00;00;03;23 – 00;00;31;25

Lauren Brollier Newton

Welcome to the abundant coach. I’m your host, Lauren Berlin. This is a weekly podcast about creating full spectrum success with a thriving coaching business, while making a profound difference in the world. Each week, you’ll discover insights, strategies, and inspiration to help you attract your ideal clients. Facilitate real transformation in their lives, and grow your coaching business while living your purpose with true freedom and fulfillment.

 

00;00;31;27 – 00;00;54;28

Lauren Brollier Newton

All right, well, welcome back to the Abundant Coach podcast. Super thrilled to have you with me today. And I have got such a good one for you because this next guest that we have today has created three multimillion dollar businesses. And part of this has been that he has trained tens of thousands of salespeople. So if you’re someone who has ever felt as a coach like, I don’t like sales or how do I even do that?

 

00;00;55;02 – 00;01;14;08

Lauren Brollier Newton

This is going to be such a powerful and potent episode for you. He has also been featured all around on media such as The New York Times, Wall Street Journal, CNN, CBS Evening News, ABC World News Tonight, and we are just thrilled to have him here today. You currently serves as the chief sales officer at Brave Thinking Institute.

 

00;01;14;10 – 00;01;19;22

Lauren Brollier Newton

Welcome my friend, my sales mentor, Rich Boggs in the house.

 

00;01;19;24 – 00;01;39;13

Rich Boggs

Well thank you, Lauren, this is so cool to be here. I love the abundant coach in and of itself. What you’re broadcasting out to the world is, this empowerment for people that want to have this heart centered business and the impact that they would love both. This is so cool. So I’m so happy to be here.

 

00;01;39;16 – 00;01;52;14

Lauren Brollier Newton

Yeah. Amen to that. So I would love to hear just a little bit about what was your start in sales. Where did you get interested? What was your start? Take us there.

 

00;01;52;17 – 00;02;15;03

Rich Boggs

Well, I, I, I think we all have the sales, the inner salesperson in us. And that’s when it doesn’t feel salesy because there’s something that we know is going to be really good for either ourself and somebody else or just ourself. And, we go for it. And so, you know, sales is the transfer of energy from one person to another.

 

00;02;15;03 – 00;02;44;13

Rich Boggs

So, you know, when I argued for a second cookie, that’s a sale. You know, if you ever had a second date, that’s a sale, right. But growing up, I, my father sold World Book encyclopedias and Fuller Brush and Kirby vacuums door to door to make ends meet. When we were when I was little. And so we would go with dad on the weekends, up in Portland, Oregon, in the rain, canvasing these neighborhoods, knocking on doors, mostly selling world book encyclopedias.

 

00;02;44;15 – 00;03;11;21

Rich Boggs

I remember many, many wet Saturdays and Sundays after church, canvasing with our dad. And so I also had a debilitating stutter that I developed at the age of seven until about, the age of 11. And so it got to the point where all the speech therapy didn’t work. And we had sort of, as a family, kind of given up on what would be next to help this kid that had all these great ideas and had a lot to say.

 

00;03;11;23 – 00;03;31;03

Rich Boggs

That was part of the the deal. I just couldn’t get it out of my mouth, you know? It’s like my mouth didn’t work. And one day my dad basically threw me in front of the door. He said he knew I’d memorized his world book, script. And, he said, you’re up next. And I was like, no, no, no, no, no.

 

00;03;31;05 – 00;03;48;08

Rich Boggs

And he said, yes, you’re up next. And a guy opens a door and I literally stand back, you know, I what my dad always step back from the door to not be too intimidating, right. You kind of step three steps back. I mean, I had all the choreography down and I said, hi, my name is Richie Boggs and this is my dad, Haven Boggs.

 

00;03;48;08 – 00;04;11;00

Rich Boggs

And we are official World Book Encyclopedia representatives. And have you ever been frustrated because you want more information about a foreign country or an exotic animal or, a famous sports figure? And you just can’t get your hands on the information now, and you have to leave the house to go figure out what it is you’re wanting has ever been super frustrating, because if so, those days are over.

 

00;04;11;02 – 00;04;34;23

Rich Boggs

Because we’ve got the answer. That kind of a thing. Of course it’s 1980, 1981, so Google hadn’t been invented yet. So let’s leave the house unless you had World Book. And that particular gentleman was very nice and polite, did not purchase. But my next pitch, a little while later that day did. We got the dining down.

 

00;04;34;25 – 00;04;59;29

Rich Boggs

But the most important thing is, after the first door, we walked away, I was kind of dejected. The guy didn’t buy, and my dad literally bent down on his knees on the wet pavement, looked up at me and said, Rich, you didn’t stutter, and I was. I didn’t even realize I hadn’t stuttered, and it’s because I had I had confidence in a script that I had memorized, and it was working a different part of my brain.

 

00;05;00;03 – 00;05;01;02

Lauren Brollier Newton

Wow, wow.

 

00;05;01;02 – 00;05;23;04

Rich Boggs

It wasn’t I wasn’t nervous, it was so much of the stuttering is the nerves, right? Yes. So but, you know, I had a powerful moment that happened to be around a sales moment. So yeah. And I had a positive mentor growing up, my dad and his mom, Lorraine Boggs. Lorraine started the first female owned real estate company in Beaverton, Oregon, in the early 70s.

 

00;05;23;04 – 00;05;40;21

Rich Boggs

And so they were both very hard working, very well studied. We had, you know, Earl Nightingale on on eight, track it, tape in the car, Earl Nightingale and Zig Ziglar and, I just grew up with really positive role models that were professional salespeople and very proud to be.

 

00;05;40;21 – 00;06;02;06

Lauren Brollier Newton

So as you watched your dad navigate these different sales moments, by the way, I had a World Book Encyclopedia set that in my parent’s living room. It was on the bookshelf and I loved it. And I can still vividly see in my mind, like some of the pages of those books, because I had very specific go to things that I was interested in.

 

00;06;02;08 – 00;06;20;08

Lauren Brollier Newton

But how did your dad. I’m curious, because this is going to set up, obviously your own subconscious mind about around what sales mean. How did he handle rejection if someone slammed the door in his face, or if someone was rude, or if if just nobody bought that day, how did he handle it that modeled for you?

 

00;06;20;10 – 00;06;51;15

Rich Boggs

Yeah, that’s a great question. He was two things. Haven Boggs is, you know, he’s now, a drug and alcohol counselor and an intervention specialist in Houston, Texas. And if you ask him what he does for a living, he will still say, I’m still in sales. Because salespeople are problem solvers. And I’m solving problems. They’re just not the problems that I was solving when I sold World Book as a much younger me.

 

00;06;51;17 – 00;07;22;09

Rich Boggs

Right. So he was really good at knowing, number one, this is a numbers game. And so the best of the best still are not getting 100% conversion on their door knocking. It’s a numbers game. And so that’s number one. You got it. It’s a volume business. You got to knock on enough doors. Yeah. But there’s a needle that needs to be thread that he always taught us to, which is that you play the numbers game record in your mind when you’re hearing no’s.

 

00;07;22;14 – 00;07;49;06

Rich Boggs

But when there’s an opportunity, when somebody is in a position where they might be saying yes, then it’s pouring everything you’ve got into that moment, being fully present and really leaning into the skill set that you’ve been trained to make this one count. Right. So it’s that, it’s, it’s sort of, you know, both of those things, you know, not mutually exclusive but happening at the same time.

 

00;07;49;08 – 00;08;00;12

Rich Boggs

And so he, he just had a mental tool after each. No. He would lean down and say remember every now gets us two. And I would say the next, yes dad. The next.

 

00;08;00;15 – 00;08;24;17

Lauren Brollier Newton

Okay. So this reminds me of one of my favorite memories of a training that you gave me, Rich, when I was a brand new coach, and it might have been my very first ever certification, and it might have been, you know, like my second, you know, six months later. But you gave us this powerful training where you put a glass on every table and there were pieces of paper and there were a bunch that said, no, and maybe 1 or 2 that said yes.

 

00;08;24;19 – 00;08;40;21

Lauren Brollier Newton

And everybody put one in their pocket. And then we had to walk around the room and say, hey, something like, hey, do you want to do you want to sign up and do a coaching program with me? And whatever was in that person’s pocket, they had to say no or they had to say yes. And there were way more no’s in the room than there were yeses.

 

00;08;40;24 – 00;08;59;02

Lauren Brollier Newton

And when we finally got, I think it was 1 or 2 yeses, we got to sit back down at our table. And it was interesting because even though it’s a game, you know that this person’s not really saying no to a coaching program or really saying yes to purchase your coaching program. The feelings that came up were similar.

 

00;08;59;02 – 00;09;16;13

Lauren Brollier Newton

I didn’t like having to say no to people. I felt weird, I got really thrilled when I had a yes. I got kind of, oh, when I got a no. But that that training that you gave me made me realize every time I had a sales call in my coaching business, I deeply knew exactly what your dad said.

 

00;09;16;13 – 00;09;33;11

Lauren Brollier Newton

It’s okay because there’s eight no’s in the jar and there’s two yeses, and I’m gonna eventually have those two yeses. So that was. I always think of that, rich. I always think of that training you gave. I always think of the the glass with the yeses and the nos. Super powerful.

 

00;09;33;14 – 00;09;56;23

Rich Boggs

Thank you. Lauren, that that training actually came to me in a dream. We were looking for a more interactive training to go with this heart centered enrollment, work that we do with with all of our coaches and I had this dream of people walking around the ballroom with a yes or a no in their pocket, and I, it wasn’t all figured out in the dream, but it was enough to get me going.

 

00;09;56;25 – 00;10;25;13

Rich Boggs

And I feel very grateful that, you know, when we’re doing work we love and we’re paying attention. We’re in this. I call it the high speed zone for great ideas. And that’s one of the things I love about working with life coaches that have always dreamed of doing this kind of work in the world, the person that’s like, oh my gosh, if I could pay my bills, you know, coaching people, helping people, you know, creating impact in their lives, where do I sign up for that?

 

00;10;25;16 – 00;10;48;20

Rich Boggs

Like that kind of person to get to work with? Gosh, now it’s 5500 certified coaches that we’ve had the chance to work with. It’s just such, it’s pure joy to see them develop the skill to see them, you know, come up with a new way of thinking about something, all in order to serve others, all in order to have the impact.

 

00;10;48;22 – 00;11;13;28

Rich Boggs

And so one of the funny, and powerful side effects of that experience of having everybody in the room, Lauren, you remember, you’re walking around and you’ve got a know in your pocket, so, you know, you’re going to say no to everyone that asked you to coach, and that doesn’t feel very good, you know, and you and I know some of them, some of the people, the way they ask and that exercise are so authentic in their like eagerness to work with you that it’s hard to say no, even though you’ve got to.

 

00;11;13;28 – 00;11;58;17

Rich Boggs

No one really want to say yes. Okay. Yes. And the unanticipated value piece was the social proof. It actually brought up other values like potential comparison, despair because you sitting down next, and once you get three yeses, you sit down. Right. And so, I would just I loved watching the coaches, noticing other coaches maybe doing better than they were doing and what that brought up and being able to help them, you know, develop a different mindset around the idea that there’s always going to be other coaches running a bigger thing than you, and there’s always going to be coaches that are brand new and they haven’t figured out yet the things that

 

00;11;58;17 – 00;12;03;06

Rich Boggs

you have. And so what’s what’s the record that you play when that thought comes up?

 

00;12;03;09 – 00;12;18;18

Lauren Brollier Newton

So I think that’s a super powerful thing about that activity, is you start to learn to navigate your emotions around whatever’s happening and talk to yourself in a different way. It’s like a great playground for what it really feels like when you get on the call very much.

 

00;12;18;18 – 00;12;51;24

Rich Boggs

But it also it also, I believe the most valuable part of that exercise, that parallels those that are starting out, you know, and, and developing the rhythm where they get used to asking for the deal, they get used to making an invitation, making an invitation, making an invitation, and whatever that brings up, they just get over it and whenever I get, you know, we have this accelerator program for the coaches that want it, advanced trainings ongoing.

 

00;12;51;24 – 00;13;14;12

Rich Boggs

Right. And so, Tuesday this week, I was teaching our accelerator to a call to, 72 of these really cool coaches and, one of them was devastated by their third strategy session because they really felt like they had their first client, third strategy session, first client, and it didn’t go their way. And how do they manage that?

 

00;13;14;12 – 00;13;35;12

Rich Boggs

And I was helping this woman see that her dream business is sort of like she’s got a thousand tulips. She’s grown a garden of a thousand tulips. And how do you do that at anyone that’s a gardener. How do you grow? If your dream is a thousand perfect tulips or ideal tulips? Well, you’ve got to plant more than a thousand.

 

00;13;35;15 – 00;13;54;01

Rich Boggs

Yes. And, you know, some of them are going to get eaten by the dog. You know, some of them are going to not get enough sun, some aren’t going to get enough shade. And so it’s a numbers game. And so yes, sure about each one. You know, you’re feeding all of them. You’re making sure all of them get the sunlight that you can help them receive.

 

00;13;54;01 – 00;14;18;26

Rich Boggs

And the food and the and the water that you’re building something larger here may be individuals, but you’re building something larger. And so when, of course, it’s frustrating when you really know you can help somebody. And at the end of that strategy session, it’s one of the no, it’s it’s one of the 80% and not the 20%. But just that mindset of, you know, she was like, I’m going to write a book called A Thousand Tulips.

 

00;14;18;28 – 00;14;22;07

Rich Boggs

Oh, girl, you can you go? That’s awesome.

 

00;14;22;09 – 00;14;38;20

Lauren Brollier Newton

It’s so great. Such a great point, Rich. You know, it’s interesting because I think sometimes as coaches, we look at the coach that we think is being so successful. And I know in my career I have had, you know, a lot of successes and a lot of coaches will look to me and say, I want to I want to help build the kind of business that you built.

 

00;14;38;23 – 00;14;59;25

Lauren Brollier Newton

And if they’re having a challenge with this very thing about, oh, people are enrolling, I’ll say, you know, at my last vision workshop, you know, this workshop that I’ve given to help people enroll in my coaching services, I enrolled 20 clients and they’ll be like, whoa! And I’ll be like, and there were 100 people in the audience, which means 80 people said no to me.

 

00;14;59;28 – 00;15;21;13

Lauren Brollier Newton

I’m not in a different position than you are when you just had eight sets, ten strategy sessions, and two said yes and eight said no. So it’s really helpful, I think, for the beginning coach to see if you’re going to do the comparison thing, which we would never recommend anyway. But if you are, get real about, okay, so 20 people up to Lauren’s table to sign up and 80 people stayed in their seat.

 

00;15;21;15 – 00;15;32;04

Lauren Brollier Newton

And it’s still the same as when I was a beginning coach. It’s very important for for us to know the tool up, the tool up analogy for sure.

 

00;15;32;04 – 00;16;15;26

Rich Boggs

Absolutely. And I think it’s also human behavior. It’s I’ve found it really valuable for me. To recognize my own human ness around the natural pull towards judging their outside to my inside. I’m not feeling very good. If today is one of those days is just harder. We all have days where it’s just harder to get yourself to do all the things that you know are going to build what you’re building today, and there’s this human ness that wants to compare this great, you know, filtered social media post from a super successful person in my field and go, oh, man.

 

00;16;15;28 – 00;16;45;20

Rich Boggs

And that’s baloney. You know, it’s baloney. And so the tool that the record I’m playing in in my head when I’m on my game is rich. You don’t know all the sacrifice, all the tough times. You know, all the unforeseen curveballs, all the challenges that that person has overcome. They’re not posting that right. They’re just posting that. They’re, you know, that they’ve taken this high performance group to Sedona for the fourth time in four years.

 

00;16;45;23 – 00;17;15;05

Rich Boggs

And and they’re having this great event, you know, and I’m like, you know, oh, I want that. Yeah. And people even say, one of the things I love about when we come out of a training with Mary Morrissey, is during one of the Q and A’s, this will eventually come up where Mary will get to say, you know, I know some of you were here because you watch those of us that have built a work in the world, that looks like something you would love.

 

00;17;15;10 – 00;17;28;07

Rich Boggs

You know, you watch a Mary Morrissey or, you know, others like that playing at that level. And Mary will say, you know, it’s easy to want what we have without being willing to do what we’ve done.

 

00;17;28;10 – 00;17;29;00

Lauren Brollier Newton

Yes.

 

00;17;29;02 – 00;17;56;20

Rich Boggs

What we’ve really done to build what we have built. And, you know, Mary’s been studying for 50 years and teaching for 40 years, and it’s, it’s easy to to skip over all that she’s done to get where she is. And one of the reasons I think it’s so powerful where she is is because, you know, here’s a woman that will tell you over and over and over again, there are no shortcuts.

 

00;17;56;22 – 00;18;25;24

Rich Boggs

You know, there are systems and awarenesses that you can lock into to speed up your results, but there’s no one hack. It’s going to make it easier. I watched, an amazing speech by one of my favorite athletes. Roger Federer spoke at Dartmouth University recently, and his commencement speech was really, really powerful. And one of his main points is that there’s no such thing as effortless.

 

00;18;25;26 – 00;18;51;22

Rich Boggs

And he said that because here’s a tennis player that looked like, you know, he made it look easy. He had such beautiful footwork that his tennis abilities, he made the game look. He made winning five Wimbledons in a row. You look from one perspective pretty effortless. Yes. I love that he looked at these college grads and said that is baloney.

 

00;18;51;25 – 00;19;06;15

Rich Boggs

Yeah, I worked so hard to make it look. It might have looked effortless, you know, on game day. But you are rewarded in public for the gazillion hours of hard work you put in it.

 

00;19;06;17 – 00;19;22;06

Lauren Brollier Newton

It’s so true. It’s so true. So this actually leads me to a question that came up in my mind where you were talking about just the numbers game sort of thing that happens in sales. What would you say to the newer coach, or maybe the coach who’s been doing this for a long time but hasn’t been able to get rid of this resistance?

 

00;19;22;08 – 00;19;42;17

Lauren Brollier Newton

What would you say to the coach who’s like, but I don’t want to do the numbers game, because that just feels hard. Like when you’re feeling that resistance to I don’t even know if sometimes the coach who would say this is self-aware enough to know there’s a part of them that doesn’t want to do the effort, there’s a part of them that doesn’t want to do the numbers game or wishes it was easier.

 

00;19;42;20 – 00;19;46;04

Lauren Brollier Newton

What would you say to them?

 

00;19;46;07 – 00;20;14;03

Rich Boggs

First of all, I would say I get it because it does take the the building of a specific mindset. And I would ask them about I would ask them how they feel about this idea of, of force versus flow. And it could be that they’re confused that up until now, for them, enrollment or sales has felt forceful and they don’t want to feel that way.

 

00;20;14;06 – 00;20;35;16

Rich Boggs

They want to feel flow. And I would I would let them know that you can have the kind of impact in the world that you would love at the size that you would love, and it can be an amazing and it should be an amazing flow experience. There is absolutely a way to do that where it feels like flow.

 

00;20;35;19 – 00;21;14;26

Rich Boggs

It doesn’t feel pushy, it doesn’t feel salesy. If it feels salesy, you’re just doing it wrong. And unfortunately, there’s a lot of poorly trained salespeople in the world. So this whole used car salesperson, you know, label, I get it, I hate it, but I get it. And I’ve always shopped around to work with a car salesperson whenever I’m investing in a new vehicle that treats this, that has a passion and a training and a mindset around sales like mine.

 

00;21;14;28 – 00;21;37;13

Rich Boggs

He’s here for he or she is here for one reason. To serve me. Selling is serving. That’s it. It’s find a problem, fix a problem. So the car dealer is going to get to know me, what I’m looking for, what I’m really looking for. The kind of deal I want. What turns me on, what turns me off before we ever talk about or look at a vehicle.

 

00;21;37;15 – 00;22;01;23

Rich Boggs

That’s how it should be. And of course there’s a lot of salespeople that don’t you know, treat it that way and that’s all it is. And we’ve all been the victim of a poorly trained sales professional or likely a poorly trained sales professional. Do you just felt super pushy. Yeah. And so we you know here at the Brave Thinking Institute, we don’t do it that way.

 

00;22;01;26 – 00;22;18;17

Rich Boggs

There’s a way to do this that is absolutely powerful. And it feels like this amazing flow of energy between you, this other human being and the infinite. It’s this triangle of transformational energy as you’re solving problems.

 

00;22;18;19 – 00;22;31;06

Lauren Brollier Newton

So if the if the person who’s feeling this resistance like I wish it were easier, I don’t want to have to do the numbers game. What would be the first mental move that you would give to them in terms of getting into this more flow state?

 

00;22;31;09 – 00;22;47;01

Rich Boggs

This is great Lauren, because I’ve had many, many, many, you know, one on ones with our coaches and with other, you know, I’m fortunate to be able to work with other sales teams and other sales leaders outside the institute as well. So it’s pretty common. You know, you’ll sit down with somebody that says, here’s what I don’t want.

 

00;22;47;03 – 00;23;08;03

Rich Boggs

You know, here’s what I don’t want to feel. And so I’ll immediately ask them to push pause on that, because honestly, that’s just them coming from circumstances and conditions. They’re looking at things that they don’t want, which is very valuable here. We call it the divine discontent, that longing and discontent are actually the white lines on the highway to our dreams.

 

00;23;08;06 – 00;23;26;12

Rich Boggs

So I asked them to push pause on that for just a moment. And then we just get into vision. What would you love? And if you would love the kind of impact in the world where you’re working with one client a year, that’s okay. Most of the people we work with don’t want one client a year, and they want a whole lot more than that.

 

00;23;26;12 – 00;23;52;23

Rich Boggs

So we imagine that it’s a year from today. It’s New Year’s Eve. I do a New Year’s Eve time machine exercise with Lauren where it’s New Year’s Eve. Imagine your favorite restaurant. It’s, you know, 1159 and 45 seconds. You’re with your favorite people holding up your favorite celebratory beverage, and the table is toasting you, actually, for this amazing year that you’ve had.

 

00;23;52;23 – 00;24;22;18

Rich Boggs

And they’re toasting some specific things that you told them you were dreaming up and you accomplished, and they toast you. And a server comes by and says, what a cool moment. Can I take a picture of this? And everyone’s like, sure. And somebody hands the server a phone and they get a snapshot of this moment where you’ve got the most amazing joy just beaming out of you, and now you’ve got that photo on your phone, and now it’s on your mantel at home.

 

00;24;22;20 – 00;24;45;29

Rich Boggs

That’s the dream. So here’s the question how many clients have you served in that vision? And that’s the feeling we want to come from. Because whatever that number is there’s a way to do that. Then we come back to today and we set up some very simple action steps they can take today just to move even in baby steps in that direction.

 

00;24;46;01 – 00;24;59;05

Lauren Brollier Newton

I love that, I love that so powerful. I can just even feel the energy shift from I don’t want to do this, blah blah blah to, oh, I could have this vision and I could just take a step. I would just take a step.

 

00;24;59;07 – 00;25;17;23

Rich Boggs

It’s kind of deceptively simple, isn’t it? You know how to move from circumstances to condition. That’s why it’s so powerful. Lauren, I know you and I both have our mentors. That’s why I will never, you know, for the rest of my life, go do anything without a mentor. Because I believe in this. You know, you’ve got this triangle, transformational triangle.

 

00;25;17;23 – 00;25;40;00

Rich Boggs

And we’ve got vision up at the top. And then down here we’ve got, mentor. And over here we’ve got structure, vision, mentor structure with me in the middle of that. So I think one of the most powerful things that we can do as coaches is to be the client that we’re looking to attract.

 

00;25;40;03 – 00;25;40;22

Lauren Brollier Newton

Amen.

 

00;25;40;27 – 00;25;57;21

Rich Boggs

Or if we’re looking to attract clients that are paying in full, showing up on time, you know, highly, highly interested in transformation, willing to do the work, willing to be evangelistic about the results they get when they get results with you, like all of that. Then it starts with us.

 

00;25;57;23 – 00;25;58;14

Lauren Brollier Newton

100 per.

 

00;25;58;14 – 00;26;02;05

Rich Boggs

Client. We’re looking to attract. And so it’s one of the things.

 

00;26;02;05 – 00;26;35;14

Lauren Brollier Newton

It’s to me, it’s aligned. It really is an integrity thing. And that brave thinking institute our our one of our core values is we live what we teach and we deliver what we promise. And for me, I always thought to myself as I was going through it, I always have stated structures of support, mentorship, invested highly in myself and my business, and I always thought to myself, how could I in good conscience believe in this model, sell this model, live this model, not have a coach remember?

 

00;26;35;16 – 00;26;36;15

Rich Boggs

 

00;26;36;18 – 00;26;52;10

Lauren Brollier Newton

It’s like if I believe in this model, I believe in what I’m selling, then I want wouldn’t I want that for myself as well? And I just that that’s to me what is going to make or break successes. Am I willing to live the work?

 

00;26;52;12 – 00;27;20;16

Rich Boggs

Yeah. Well, Mary Morrissey says everything is energy, right? Yeah, everything is energy. I remember being at one of our Dream Builder Live events. We’ve done, I think, 39 Dream Builder live events, kind of our big flagship Super Bowl public event that we do when we do some of these in person. So imagine a thousand people in the ballroom, and then some of these virtually where we’ve got several thousand people in a, in a virtual ballroom.

 

00;27;20;19 – 00;27;48;20

Rich Boggs

And it was just a couple of years ago when Mary said, again, everything is energy. And it just it hit me at a whole deeper level. And I, I mean, how many times I heard that. Yeah, a million times. But everything is energy. I was like, I almost heard like a kerplunk sound in my head, like, bonk. Oh, I understood it intellectually and and a bit of it spiritually, but it just landed in me.

 

00;27;48;22 – 00;28;24;00

Rich Boggs

Everything is energy and the energy is contagious. So if I’m teaching and coaching this idea of experts, our students first and students always experts have those that are literally, experts invest in the have people around them that are paid to call out their blind spots. Call out where they’re falling a little short today, catch it early, keep them on track.

 

00;28;24;00 – 00;28;48;18

Rich Boggs

There isn’t a professional, you know, C-suite executive that I know that’s super successful. And certainly there’s no athlete in the world that’s a professional that doesn’t have not just one coach, a whole team of coaches to do exactly that. So helps I, you know, with if energy is everything, how can I be navigating, you know, a world where that’s what I’m preaching and not do it myself?

 

00;28;48;20 – 00;29;15;13

Lauren Brollier Newton

Exactly, exactly. And so true. Stretching ourselves because we’re always going to be asking our clients to stretch themselves spiritually, emotionally if they’re working on health physically. And so we want to be we want to be doing that with ourselves. So I want to hear about what really makes, in your estimate, someone buy. Why does someone buy a coaching program?

 

00;29;15;15 – 00;29;17;01

Lauren Brollier Newton

Let’s just say. But why does someone.

 

00;29;17;06 – 00;29;20;01

Rich Boggs

Why we buy there’s a book.

 

00;29;20;04 – 00;29;20;15

Lauren Brollier Newton

Yeah.

 

00;29;20;20 – 00;29;57;19

Rich Boggs

You buy right it. We invest in either a hope for gain or out of fear of pain. You know, we’re all we’re all spiritual beings having this human experience. And so the human side of us will invest first in pain avoidance. Then we’ll invest in this hope for gain and in the vision. Michael Beckwith, loves to say that, you know, that we are often, pushed by pain before we are pulled by a vision.

 

00;29;57;21 – 00;30;24;17

Rich Boggs

And so the, the strategy session, the sales conversation that we train all of our coaches in, has this really powerful process where we’re helping our potential client with so much value in a 60 minute ish conversation. We’re giving so much clarity and so much context and contrast when regards to the life we have today and the life we would love.

 

00;30;24;20 – 00;30;48;17

Rich Boggs

There’s this amazing conversation that we train, our internal sales team here at the Institute, every single of every single enrollment expert we have inside the company, as well as 5500 coaches and other sales teams around the world, have been trained in this conversation. And it really is the why, why people invest in solving a problem. And at the end of the day, they’ve got to want to move away from pain.

 

00;30;48;17 – 00;31;20;29

Rich Boggs

Bad enough that the investment to move away from that pain has to be less than the value of moving away from whatever that pain is. And they’ve got to want something. If you want to create something new and believe that what you’re offering is going to help them very much move in that direction and achieve that result, they’ve got to want that thing way more, and that thing’s got to be way more valuable than what it is that it’s going to cost them in the area of time and money and life force to create that new result.

 

00;31;21;02 – 00;31;29;16

Rich Boggs

Oh, the results got to be ten times more in value in their mind than what they’re investing in. A coaching program.

 

00;31;29;18 – 00;31;55;02

Lauren Brollier Newton

So what. So if there’s a coach who is already built a successful business but wants to close more deals, or for the brand new coach, you would give them the advice that the focus of that conversation is going to be in what is painful to the client, and making the value of the coaching program much less than the cost of what happens if they don’t get the result.

 

00;31;55;04 – 00;32;21;06

Rich Boggs

Yeah. I mean, you know, there’s the there’s the corporate, you know, little catchphrases that talk about price conditioning, but all that is just helping them see, helping them get into a state where they really have permission, Lauren, to dream up a dream. We’re not walking through our everyday life where the average person is asking us what would you love?

 

00;32;21;08 – 00;32;46;04

Rich Boggs

Yeah, you know, I was selling my third company, having just turned 40, very much in the middle of a midlife crisis and not a happy man. And I called Mary Morrissey and, she asked me that question. I was very interested in the circumstances and conditions of my life at the time, and very much playing the victim and the martyr and all the other characters.

 

00;32;46;06 – 00;33;07;04

Rich Boggs

And Mary very, eloquently helped me put all that away for just a minute and ask me what would I love? I could not answer the question. I just was so out of practice of asking myself, I have no one around me. I had no mentors around me that were asking me, what’s the goal? What would you love?

 

00;33;07;04 – 00;33;24;10

Rich Boggs

And when she asked me, I said, well, you know, other business owners in my position have kind of done this. And she’s like, I didn’t ask you that. Well, I mean, here’s what I think I can do. And she said, listen to yourself. I didn’t ask you, what do you think you can do? I asked, what would you love?

 

00;33;24;12 – 00;34;01;16

Rich Boggs

And I got emotional and had no answer. And so she said, let’s press pause and let’s talk in a week, but dwell on this. Yeah, what you love. Imagine it’s a year from today. Three years from today. Let’s let’s start with the picture. What would you love. And so the conversation that we train our coaches in is helping them put their potential client in a very unique, powerful state where they’ve got permission to dream and really dream like, honest, you know, not just peace on earth, but what would you love?

 

00;34;01;18 – 00;34;19;03

Rich Boggs

In the four quadrants we talk about? You know, number one is health, two is relationships. Number three is your vocation, your work in the world. And for is this time and money, freedom, everything you’re doing, you’re not working. Right. So in all four quadrants, and it’s sort of a, a mini, you know, we hope I move through it quickly because otherwise you’re wrong.

 

00;34;19;04 – 00;34;38;12

Rich Boggs

You know, you’re it’s a three hour conversation. Right? So we try to keep an hour, maybe 90 minutes, but it’s what would you love? And then we ask them how it feels. And we repeat back that vision. And it’s very effective in helping them start to believe this could actually happen for me. And many of them get like I did at the time.

 

00;34;38;12 – 00;35;00;10

Rich Boggs

Very emotional. Yeah. Because it’s just the new new muscles. We haven’t worked. And of course, we know when the when the soul opens. Sometimes the eyes can be a bit it’s not a bad thing. And so and then we move over to let’s look at your life right now. And what are the changes you would make first. And we really help them and give them permission to give a voice to the longing and the discontent, which is also new for most people.

 

00;35;00;10 – 00;35;21;17

Rich Boggs

I’m find it good. Yeah. You know, we all, just as a coping mechanism, can get a little numb. Yeah. You know, or feel like a complainer. You know, the paradigm is like when is enough, enough? You shouldn’t be complaining. Look how blessed you are. And we really help them see that it’s just a yes. And you can be incredibly grateful for all the things that you have in your life that you love.

 

00;35;21;17 – 00;35;27;13

Rich Boggs

And at the same time, you know, longing and discontent is the human condition in the spark of the new growth.

 

00;35;27;13 – 00;35;28;11

Lauren Brollier Newton

Yes.

 

00;35;28;14 – 00;35;41;25

Rich Boggs

And so whether or not they invest in a new program with our coaches or not, their potential clients, it’s such a valuable conversation for both parties. Really? Yeah. But especially for the potential client.

 

00;35;41;28 – 00;36;00;04

Lauren Brollier Newton

When I first heard, I went to my first dream builder live and I heard the question, what would you love? It was mind blowing to me. It was like, oh, I can ask that question like, that’s a question a human being can ask about life. Like, I did not know that I could ask that question. It wasn’t even on my radar.

 

00;36;00;07 – 00;36;18;01

Lauren Brollier Newton

And I and I remember having this feeling of like, well, no wonder I my life is blown up. You know, I was living in a basement. I intensive dad, I’m divorced from this has been that lived a double life and I I’m like, well, no wonder because if I had asked myself in the beginning of all of this, what would I love?

 

00;36;18;01 – 00;36;24;01

Lauren Brollier Newton

I wouldn’t have chosen any of these things for myself. And that was such a powerful moment.

 

00;36;24;04 – 00;36;49;26

Rich Boggs

Lauren, what was it in you that. Made that first decision? I’m just imagining you, you know, I’ve. I’ve had a similar couple of similar moments in my life where things looked, you know, really bleak, you know, we the dark night of the soul experience. But I’m imagining you in your parents basement, and, you know, I know your story.

 

00;36;49;29 – 00;37;13;00

Rich Boggs

It’s heartbreaking. And I just know so many people that don’t find whatever it was that you found that just hooked on to something new and kept on hooking on, you know, and and built your way, didn’t I? You know, I wouldn’t say crawled your way out or if you weren’t crawling for long, you know, you stood up and walked and then ran and then sprinted.

 

00;37;13;02 – 00;37;39;00

Rich Boggs

Yeah. If there was a person right now listening to this, that was in a similar moment, what would you tell them that that you saw and then hooked on to that started this new journey for you? If they’re in a dark night of the soul experience, you know, you’re in your parents basement, divorced, love your life, broke your heart, took the dogs, you’re unemployed, broke in debt.

 

00;37;39;02 – 00;37;51;05

Rich Boggs

I mean, that’s a moment. What what would you share with somebody in a similar moment that they could focus on or hook on to? What was it in you that found that first step?

 

00;37;51;08 – 00;38;15;16

Lauren Brollier Newton

I think a series of events leading up to my husband ultimately leaving, and then this domino effect of moving back to the basement and all of these things. I think the thought, the first thought this is going to be. So this is kind of TMI, but but it also is like the first thought that I have that I didn’t have to live this way was actually before he left home.

 

00;38;15;19 – 00;38;44;07

Lauren Brollier Newton

And, I was taking a shower and thinking about how unhappy I was in this marriage, and I my husband was very unaffected, and he always, made it like it was me. It was me. Well, you know, it was like my fault that he was with this, and I. I 100% agreed with him. I mean, I attracted that, I was like, yeah, it is me.

 

00;38;44;10 – 00;39;07;29

Lauren Brollier Newton

And one day I was standing in the shower and I was thinking about this level of affection, and this is the highest level thought that I had in the moment. So forgive me that this is a very basic unevolved thought, but it was the thought that I hooked to that supported me. I thought, you know what? If I was getting angry now?

 

00;39;07;29 – 00;39;24;21

Lauren Brollier Newton

So at first it would be no worse off. Then I just got angry and I’m sitting in the shower and I thought, you know what? If I walked up my front door, there are probably a thousand men within a 20 mile radius that would want to sleep with me, and that was the highest level thought I could think in that moment.

 

00;39;24;23 – 00;39;51;02

Lauren Brollier Newton

But it was empowering because it went from this is all my fault, and I’m unattractive and nobody’s going to love me. And we’re to wait a second here like it just, just logistically, and that level of anger, that level of. No, I’m choosing not to believe this. Once he left, it was that kind of series of thinking, helped me to hook to.

 

00;39;51;04 – 00;39;55;11

Lauren Brollier Newton

Maybe there is something more for me. Started with an animal of thought.

 

00;39;55;13 – 00;39;56;21

Rich Boggs

Healing.

 

00;39;56;23 – 00;40;21;00

Lauren Brollier Newton

And then I find myself like a month after he left. I’m moving out of my house. My dogs are gone. I’m moving into my parents basement. Of course, this all happened around the holiday season. It was like Thanksgiving. He left Christmas. I’m packing up my house. My friend goes with me to go to Walmart to get bubble wrap and packing tape and all this stuff, and we’re in the aisles of Walmart, and I had a like a panic attack.

 

00;40;21;03 – 00;40;30;20

Lauren Brollier Newton

And I just started she’s putting all this bubble wrap in my arms, and I think that I was just thinking like, oh, this is really happening. I’m losing my house. I’m losing everything. I think it just going.

 

00;40;30;22 – 00;40;32;17

Rich Boggs

It’s getting real. It’s getting real.

 

00;40;32;20 – 00;40;49;13

Lauren Brollier Newton

Yeah. And I started to like panic and cry. And I was saying to her, I don’t want to do this, I don’t want to do this. And I was like, starting to have a panic attack. And she looked at me and she said, you have to. And then she said, and she pointed behind her like down the aisle.

 

00;40;49;13 – 00;40;51;22

Lauren Brollier Newton

And she said, you don’t want that life. You’re better than.

 

00;40;51;22 – 00;40;54;07

Rich Boggs

That.

 

00;40;54;10 – 00;41;16;10

Lauren Brollier Newton

And then the third thing that happened was I find myself at this event with Mary Morrissey called Dream Builder Life. It’s like these three moments in time stick out to me, where I open my mind to I don’t have to think this about myself. I don’t have to think what he thinks about me to being in Walmart and this friend being rigorous of me and saying, you actually don’t want that life if you really think about it.

 

00;41;16;12 – 00;41;17;10

Rich Boggs

Right.

 

00;41;17;12 – 00;41;20;05

Lauren Brollier Newton

Then to Mary saying, well, what would you actually love?

 

00;41;20;08 – 00;41;21;11

Rich Boggs

 

00;41;21;14 – 00;41;43;01

Lauren Brollier Newton

And the empowerment of knowing and feeling, I don’t need to fight for something I didn’t even want. I don’t need to feel bad about something I didn’t even want. I don’t need to continue this path of thinking of myself as less than and that doesn’t mean every day I felt that way. I had a lot of work to do on my self-image, but at least I could look to.

 

00;41;43;04 – 00;41;58;18

Lauren Brollier Newton

There is something more for me. There is something more for me. There is something more for me. Continuing to calibrate myself back to there is something more. That was the real start of a willingness to completely transform.

 

00;41;58;20 – 00;42;21;04

Rich Boggs

I love that, Lauren. What what I hear, I’m imagining. You see, there’s probably a thousand men within 20 miles of the shower that I love because what I hear you saying is, I am more than this exact. I am more than what I’ve. What I’ve been relegated to in this relationship. But it also wasn’t victim. It also wasn’t.

 

00;42;21;04 – 00;42;41;02

Rich Boggs

Look what’s happened to me. I think that’s a very important step that I saw Lauren in you. I’ve seen it in myself at times where I decided I am more than this. Yeah. And that the reality here that I have helped create, you know, if I’ve created this and a whole bunch of this sucks, I can create something else.

 

00;42;41;03 – 00;42;42;12

Lauren Brollier Newton

Exactly.

 

00;42;42;14 – 00;43;10;07

Rich Boggs

And exactly the what would you love? It’s very interesting how resistant I was at 41 to that question and why. And if I look back now, all the labeling I initially reacted with when I heard what would you love? What would you love? I it sounded too woo woo. It sounded Pollyanna ish. People didn’t talk like that. All that came up for me.

 

00;43;10;09 – 00;43;41;26

Rich Boggs

Yeah. But as I sat with it, it really asked a deeper question, which is, do I feel worthy of a life I love living? And am I willing to be strong enough to get vulnerable enough to voice it or is the fear that once I voice it and then I don’t get it, then I’m really going to be crushed, so I just won’t voice it at all.

 

00;43;41;28 – 00;44;09;26

Rich Boggs

Yeah. And I think that’s the paradigm that so many I know I was stuck in that paradigm and had a successful life. And so I love the fact that we get to work with, you know, brand new coaches that have never ran a business, that have never ventured out into anything like this before. And just watching them get out there and, you know, navigate and build their nest and grow their wings and fly like you did, you’d never run a business.

 

00;44;09;29 – 00;44;33;26

Rich Boggs

Nope. And so learn to watch you build up this multimillion dollar business was, you know, talk about getting emotional. Yeah. So, so gratifying to see that the system, you know, you build the system and then you get airplane. Will it fly? You know, and to watch you just saw and thousands of other coaches, I’m very, very grateful.

 

00;44;33;26 – 00;45;01;02

Rich Boggs

But we also get to work with some very successful people in other industries. And this was my story, you know, third business going really well. And it was the dream, this financial services firm, it was the dream until it wasn’t. I was so thrown by the moment that I realized this is no longer my dream. That I almost I, I was confused.

 

00;45;01;02 – 00;45;28;00

Rich Boggs

Well then was it never the dream. And it took a mentor. Yes. Richard growing you know you also don’t have the same dream you had when you were five. Yeah, I hope not. We have dreams. And so I love the fact that we get to work with other successful business owners that have had a similar experience, where it’s the, you know, you’re in that experience when you’re asking, is this it?

 

00;45;28;02 – 00;45;28;15

Lauren Brollier Newton

That’s right.

 

00;45;28;20 – 00;45;48;02

Rich Boggs

Is this it is. You know, you’ve worked hard, right, to get where you are. You built up this successful thing. It’s never perfect, but you’ve built a lot. And there’s two voices that I heard looking back. One was, is this it? Is this all there is? And then the other voice was when there’s enough. Enough.

 

00;45;48;05 – 00;45;51;25

Lauren Brollier Newton

Oh, that’s was sneaky, you little devil. That voice.

 

00;45;51;27 – 00;46;18;19

Rich Boggs

But I knew deep down there was another work in the world that I was meant to embark on. There was a different level of impact. I was meant to have that the other business wasn’t, conducive to me really putting my soul print in the world in the way that, lit people up in a different way. That wasn’t just financial services.

 

00;46;18;21 – 00;46;34;29

Rich Boggs

Yeah. And, it took a unique amount of courage to, to step away from. Good. You know, but it was no longer the dream in order to build something that is today. Great. You know, the they say the enemy of great is good.

 

00;46;35;02 – 00;46;51;24

Lauren Brollier Newton

Yeah. I really think in some ways, I mean, I don’t want to create a paradigm around this, but I think in some ways it’s more challenging for the person who has a good to go to great than in some ways it was for me, because here’s the here’s what I thought you had nothing to lose right? It’s 100%.

 

00;46;51;24 – 00;47;08;24

Lauren Brollier Newton

It’s like I always think of that scene in Titanic where Leonardo DiCaprio, that’s all their money to get on the ticket to Titanic. And Fabrizio, the Italian guys like you bet all our money. And Leonardo DiCaprio says, when you got nothing, you got nothing to lose. And that’s kind of how I got myself to get my certification and everything.

 

00;47;08;24 – 00;47;32;14

Lauren Brollier Newton

I’m like, well, it can’t get lower than this. So even if I screw this up like it’s, you know, it can’t get much worse. But then I noticed in myself as I built a successful coaching business, how I was starting to become even more fearful than I was when I first started. In some ways, because I’d think, but now I have this house I love, and now I have this new husband that I love, and now I have this, this.

 

00;47;32;14 – 00;47;42;27

Lauren Brollier Newton

And I don’t want to sacrifice any of this. And so I had to work with myself around that, in ways maybe I even had to be more rigorous than I was in the beginning.

 

00;47;42;29 – 00;48;11;25

Rich Boggs

I’m sure it was a completely different part of you learn that decided to, you know, walk away from something really good in order to go for something greater or walk away from great for greater. What I recognize, though, in you and in these amazing human beings that we get to work with, is this passion for helping other people unlock previously untapped potential.

 

00;48;11;27 – 00;48;55;06

Rich Boggs

Yes, that was the the the genesis of of my decision to do what you did, which was shut down, something that was really, that it provided a lot of success. You know, my idea of success in my, you know, 30s and, and early 40s, to, to risk that, to walk away from that. It was this idea that what if I could help, you know, many, many, many, many people in that moment where I get to see them become more experience more of who they were meant to be in the world, and the passion for that is, is, I believe, a common thread in all of us here at the Institute in, in all

 

00;48;55;06 – 00;48;58;22

Rich Boggs

of our coaches. And it is unmistakable. Yeah.

 

00;48;58;24 – 00;49;18;05

Lauren Brollier Newton

100%. I mean, for me personally, once I got my hands on, well, go to Dream Builder live, I hear, what would you love? But I get to see this full, sort of codified way of creating human results. And everything that had happened made sense and where I wanted to go. It made sense. And then I just got on fire.

 

00;49;18;05 – 00;49;42;19

Lauren Brollier Newton

Like, I want everybody to have this, because when I look at the people around me and how I’ve struggled, like, if we had this, we wouldn’t have that. And then I was just on fire. Like, I want everybody on the planet to have this. And speaking of sales, how easy it becomes to sell when you’re on fire like that, when you want everybody to have it, it’s like, well, of course I’m going to talk about it and tell everybody about it and invite them into it and all of that.

 

00;49;42;21 – 00;50;03;24

Rich Boggs

You know, because you’re, you’re you’re core value, you know, you’re living the teaching, you’re walking the walk. You know, it’s easy to talk about, you know, but action is the catchall. If you look at the successful people, they’re, you know, it’s this continuation of even a small step today is better than some master plan that we talk about today and we might do tomorrow.

 

00;50;03;25 – 00;50;30;07

Rich Boggs

Yeah. Exact action is the catch all. One of the things also that I’ve noticed that has been an unexpected, really, magnificent, part of the sales, the enrollment training that we get to give all of our coaches is the way that it completely transforms their ideas around in any paradigms they might have that are limiting around money itself.

 

00;50;30;09 – 00;50;58;22

Rich Boggs

Yes, that it’s it’s very interesting how this practice of inviting people to invest in themselves over and over and over, and what it brings up in those that haven’t done it yet and what gets transformed in them as they do it is some of the most fun I’ve ever had doing this work. You know, to talk to a coach that comes through the training, even the provisional training gets just the basic heart centered sales training and just trusts.

 

00;50;58;25 – 00;51;24;04

Rich Boggs

Right. And they they go out and they start reading the enrollment scripts. And to see I did two strategy sessions. I enrolled my second strategy session rich and yes. And and then to see what happens in their own financial world, not in the coaching business because their ideas around abundance, the idea around that we’re navigating a transactional universe anyway.

 

00;51;24;06 – 00;51;24;28

Lauren Brollier Newton

That’s right.

 

00;51;25;01 – 00;51;48;15

Rich Boggs

And how to come from a vision, and how to teach others to do that means how much more often are you doing that? Yes. And it just takes so many, like self-help and personal development ideas that they’ve had on their nightstand in books and literally brings them into their life and for better life for me. It’s very inspiring.

 

00;51;48;17 – 00;52;16;19

Lauren Brollier Newton

I think that’s one of the best things about becoming a coach and getting the training and getting the certification is if you apply the tools that you’re teaching in your own life, you will see phenomenal results. And I think one of the things that I would recommend to coaches, if they want to get better at sales, is start working the principles more in your own life, because once they work for you, you’re not going to be able to hold in for this person how much you can help them.

 

00;52;16;22 – 00;52;40;19

Lauren Brollier Newton

I remember Rich, I mean, it’s so cool to think so. You create the sales system that you give to all of us coaches. This school teacher who’s living in her parents basement comes along and works that system over and over and over again to create $4 million in sales. I mean, like, that’s pretty magnificent. One of the first clients I ever enrolled, she was probably my second or third client.

 

00;52;40;19 – 00;53;02;22

Lauren Brollier Newton

She became a 1 to 1 client, told me later, years later, because we worked together until I closed my business. She’s told me years later, the reason I said yes is because you said one simple thing, and you said it so sincerely that it made me enroll. And I’m like, oh, what was it she said? You said to me, listen, I know I can help you.

 

00;53;02;25 – 00;53;22;01

Lauren Brollier Newton

And she said she felt so relieved because she had been struggling and didn’t think anything could help her. And so she said, just hear you sincerely say, listen, I know I can help you with this. And the reason I was able to so sincerely say that to her, rich, even though I was a new coach, is because I had been working the principals for not that long, but maybe 5 or 6 months.

 

00;53;22;01 – 00;53;33;29

Lauren Brollier Newton

And I saw my whole life changing. And so I think for all the coaches who whatever coaching modality or coaching or wherever you got your certification, the more you can live the work, the easier it’s going to be to sell.

 

00;53;34;02 – 00;53;56;26

Rich Boggs

But Lauren, let me be the devil’s advocate. But, Lauren, your life was not perfect. You know, you started enrolling clients from the basement. How could you sit there in your parents basement in that dark night of the soul where you just were starting out, and confidently say that you can help people when your life wasn’t perfect? What would your answer be?

 

00;53;56;28 – 00;54;17;12

Lauren Brollier Newton

My answer would be I might have been in the basement, but I was no longer a victim. And so even though I was in the basement and I was still in debt, I could have still been at this place. Like five months after finding out my husband lived a double life, I could still and many people would say, rightfully so, be like, look at what he did to me.

 

00;54;17;15 – 00;54;35;21

Lauren Brollier Newton

But I wasn’t there. And so I felt like I could help people because I quickly got over wanting to blame him for everything and just that transformation alone. Yeah, I was still living in the base and everything, but just the transformation of. I didn’t want to blame him. I was thrilled at where my life was going in that short of a time.

 

00;54;35;21 – 00;54;40;10

Lauren Brollier Newton

To me it was like, great. But that only got that because I worked when I was teaching.

 

00;54;40;12 – 00;55;13;12

Rich Boggs

Right? That’s what I saw in you, and that’s what I saw in myself. You know, when I, you know, walked away from sold my third business and, and took the invitation to join this work, is number one. Your life is never perfect. So waiting until things are better means you’re never going to do it. Yeah. Two. There’s no better way to really learn how to live these principles and live these tools than by teaching others to do it while you’re also doing it yourself.

 

00;55;13;14 – 00;55;37;22

Rich Boggs

Yeah. Number two. But the third thing is and the and the really unique thing about the Brave Thinking Institute is that we empower our coaches, not just with, you know, the world’s greatest coaching training, coaching modality, sales training, marketing training, business building. But we also, along with the coaching and the modality, we give you these transformational programs to ride on.

 

00;55;37;24 – 00;56;04;15

Rich Boggs

And literally, it’s this the most amazing step by step process that you take your clients through where you’re teaching content that it took Mary Morrissey 40 years to hone and build and codify into these programs. And that’s what I, I love when the brand new coaches enroll people in just trusting that we know what we’re doing here at the institute.

 

00;56;04;15 – 00;56;26;10

Rich Boggs

Right. Okay. You know, my life certainly isn’t where I want it to be. A year from now, I’m going to trust. And they start coaching and they start walking their clients through these programs with them as their coach and their clients start creating new results. Yes. Again, you talk about we talked about that, the impact of being able to help people tap into this previously untapped potential.

 

00;56;26;10 – 00;56;50;21

Rich Boggs

It happens, you know, it happens for the coaches. And so what they were selling at first that they were just trusting was going to happen. You know, they’re selling results. Yes, we are results experts. So we’re selling new results, to see the coaches, just start to build that momentum of client client that’s achieving your results. I mean, that’s why I get up every morning to help our coaches do exactly that.

 

00;56;50;24 – 00;57;00;17

Lauren Brollier Newton

Exactly. Rich, it’s so great when we see them post in the Facebook group or something, they’re like, oh my gosh, it worked. It worked. You know, they were like, yes.

 

00;57;00;20 – 00;57;19;18

Rich Boggs

And of course for me I’m like, well, I hope it worked. I mean, you know, that that’s what you’re investing in is this system, you know, it works for your clients. But to go to, to really step into their shoes, of course, it’s trust at first. They’ve got to trust them, but very quickly they see it happening.

 

00;57;19;21 – 00;57;44;08

Lauren Brollier Newton

So I want to ask you a question, Rich, that I ask every guest who comes on this podcast, and it’s this if you had to start a coaching business from scratch today, so we get rid of all your contacts, it’s like you can’t use any of your email lists or anything you have, and you’re a brand new coach and you have to start a coaching business from scratch, was the first step you would take.

 

00;57;44;11 – 00;58;19;24

Rich Boggs

Wow, I didn’t know you ask this question, Lauren. So this is fresh. This is off the cuff. So yeah. The the first thing I would do literally is I would connect to a vision. So a brand new coach just starting out, you know, new in this space, I would, I would create a, I would create a one year vision first, make it real, you know, come from it as often as possible.

 

00;58;19;26 – 00;58;41;09

Rich Boggs

Organize a few action steps that I could take today. Make sure I take them, do it. Afraid. And quickly after that first step, I would get a mentor, grab onto somebody that just has done it already, that knows someone I know that cares about me. You know, investing in a mentor also holds me accountable.

 

00;58;41;09 – 00;59;04;27

Rich Boggs

If I’ve got some skin in the game, I’m just going to do more. I’m going to take more action. Period. But I would find a mentor that I knew, had results, that could show me system. So it wasn’t just the time with the mentor, but I had systems I could rely on. And, and had the results that I was looking for, like, really inspiring results.

 

00;59;05;00 – 00;59;08;19

Rich Boggs

So I would go and grab a mentor.

 

00;59;08;21 – 00;59;21;28

Lauren Brollier Newton

Build a vision, grab a mentor. I love it, Rich. So thank you so much for being with us today. You can find Rich and more information about him at Brave Thinking institute.com. Rich, do you of social media or anything that you want us to I do.

 

00;59;21;29 – 00;59;42;29

Rich Boggs

You can find me Rich Boggs on Instagram and I’m in our Rethinking Institute Facebook. So DM me, DM me. I’ll I’ll write right back. And Lauren. Thank you. This was a really powerful, I knew this would be fun to to sit down and really kind of, you know, just converse with you about all things heart centered sales.

 

00;59;43;02 – 00;59;45;19

Rich Boggs

But this is really powerful for me. So thank you for having me on.

 

00;59;45;25 – 00;59;53;15

Lauren Brollier Newton

Oh, my gosh, me to thank you, Rich Boggs and all of you listening. We love you and we’ll see you on the next episode.

 

00;59;53;17 – 01;00;30;10

Lauren Brollier Newton

Thanks for joining me this week on The Abundant Coach. Visit our website at Brave Thinking institute.com/coach certification, where you can dive even deeper with additional resources and exciting opportunities. Be sure to subscribe to the show on iTunes, Spotify, or wherever you listen to your podcast so you’ll never miss an episode. And while you’re at it, if you loved the show, please rate and review to find out how to jump start your abundant coaching career and more about my journey to seven figure coach, check out our free Meant to Be a Life Coach quiz available at bti.com/coachquiz.

 

01;00;30;12 – 01;00;32;09

Lauren Brollier Newton

I’ll see you in the next episode.