginia Muzquiz, The Referral Diva: So the networking space needs to have your audience in it. So the 1st thing you need to know is what is my right fit audience. Who's listening? Who? Where will I find it? And then you want to have a clue? Who your avatar is? Who your right fit ideal prospect is because then you can. Virginia Muzquiz, The Referral Diva: Then you can. When you're talking with people, you can be just simply having any kind of conversation inducing them to talk about themselves to you. What's what's new as a family? What's going on in business? What brought you here today? Did you have a, you know? Do you have a reason for being here. Are you just getting out? Why are you here? What are you working on? What are some of the challenges that are Virginia Muzquiz, The Referral Diva: that are that are in your way. Maybe I know somebody who could help you out and so I'm gonna be really asking. I'm looking at somebody who could pot who's in my audience who might be a right fit prospect for me, or might be a right fit prospect for Dr. Steve, or might be a right fit prospect.

16:10 Dr Steve: There's somebody else in your network. Yep. Virginia Muzquiz, The Referral Diva: But there, but what I'm doing is I'm I'm going to the right place to find Virginia Muzquiz, The Referral Diva: the where, where. What I want is, it's sort of like. Virginia Muzquiz, The Referral Diva: you know, if I want to buy cheese, I don't go to an ice cream shop Virginia Muzquiz, The Referral Diva: like I'm gonna go so logical. Yes, charcuterie store, right? Like. Dr Steve: Right, right. Virginia Muzquiz, The Referral Diva: So. So you want to go where your people are. So that's the 1st step in really productive networking to turn your networking. Dr Steve: You gotta be in the right room. Gotta be in the right room. Virginia Muzquiz, The Referral Diva: Right. Have clarity. Who's your audience? Who within that audience? Who's the avatar? It's flowers and daisies. Who's your daisy?

16:50 Dr Steve: Okay. Virginia Muzquiz, The Referral Diva: You're gonna go to the flower store. What flowers are you looking for? I'm looking for daisies. Then I can be like Gerber daisies. This kind of daisy, that kind of daisy. Dr Steve: You got a broad filter and then a finer filter. By the way, everybody, Dr. Steve, here, my guest, Virginia Moose Keys, Virginia, is referrals on demand fantastic system. Hope you've been enjoying this. This is the make, the great experience podcast Dr Steve: and let's keep going. So we're in the right room. Dr Steve: Now Dr Steve: I happen to know those of you out there. Anybody want anybody want something? Anybody want to get some information, something from Virginia that can help you? Dr Steve: I do. I do. Great, all right, Virginia, you have a is it an ebook? Is it a pot? Pdf Dr Steve: business by referral blueprint?

17:40 Virginia Muzquiz, The Referral Diva: It's it's a 4 page, easily consumable. Pdf, that walks you through the steps that you need to have in place in order to turn your networking into a marketing engine for your business. So those connections generate cash, flow. Dr Steve: So this is kind of your physical printout, so to speak, of what we've been talking about the last X number of minutes. Yeah, how would somebody get this. Virginia Muzquiz, The Referral Diva: Go. This is the one time you can go to my website. masterconnectors.com forward slash blueprint. Dr Steve: masterconnectors.com slash blueprint that'll be in the show notes if you haven't already seen it. Dr Steve: Okay, so let's pick up where we were. I didn't mean to interrupt you. Virginia Muzquiz, The Referral Diva: No, you're good. Dr Steve: I just just take care of my advertising.

18:21 Virginia Muzquiz, The Referral Diva: Taking care of business. You got you. Dr Steve: Which is basically me. So okay, we find the right room. Dr Steve: We find kind of the right area within the room, like, okay, we can't do a flower store. We want to daisies now. We got to pick our roses would pick from call roses. Now, what. Virginia Muzquiz, The Referral Diva: So the the next thing that you want to have clarity around is this is, what is your what is the problem that you solve, and the transformation that you offer was talking with a client of mine today who said, You know, I'm just having trouble getting people to understand what I do, and I said, nobody cares what you do. Nobody buys what you do. Dr Steve: About is what you do for them. Virginia Muzquiz, The Referral Diva: What they want to know is, can you get me from ick to wow?

19:02 Virginia Muzquiz, The Referral Diva: Are you the bridge between here and later here in my future. Can you take me to my future? That's what they're buying is the process by which they get to their future. So everyone's purchasing, making decisions and buying things aspirationally right. Why do I? Why do I decide to go on the diet to get rid of the headache? The aspiration is no more headache. Why do I want no more headache? Virginia Muzquiz, The Referral Diva: Well, because I'm super unproductive, and I spend 14 HA day in a bed in a dark room with a rag on my face. I don't want to do that anymore. I want to be active. I want to be able to travel. I want to be able to be with my family. Right? So so I'm buying that I'm buying lifestyle. I'm buying freedom. I'm buying relief. I'm buying joy. I'm buying peace. I'm buying what I think, being out of whatever pain I'm in, I think Virginia Muzquiz, The Referral Diva: that whatever whatever I buy is gonna get me out of that pain.

19:52 Dr Steve: Let me let me ask you this. Dr Steve: what to me? And and we think very, very similarly here, okay, you and IA little bit on parallel paths. I don't really teach people how to network per se. I help them create the content to work with right. But we're kind of we're definitely coming out of the same position. So I always ask myself this. Dr Steve: what what you're saying is very logical. I think it makes sense. Maybe it requires a little bit of patience. Dr Steve: But why don't people? Why do people walk into a room and merely just start trying to sell everything they do right like, haven't they seen? It doesn't really work. It's not really very effective. Maybe it's even annoying. Maybe it's actually turning people off. Maybe people could have been a decent referral partner, or a business prospect, or even a sale, are actually not interested in working with them because the approach was off putting Dr Steve: Why don't people figure this out on their own is because they're it's just what they've been taught to do, or they think it works. Or they maybe saw an example where somebody could kind of steamroll through it and got enough that it mattered. I don't know if you ever really considered that, but.

21:03 Virginia Muzquiz, The Referral Diva: And I actually have an answer. Dr Steve: Yeah, so. Virginia Muzquiz, The Referral Diva: So so it's 2,014, and I'm up in Canada. Virginia Muzquiz, The Referral Diva: It's my turn to stand up and deliver my magnetic speech. Dr Steve: Okay. Virginia Muzquiz, The Referral Diva: So I stand up, and I start delivering, and about 12 min in Virginia Muzquiz, The Referral Diva: the coach stands up and goes for the love of all things holy shut up! Just shut up. Dr Steve: Wait. Who said this? Virginia Muzquiz, The Referral Diva: The coach the coach that was running the retreat. Dr Steve: Oh, so, okay, so. Virginia Muzquiz, The Referral Diva: So I'm it's my turn to practice. Okay. Dr Steve: Okay. Virginia Muzquiz, The Referral Diva: And she says, do you not see that we tuned out on you like 8 min ago?

21:49 Virginia Muzquiz, The Referral Diva: Do you like? Are you unaware? Virginia Muzquiz, The Referral Diva: And I fought back the tears, and I looked at her, and I said, Yeah. Virginia Muzquiz, The Referral Diva: I noticed. So my question is, when are you going to equip me to know what the heck to do when that happens, because I've got nothing. The only thing I know is plow through baby, because you're on this stage for 20 min, and you're just gonna have to get through it. Just get through it. Dr Steve: So. So this was a retreat to learn how to how to speak. Dr Steve: Oh, so it was like, Okay, so all right. Virginia Muzquiz, The Referral Diva: And you. Dr Steve: I mean, it's kind of a tough love coaching.

22:31 Virginia Muzquiz, The Referral Diva: Didn't me. Virginia Muzquiz, The Referral Diva: I don't right. Yeah. She looked at me and she said, Oh, my God, you're right! Virginia Muzquiz, The Referral Diva: And I said, I know I'm right, because if I knew better, if you had trained, if you, if I knew better and you had trained me better, I would have known what to do, and I would have done it. But you didn't give me what I needed to know how to handle it. So I think most people are completely aware that they're handing out a million business cards and getting nowhere, that they're not. They're going networking ad nauseum. But they're not making money. Nothing is filling their funnel. They're not selling enough. Virginia Muzquiz, The Referral Diva: When they trip over, when they accidentally trip over somebody who's like, Oh, my gosh! I was waiting for someone like you to show up. It's a miracle, and it's haphazard when somebody says, Hey, I want to introduce you to somebody who wants to be your client. That's a miracle, you know it can't. It feels like it fell on you out of the sky.

23:27 Dr Steve: Blind squirrel. Even the blind squirrel finds a nut every once. Virginia Muzquiz, The Referral Diva: Every once in a while, right. Dr Steve: And. Virginia Muzquiz, The Referral Diva: So. So, you know. Really, I think most people are in the same position. I was at that moment when when my speech coach said, will you just shut up? We already know. Dr Steve: So there. So they're. Virginia Muzquiz, The Referral Diva: Working. Dr Steve: So it's as you said before, people do what people see. They saw somebody else doing the same thing. So they're mimicking that Dr Steve: they're based on. Virginia Muzquiz, The Referral Diva: The underlying without knowing what the underlying stuff that maybe that success. Dr Steve: Right, because they haven't even analyzed it to that degree because they're just in kind of an action mode. Yeah, basically sort of stuck maybe in in either the stage, one or stage 2 of you discussed before. They don't know they have a problem, or they maybe have a problem. They don't even care.

24:14 Dr Steve: So you know, all right. Dr Steve: Whoa, alright. Dr Steve: So I have to digest all this for a second. So Virginia has brought a huge amount of stuff here. Okay, you may want to rewind this. Listen to it like 14 times. Dr Steve: question is, and we're gonna wrap this up in a sec. So. Virginia Muzquiz, The Referral Diva: Sure. Dr Steve: What, what. Dr Steve: how, what? I'm trying to think, the easy way to say this, if people like what they heard today, maybe you're going to go get your business by blue referral blueprint. Dr Steve: How can they get a hold of you? Maybe they want to engage with you. Do you do one-on-one. Do you do groups? Do you have a course? What's your delivery? Virginia Muzquiz, The Referral Diva: So yes, I work with people, one on one. It's a pretty high level concierge, kind of service.

24:58 Dr Steve: Okay, so we got that. Virginia Muzquiz, The Referral Diva: I have a mentorship program that people come in and I I teach them the entire system and then walk alongside them as they implement it and help them troubleshoot the the pitfalls, potholes, and roadblocks along the way, and then I have a teaser taster, which is a boot camp that runs about 6 weeks. And I do that 2 or 3 times a year. Virginia Muzquiz, The Referral Diva: Okay, online. And then a live event at the end. Dr Steve: And does the sole entrepreneurs? Does it matter what vertical they're in? Are they selling health products, or whatever I know? Tech? Does it make a difference. Do you specialize. Virginia Muzquiz, The Referral Diva: I. I'm I work with service based entrepreneurs. So if you're selling screwdrivers problem Virginia Muzquiz, The Referral Diva: you know that commodity is paid. Traffic works really well for commodity. It works less well for services.

25:48 Dr Steve: Yes, he needs to. Virginia Muzquiz, The Referral Diva: So I'm working with attorneys, financial advisors, insurance agents, consultants, coaches, speakers, authors, experts, so people that are delivering service and transformation through their expertise. Dr Steve: What else can I add to this? Thank you so much for joining? Make a great experience. Podcast. Dr Steve: Virginia, is there anything you just want to share. We didn't get a chance to get to. I know it's a short amount of time you probably could talk for 45 days on this. Is there anything you really want to share with the listeners that we haven't gotten to yet? For a minute or 2? Virginia Muzquiz, The Referral Diva: Yeah, what I wanna what I want to share is that I see a lot of people that have the cart before the horse. So before. They've anchored themselves to their vision before they've figured out, you know, have the marketing clarity. They start building lead magnets and funnels and speaking on stages and doing all the things. But they're actually, they're actually distributing things that are not proven Virginia Muzquiz, The Referral Diva: to work and convert. And they are doing activities that they're not really prepared to do, because they're speaking in front of the wrong audiences. They're they're in the wrong place, right? They're in the wrong room. So if I could help anybody Virginia Muzquiz, The Referral Diva: in, especially in the online marketing world. It's if your stuff isn't converting, get back, get back to the beginning. Get back to your anchor of who are you? Who do you want to become? How will your work get you there? And who are you going to help along the way, and and that will make a difference. And then, once you've got that and it's repeatable and proven, then you can start getting people to refer you. Then you can start really putting that into a repeatable process to magnetize people to you. But you got to prove it first.st

27:35 Dr Steve: Now those of you out there in the audience, or listening, who are longtime listeners here know I speak about this a lot. I call it brand congruency. But it is so true Dr Steve: is, start with what you deliver, start with what you, how you help people, and then build your collateral, your marketing collateral around that. Dr Steve: What Virginia just brought up is so true. I see it often, I think people think, Hey, I got this great website. Dr Steve: Now, I'm going to kind of fit my presentation to what? No, it should be the other way around. Everything in your brand, everything in your distribution should represent the problem that you solve for your people, how you solve it. Why, you are better or differentiating yourself, whatever right? Anyhow, we could talk forever about this, but unfortunately, the party is going to come to a close in the second last call.

28:29 Dr Steve: all right. I really appreciate you coming on here. I truly appreciate you taking time, people. I hope you will take advantage of what she's offering. It's I'm sure it's great love, your energy, love, the positivity. Virginia Muzquiz, The Referral Diva: I guess we that's it. For today, I feel I feel like there's so much more we'll definitely have to do another one of these. But Virginia Muzquiz, The Referral Diva: we definitely scratched the surface Virginia Muzquiz, The Referral Diva: of all that's really behind. And you know what? It's not just success in networking Dr. Steve. It's just success, period Virginia Muzquiz, The Referral Diva: success. Virginia Muzquiz, The Referral Diva: Whatever the trajectory is, I'm finding is the same. Dr Steve: You. You know what happens is this, and and you probably know this. But I'm going to share this really, for the listeners. Benefit is Dr Steve: when I started my business. Okay, now, 32 years ago.

29:12 Dr Steve: I was happy to take any client. Dr Steve: If somebody was going to buy me a cup of coffee, I was like, Yeah, yeah, let's go work. And what happens over time is you level up Dr Steve: your level right? Like there's a point below. I won't. I have a minimum standard now, right? I'm not talking about people as individual. I'm talking about from a contract and an hourly wage, or, you know, a service providing standpoint. And and sometimes it's a little scary like, okay, I'm charging $100 or something. I'm going to jump it up to 200 because initial, your impulse is Omg. Nobody's going to pay $200, but I've been charging 100 all along, right. Dr Steve: but you know, so you do it. You take that leap, and then, oh, I'm now charge 500. I'm going to charge a thousand. So in the same way that you have to be able to communicate, you have to be able to level up to higher. I don't mean this in any disparaging way, but but more discerning, more higher, higher value. Clients, right? So to close a thousand dollar deal is is in the beginning appears to be more difficult than closing a hundred dollar deal. Because you.

30:16 Dr Steve: because you need to be more fine-tuned in your message. Somebody's going to pay you 10 times what you're charging them for. They got to be very clear on what you are going to do to help them. You got to be very clear on how you're solving their problem, and imagine that when you go to 15,000 25,000, 50,000, and if you think there aren't coaches and providers out. They don't charge that for a half a day I have somebody pitched me on a hundred $1,000 package for a 1 day workshop. Dr Steve: That's a lot of cabbage. Obviously, somebody who's making 30,000 years isn't going to be paying it. But that person did not start out charging under Grand a day. Dr Steve: Okay, they started out, maybe doing 200. Then they went to 500, then a thousand, and in the same way that you have to be able to break through this period. You have to continually evolve in a positive way. So you can now serve these higher levels and people who demand more because they're paying more or just have have needs that you have to be much more fine-tuned in your messaging right? So it begins, like most things, a kind of a let's call Dr Steve: beginner level. It's probably not the best choice of terms. Then you go to kind of intermediate level. An advanced level mastery level, and then like a giant, double, triple mastery level. Right? So Dr Steve: same thing in networking same thing in relationship, building, same thing in everything right takes time to get good at stuff, but you can accelerate it, and you can decrease that learning curve when you have the right mentoring, right? Those of you know my triumph. Success service system mentoring an investment in the right mentor

31:49 Dr Steve: should and will, if it's the right person for you, and you pay attention and take action. Come back 10 a hundred times to you. Dr Steve: Don't get scared by the cost. Look at the benefit. Same thing right, anyway. Dr Steve: Think we did enough damage for one day. Virginia Muzquiz, The Referral Diva: We gotta go. Dr Steve: We do have to go. Unfortunately, please leave some feedback, leave some comments if you're not already, please subscribe. That helps me helps everybody. My goal here is to help people. This podcast is not here for monetization. This podcast is to help to get good quality information Dr Steve: out to you, entrepreneurs want to be entrepreneurs, whatever student success seekers, whoever you are, that's the goal. Okay, that's why we're here. That's why the community exists. And so on. Once again, Dr. Steve, make great experience podcast saying, Thank you for listening, Virginia. Thank you. Again, you were fantastic. We'll do this again.

32:43 Dr Steve: Everybody. We'll get you next time. Virginia Muzquiz, The Referral Diva: Thanks, Steve.