00;00;03;23 – 00;00;16;04

Lauren Brollier Newton

Welcome to the abundant coach. I’m your host, Lauren Brollier Newton. This is a weekly podcast about creating full spectrum success with a thriving coaching business, while making a profound difference in the world.

 

00;00;16;07 – 00;00;16;26

Lauren Brollier Newton

Each week, you’ll.

 

00;00;16;26 – 00;00;32;18

Lauren Brollier Newton

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;32;20 – 00;00;48;21

Lauren Brollier Newton

All right, well, welcome to the Abundant Coach. And boy, do I have a good one for you today. I kind of had to, my next guest, I kind of had to twist her arm a little bit to get her to come on the podcast with me, because she’s a woman that inspires me. She’s a woman I’ve had the privilege of working with for many years now.

 

00;00;48;23 – 00;01;08;19

Lauren Brollier Newton

And so Jana Layne has invested the last 25 years as an entrepreneur. I have dubbed her the networking Queen, and part of a large reason why I wanted to get her to come on today is because she has such a great skill at networking. In fact, most of her business comes from networking and referrals, which I know is what many of you are trying to do.

 

00;01;08;21 – 00;01;26;07

Lauren Brollier Newton

She has never in her, in the 25 years of being entrepreneur, had to pay for marketing. So we want to hear all Jana’s secrets there. And she’s very inspiring because this is her third business that she’s starting at age 60. So I am so thrilled to have you, Jana Lane, thank you for being on the show.

 

00;01;26;09 – 00;01;40;20

Jana Lane

Oh my gosh, Lauren, thank you so much. I twisting my arm I don’t know, I was just honored overwhelmed. I’ve seen the list of amazing people who’ve been part of your show. So I am truly, truly honored to be a guest. Thank you.

 

00;01;40;22 – 00;01;59;17

Lauren Brollier Newton

Oh my gosh, my pleasure. So I want to go back to I want to actually go back to 1999 when you were first entrepreneurial endeavor. So you’re in retail for 18 years. 1999 comes, what was it inside of you that made you say, I’m willing to try this entrepreneurial thing?

 

00;01;59;19 – 00;02;23;16

Jana Lane

Well, try being in retail for 18 years. You know, I, it’s funny, you know, it just popped into my head, so. And I’m backtracking a bit, but but it will get us to the point. I in high school, I remember I was probably the only kid in high school. This is the 80s. Like, everyone’s listening to AcDc.

 

00;02;23;18 – 00;02;52;07

Jana Lane

I’ve got a zig Ziglar cassette playing in my car. Right. Like, I thinking thinking. I been saying that for as long as I can remember. So, yeah, my mom always said to me, you don’t want to be dependent on other people. A man need a man, but don’t be dependent. And that always stuck with me. And then my dad always feeding me the Zig Ziglar type of things and Robert Kiyosaki.

 

00;02;52;07 – 00;03;14;01

Jana Lane

And so it was just kind of, the seeds were planted right? For I they did not grow quick. It took a while for that, for them to break through, because I did spend the 18 years in retail, but, even in retail, I worked my way from the floor, as a sales person up to manager and eventually a district manager.

 

00;03;14;04 – 00;03;35;18

Jana Lane

So I always ran my stores like they were my own business. Because if you’re going to be a great manager, even if it’s someone else’s business, all that matters is what happens when you’re not there. Right? So true. Yeah. So the key to running a business. So I had some. I guess I’ll give credit to some really great people that I worked with and some not so great.

 

00;03;35;20 – 00;04;02;20

Jana Lane

One of the things I’ve always taken from every teacher manager, coach in my life, there’s always going to be things you learn to do, and a lot of things you maybe learn not to do. Yes. Just take note of all of it, right? Yes. So anyway, after 18 years in retail, and to get back to your question, I was really burnt out, you know, nights, weekends, holidays.

 

00;04;02;20 – 00;04;45;11

Jana Lane

That’s just the retail business. I was 35 years old. Please don’t do the math. And, my husband really pled with me to find something new to do because I worked so much, and it was not good for our relationship, our quality of life. So, I didn’t know what the heck I was going to do. I spoke to someone who was in the, real estate industry, here in the Bay area, a friend of my aunt’s, and decided I was going to get my real estate license, which was interesting because you would think wait nights, weekends, holidays.

 

00;04;45;13 – 00;05;07;23

Jana Lane

However, I only got the real estate license because in California at the time, you had to have one in order to be a lender. So what I wanted to do was banker’s hours. Yes. Yeah. So I got my real estate license and I decided to start a mortgage business. So you hang your real estate license with a broker and then you sit there and generate your own business.

 

00;05;07;23 – 00;05;31;02

Jana Lane

You’re not handing them to you unless you pay for them, which I never did. So the first thing I did was hire a coach, in the lending industry, you know, he was, a well known and still is actually selling products in, in that field. So I figured if I’m going to do this, I don’t have time to build a business over years.

 

00;05;31;02 – 00;05;56;11

Jana Lane

I need to hit the ground running. So, didn’t have the money, but figured it out. Signed up, for by referral only. And so I think that, also planted the buy referral seed, right? Like from day 1 in 99, it’s like, this is how I get my business. So instead of investing in marketing, I haven’t invested in training and coaching.

 

00;05;56;14 – 00;06;01;21

Lauren Brollier Newton

I love that. Okay. So this is Jenny. I have chills head to toe for a couple different reasons.

 

00;06;01;21 – 00;06;02;16

Jana Lane

 

00;06;02;18 – 00;06;28;17

Lauren Brollier Newton

So what I love about what you’re sharing, and I think it’s so valuable for us as coaches. And one of the things that I probably could have shared with the outros, Jana is one of our certified coaches here at Bray Thinking Institute, so she’s a certified life mastery consultant and transformational coach as well. And one of the things I think is so powerful about your story, Jana, is you had the benefit of personal development from the time you put that Zig Ziglar tape in your cassette.

 

00;06;28;19 – 00;06;57;24

Lauren Brollier Newton

And so for us as coaches, it’s like knowing that the work we’re putting out in the world, like you never met Zig Ziglar personally, he he. No. But yet he had a willingness to put out a cassette that really did change your life in many ways. Yes. And so powerful for you as a coach and for all of us as coaches to know that, you know, whether someone comes to our workshops, they listen to something we post on social media, they come to a workshop or they, you know, become a client or they don’t.

 

00;06;57;26 – 00;07;04;18

Lauren Brollier Newton

That just the power that we’re putting out personal development, like knowing that we’re changing lives. So important to keep that at the center.

 

00;07;04;20 – 00;07;07;23

Jana Lane

That’s so beautiful. I love that I yeah, I like that.

 

00;07;07;26 – 00;07;10;11

Lauren Brollier Newton

Yes. It’s like wow, paying it forward.

 

00;07;10;14 – 00;07;11;08

Jana Lane

 

00;07;11;11 – 00;07;30;19

Lauren Brollier Newton

I love this idea that you hit the. So you said to paraphrase, I hit the ground running. I decided to invest in training. That’s why I didn’t. And coaching. And that’s why I didn’t really have to invest in marketing. So talk us through that a little bit because there’s two different frames I’m looking through this at. One is for me, my paradigm.

 

00;07;30;19 – 00;07;50;09

Lauren Brollier Newton

Why I never paid for coaching or how to coach before I joined Brave Thinking Institute was twofold. One, I thought that if I had to ask for support, it meant I didn’t know something and that made me weak. Now it sounds nuts, but back then I was like, oh, if I have to ask for help, it means I don’t know something and that’s shameful kind of thing.

 

00;07;50;11 – 00;08;07;21

Lauren Brollier Newton

And then the second thing is, like, you, I’m like, well, I don’t have the money for coaching, so help someone who’s thinking about that, whether they’re thinking of trying to help their clients overcome paradigms or they’re still having the paradigm that they can’t afford their own coaching, how would you help them through that?

 

00;08;07;23 – 00;08;37;13

Jana Lane

Through the decision around in investing, in coaching? For me, it’s a mathematical, formula. Really. I feel the same way about, investing in networking groups. You have to look at the cost benefit. So for me to pay, I don’t even remember what I was paying for coaching in 1999. That type of coaching. But you’re I’m going into the real estate business.

 

00;08;37;13 – 00;08;54;00

Jana Lane

So you figure out how much will I make from one client, and then how much is this going to cost me? And you just kind of do the math and figure out, okay, I need to close 3 or 4 loans and I’ve paid for my year of coaching. I’m good. You know, if I, if I, I shouldn’t be in this business, if I don’t think I can at least do that.

 

00;08;54;00 – 00;09;19;04

Jana Lane

Right. Yeah. So it’s part of it is confidence and, leverage might be a credit card, might be a loan, might be a family member. I mean, you just have to tap all the resources you can. I just think it’s important to, invest in yourself. It’s it literally. It’s a business. So it’s one thing to go, oh, I want to be in this, or I want to be in that.

 

00;09;19;07 – 00;09;32;24

Jana Lane

Do you want to have this business? It’s one thing to want to be a life coach or to want to be, a lender. It’s another thing to say, I’m running a business. Therefore I must invest in my business in order to make money.

 

00;09;32;27 – 00;09;49;18

Lauren Brollier Newton

That’s right. It’s so true. And I’m so grateful that you’re bringing this up, because I think for a lot of coaching, they come into it because they’re super heart centered. They want to help people. And one of the things that I’m I feel like I’m like the schoolmarm harping on everyone. I’m always sharing with our coaches. You got to think like a business person.

 

00;09;49;18 – 00;10;12;05

Lauren Brollier Newton

You’re you’re it’s not enough to be a heart centered coach. You have to think like a business person. So I love this idea of the cost benefit analysis that, I mean, because this is the other thing to to your point about you invested in training and coaching to grow the businesses. If I don’t know how to grow a business and I’m in business, I got to invest in growing this business right now.

 

00;10;12;07 – 00;10;26;25

Lauren Brollier Newton

Ever going to make money if I don’t know how to make money doing this thing? So so brilliant. So from by referrals only, which by the way, this the former CEO of by referrals by referral only. His name is Rick touched in.

 

00;10;26;27 – 00;10;27;09

Jana Lane

Is a.

 

00;10;27;09 – 00;10;31;10

Lauren Brollier Newton

Great friend of the institute and he’s helping me create our new digital product. So I gotta.

 

00;10;31;10 – 00;10;32;09

Jana Lane

Be there.

 

00;10;32;11 – 00;10;33;27

Lauren Brollier Newton

Because I’m like, oh my gosh, the world’s.

 

00;10;33;27 – 00;10;36;25

Jana Lane

Converted. I love that you. Yeah, you love that.

 

00;10;36;27 – 00;11;00;22

Lauren Brollier Newton

So, so tell me about that first experience. So your first experience as an entrepreneur in the lending industry and mortgage. I want to hear about what you learned about networking, because I know you built so much of it through networking, so I would love to hear, some of the greatest lessons you learned in networking, how to be a great networker during that era of your life.

 

00;11;00;25 – 00;11;04;24

Jana Lane

Oh gosh, you’re making me go back a ways here.

 

00;11;04;27 – 00;11;19;17

Lauren Brollier Newton

And I know. Well, let me actually, we I could say this. Okay, let me, let me come back to that question because I know you’re still networking. It’s not like you were only networking during that time of your life. So let me actually come back to that question. Ask you a different question. So you do mortgage, you excel at mortgage.

 

00;11;19;17 – 00;11;38;15

Lauren Brollier Newton

I know, because when I bought my house, I called Jana for my mortgage. So. So I know you excelled at that. What is it back in 2022 that made you say, I’ve done mortgage, I’ve excelled at mortgage. Now I’m going to become a coach because there’s lots of people who listen to this podcast that they want to be coaches, but they haven’t got up the courage yet.

 

00;11;38;18 – 00;11;45;03

Lauren Brollier Newton

So how did you get up the courage to make that change at the time, at your life you’re at you’re in right now.

 

00;11;45;06 – 00;12;13;13

Jana Lane

Okay. So for me it was the so now I had been 22 years in the mortgage business, so it was probably a little bit like the same thing. I went through a retail, you know, there’s that point where it’s like, okay, I’ve done this. I just feel that that tapping, that longing for something new, something more, and people close to me when I, when I announced that I was not going to be doing lending anymore, they’re like, oh my gosh, I’m so glad I could tell you weren’t happy anymore.

 

00;12;13;15 – 00;12;41;23

Jana Lane

So I had just run the course. And I think, you know, that was during the time of the lockdown. I was the end of it, and I made a big difference in that particular career. But I very much loved that business for the longest time, because I was like a life coach. And from day one in that business, I considered myself part of my clients financial team.

 

00;12;41;25 – 00;13;02;17

Jana Lane

Yeah. So my goal, and this is what I learned through Joe Stump and a lot of the other training that I did. Joe’s by referral only, it was be an advisor to people, be a resource to people who don’t be transactional. Yes. And and that’s why I excelled at mortgage because my clients were with me for many, many years.

 

00;13;02;17 – 00;13;23;05

Jana Lane

I mean, I still am in touch with people who I help them by their first home and now their kids graduating high school. Yeah, and we’ve stayed friends through all of that, and I’ve helped them with multiple transactions. And and I loved that. And then the industry changed a bit. It got very transactional. I felt a little bit commoditized.

 

00;13;23;07 – 00;13;51;03

Jana Lane

And I our personal piece went away and I missed it. So when, when I resigned from the mortgage industry and the very next day I got an invitation to somebody’s vision workshop, that was that weekend, The universe answered my prayers. Yes. Oh my God. And I was able to go to, a wonderful weekend workshop held by yours truly.

 

00;13;51;03 – 00;14;15;06

Jana Lane

Thank you for that experience and my pleasure clubs. So I got to spend the weekend with a lot of amazing people and kind of figure out what I wanted to do next and what I realized is, I needed that interaction with people that face to face touch. Yeah, I’m definitely better with zoom now. At first I was so resistant to it, but it’s just the way of the world now.

 

00;14;15;11 – 00;14;40;16

Jana Lane

Yeah. And I, I feel very connected to people. So I used to say, when we were doing a lot of business on the phone, that I gave good phone. Now what you do, right? You just you get good at it, right? You do, you do. So I feel like I’m getting the face to face, but in 22, the business I landed on was, my home organizing business.

 

00;14;40;16 – 00;15;00;03

Jana Lane

There’s no space like home. And when I was at your workshop figuring out, oh, I would love to do that because I’m naturally organized. I love to help people. I’m a Virgo, and I came up with all the reasons why I could do it. Plus, I never thought I couldn’t do things. It’s just it’s just part of my DNA, I think.

 

00;15;00;05 – 00;15;07;00

Lauren Brollier Newton

Well, the courage to start a new thing at that time in your life. So you’re, like, dealing done with the mortgage industry. You’re discovering.

 

00;15;07;07 – 00;15;25;24

Jana Lane

It live. You know, honestly, it was a little terrifying because I was 58. My husband’s in his 60s. And we’re thinking, you know, we’ve been thinking retirement, retirement, retirement. And now I’m going to do something totally new and launch a new business. I’m like, what am I? Am I crazy? Why am I doing this? But I really wanted to.

 

00;15;25;24 – 00;15;48;16

Jana Lane

I had a calling, to serve really the when I decided to launch that business, there were two things that mattered. The first thing that I had to do was make sure that I was being of service to people again, and I think it was more I needed to feel that I was being of service. Yeah, I wasn’t helping people through financing them, but I just wasn’t getting that internal status.

 

00;15;48;16 – 00;16;12;29

Jana Lane

Faction. Yes. And then the second thing was to give back. So when I founded that company, one of my pillars is 10% of every dollar goes to a charity of my clients choosing. That was very, very important to me. So, I’m also blessed. I have a husband who supports me, and that does make it easier. Yes, for many people who are trying to do it on their own.

 

00;16;13;01 – 00;16;22;02

Jana Lane

So he’s financially he helps to secure us. But, also emotionally super supportive. And that has been amazing.

 

00;16;22;04 – 00;16;39;07

Lauren Brollier Newton

That’s fantastic. One of the things that I think is so important about what you’re saying, Jana, is that it wasn’t that you weren’t helping people in mortgage. Of course you were your Jana, you’re going to help everywhere you go, right? And that’s kind of how I felt at the end of being a school teacher is like, I know I’m helping kids.

 

00;16;39;07 – 00;17;01;02

Lauren Brollier Newton

It’s not that I don’t think I’m helping, but if you’re feeling called to a greater impact, a greater service, it’s so important to trust that because that means that there’s people out there needing you. Also, like, I don’t believe that spirit gives us a, a calling, a longing, a signal. If it’s not for something, it isn’t some reason of greater impact.

 

00;17;01;04 – 00;17;02;00

Jana Lane

 

00;17;02;02 – 00;17;24;06

Lauren Brollier Newton

So I can say that from being a client of your home organizing business that it is fantastic. And it is a lot the great thing about what you do, Jana, in, in everywhere you go is like you said, you are an advisor. So yes, I came to you for organizing and it was a relationship. And it’s a relationship that I miss.

 

00;17;24;06 – 00;17;25;03

Lauren Brollier Newton

You know, I’m like I.

 

00;17;25;03 – 00;17;37;19

Jana Lane

Goals with Jana, you know, so so that I was so happy when months later you showed me your coffee cup cabinet. Yes. So I’m still with you. I’m with you forever. I’m being a good girl.

 

00;17;37;21 – 00;17;58;27

Lauren Brollier Newton

So tell me now. So then. So you’re like. I’m 58. I’m starting this home organizing business, and then you get this call to do some transformational coaching. So let’s talk about that because again, every coach on this that’s listening or every person that wants to be a coach that’s listening to this podcast, endeavoring to make the move, that’s the right next move to them.

 

00;17;58;27 – 00;18;12;02

Lauren Brollier Newton

So part of the reason why I wanted to have you on is just to really honor that. You’ve tapped to listening, because now I’ve started, there’s no space like home, and now I’m thinking about becoming a transformational coach. So tell me how that process went for you.

 

00;18;12;04 – 00;18;45;10

Jana Lane

All right. Well, I, when I launched, there’s no space like home. I signed up with six figure savvy as a coaching business to help me launch that business. And that came with life coaching as well. So I had my feet in both pots. I had the business coaching. And then I was also getting the life coaching and the reason that that matters is because I think when you’re going through life coaching, not only does it help you personally, but it puts your antenna up to kind of see what other people are thinking, feeling, doing.

 

00;18;45;12 – 00;19;10;06

Jana Lane

You notice a lot more than than you would notice if you weren’t in a life coaching program. Yeah. So, in working with my home organizing clients, again, it’s all about the service. And as I was working with people, you know, sometimes it was organizing the closet, which was really fun. I love the way a closet looks when it’s done, but sometimes it was people who had dealt with trauma.

 

00;19;10;08 – 00;19;29;21

Jana Lane

So, the loss of a loved one. I don’t want to get emotional because I get too personal about it. But some of the clients have had trauma, and, I have there’s a woman that I literally have been working with her for an entire year now. We work together 2 to 3 days a month. There’s another gentleman who.

 

00;19;29;21 – 00;19;56;02

Jana Lane

I think we’re on our 15th session. We work together about four hours a day. But these are people who had a trauma that caused them to accumulate things in totally different ways. One, it was the shopping satisfaction of shopping to kind of like heal pain, and the other was just an accumulation and an inability to get rid of things.

 

00;19;56;04 – 00;20;25;28

Jana Lane

But working through that with these beautiful souls and watching the transformation from the inside out and the person who I first met on screen when I spoke with them to the person they are today, oh my gosh, Lauren, it’s just it was so beautiful. And so the certification as, as I when I signed up for the Life Mastery Consultant program with Brave Thinking Institute.

 

00;20;26;00 – 00;20;51;11

Jana Lane

Part of that is business training. But again, with that program, I also got some really I got to go through their Dream Builder program and then was taught how to provide that program to people. So as I was going through it, I’m thinking, okay, I think I need to do this. It was just a tapping, you know, like, okay, girl, listen to that inner voice.

 

00;20;51;11 – 00;21;13;07

Jana Lane

Because for as long as I can remember, and I think I shared this with you once when I first, signed up for, Oh, when I got my real estate license, I went to. I think the very first presentation I saw was a guy named Dan Pinto, and his program was called The Lead Machine, and it was about how to get mortgage leads.

 

00;21;13;10 – 00;21;35;11

Jana Lane

But I’m in the audience and I’m watching him on stage, and I’m like, I can do that. I yeah, I do that. Yeah. I shared that with you. Yes. You did. Yeah. So as I’ve gone through, all the training and all the fun events like going to Tony Robbins and fire walking and all the cool things that I’ve experienced, I’ve always wanted to be the one on stage.

 

00;21;35;13 – 00;21;59;28

Jana Lane

So as I was learning about coaching and building your dreams and envisioning and having hosting workshops where you could bring people in and teach them how to do that for themselves. As I was learning that, I’m thinking, okay, I always wanted to be out there. So this has been calling to you forever. Maybe you should listen, right?

 

00;21;59;29 – 00;22;17;24

Jana Lane

Yeah. And I’m doing so. I’m doing my. I love to do vision boards. The ones you cut and paste and connect. Yeah. Got. So. Yeah, I’m up there. I’m. I’m in my future vision. I’m doing a Ted talk and I’ve been on national television show and I got big dreams.

 

00;22;17;27 – 00;22;36;09

Lauren Brollier Newton

Yeah, I love it and I love it. It’s so true. Like this is my admiration that I have for you is like listening to the nudge, because there’s a part of human nature where we’re like, I mean, I, I can tell you, I, I, I feel it myself sometimes when I feel that nudge and I, I literally look up the sky and I’m like, really?

 

00;22;36;09 – 00;22;36;29

Lauren Brollier Newton

That’s what you want me.

 

00;22;36;29 – 00;22;37;17

Jana Lane

To do next?

 

00;22;37;17 – 00;22;46;07

Lauren Brollier Newton

Like this established this, and now you want me to do another thing. And yet we know the longing doesn’t go away. The longing is always going to be there.

 

00;22;46;09 – 00;23;06;08

Jana Lane

So I let it go many, many years. Not listening to it. I mean, I’m the perfect example of that. And I’ll share with you something my mom said to me when I, when I launched, there’s no space like home. And I started I was successful very quickly. I’m so grateful for that. And that was because of my networking.

 

00;23;06;11 – 00;23;22;03

Jana Lane

But I said to her, man, I wish I would have done this a long time ago. She’s like, honey, this was the time, I would have done. She goes, you would have done it then if that was the right time. This is clearly the time. Yes. Sounds like thank you for that. I am so easy to kind of beat yourself up for.

 

00;23;22;03 – 00;23;29;10

Jana Lane

Like, why didn’t I? Oh, I should of oh, I wish I would have, but you can’t, so it is never too late.

 

00;23;29;12 – 00;23;50;22

Lauren Brollier Newton

This is clearly the time for the people that you’re meant to serve, for what you’re meant to create. So, I’d love to hear a little bit about, your networking because I’ve had the privilege of networking with you in person. That’s how we met. And never once in all, in many times we’ve networked. Have I ever felt a salesy vibe from you?

 

00;23;50;26 – 00;24;09;09

Lauren Brollier Newton

Pushy vibe from you? You’re just wonderful. Like you just show up in your Jannah and. And like, I don’t even. I mean, I knew I knew that you did mortgage. I had networked with you before and I think Jannah what it is about you and why why I wanted you to give some of your tips is that you said it earlier in the podcast.

 

00;24;09;09 – 00;24;30;21

Lauren Brollier Newton

You said, I never think I can’t do things, and that confidence shows when you network. So I, I’ve watched and observed of course, being a coach, but also just from all the years I networked that some people show up and they they don’t seem confident, they don’t really seem like they know what they’re doing. And it’s probably because they don’t feel confident.

 

00;24;30;21 – 00;24;46;05

Lauren Brollier Newton

And so that, you know, portrayed and exudes out in the networking. So I’d love to hear, you know, just let’s get into the networking tips in particular, how do you show up authentically and confident? And also how do you how do you network in a way that doesn’t feel salesy?

 

00;24;46;08 – 00;25;05;23

Jana Lane

Sure. So I’d love to I I’m definitely a networking fan, and I will say thank you for saying that. I am confident, because inside there are always times where I don’t feel that way. I’ve just learned over the years how to show up like I’m not. Yeah, so tell us those.

 

00;25;05;26 – 00;25;09;22

Lauren Brollier Newton

Who show up when you’re that you’re fully confident, even if you’re nervous or even if you’re not.

 

00;25;09;25 – 00;25;41;18

Jana Lane

You know, I just I think it’s a matter of experience. I’ve been networking for so long, so I’ve been part of the, behind networking group in the mortgage industry. We networked through like mortgage communities, like different groups, professional groups. But I’d like to speak more to like the last probably 15 years or so. So by, business networking internationally, I’ve been a part of B and I, I’m think like 10 or 12 years.

 

00;25;41;18 – 00;26;06;29

Jana Lane

I should have looked it up. I’m not exactly sure, but forever. But what I remember is, so I visited four different chapters before I found the right one. So that’s the one thing that I would recommend is people have depending on where you live, there may be lots of opportunities for networking groups. There may only be a few, but definitely check them all out until you find the one that feels right.

 

00;26;07;00 – 00;26;29;10

Jana Lane

Because yes, to be, the right set of people. Yes. Work for you I went to were a little too uppity for me for like, a better word. Yep. And then I walked into the one here in the in the community that I live in, and it felt like family. Yeah. It’s just super comfortable. And within minutes of walking into the room, I’m like, I found my people.

 

00;26;29;13 – 00;26;30;16

Jana Lane

Yes. I love so.

 

00;26;30;16 – 00;26;31;03

Lauren Brollier Newton

Important.

 

00;26;31;03 – 00;26;57;09

Jana Lane

So, so I joined that one. And, what I love about BNI is it’s is that it’s very structured. There’s a specific way they run the meeting and no matter which band I’m meeting, you go to it should I hate to use that word. It should be run the same way. And they track things like they’ll track your attendance and they track how many referrals you’re giving, how many you’re receiving, and I love that.

 

00;26;57;09 – 00;27;22;24

Jana Lane

But that’s because I come from, the retail industry where we were always tracking our numbers. And then I started a mortgage business where I was always. I always know my numbers. It’s. And I think that’s important for anyone, no matter what business you’re in. But when I joined B and I, I remember thinking to myself, oh my gosh, I’m going to have lunch with these people every week of the year.

 

00;27;23;00 – 00;27;28;14

Jana Lane

I’m like, there’s no way I can do that. I can’t commit to that. Do you feel that way?

 

00;27;28;17 – 00;27;46;08

Lauren Brollier Newton

You know, I was, I when I started in bad, I was just happy that because I went from being a school teacher and being the reading specialist in my school where kids were coming out in and out of my office all day, teachers, the principal parents. And then I went to working in my parents basement by myself with my cam.

 

00;27;46;10 – 00;27;49;23

Lauren Brollier Newton

And so I was just happy to be around people. I didn’t.

 

00;27;49;23 – 00;27;52;12

Jana Lane

I didn’t benefit, I didn’t have.

 

00;27;52;12 – 00;28;10;20

Lauren Brollier Newton

That same, feeling. However, I will tell you that you do have this thing. When you first joined BNI, like if I am always meeting with the same ten people, how am I ever going to generate business? Yeah. So I totally feel you about the idea of like I’m going to be with the same people every week.

 

00;28;10;22 – 00;28;12;16

Lauren Brollier Newton

So yeah. Bring us into how I’m.

 

00;28;12;16 – 00;28;30;13

Jana Lane

Doing quick math here. Yeah I’m going to lunch every week of the year for 520 times. I’ve had lunch if it’s just ten years. Yeah. With the same group of people. Yeah. But that’s a really good question. So, Yeah, I didn’t think I could do it. And then now I look back and think, oh my gosh, I’ve been doing this every week for as long as I can remember.

 

00;28;30;20 – 00;28;59;00

Jana Lane

And it’s so worth it. So the beauty of it is each person that’s part of a of a networking group, they have their own sphere of people. Yes. So that’s why it’s nice to be in a group that has maybe 20 to 30 people. There are some formulas that prove that, you know, once a group hits about 30 people, the return for all of the members, just a source gets matchmaker.

 

00;28;59;02 – 00;29;21;27

Jana Lane

So yeah, if if every one person has a group of 20 to maybe 40 people in their circle, that’s a lot of people in the idea of, I’m a huge networking fan. I think anyone who’s running a business as a solopreneur or any other type of business is kind of crazy not to network. Yes. Consistently. Yes.

 

00;29;21;29 – 00;29;44;03

Jana Lane

But the, the beauty of going every single week is people will, over time learn to know you, like you, and trust you. And it’s like any you you know, you’re saying that I’m not salesy. I love that because you go to it. You can go to a like a networking event, which is different than meeting with your networking group.

 

00;29;44;03 – 00;30;05;18

Jana Lane

A networking event is usually lots of people and everybody runs around handing out business cards. Yeah, and I guarantee you, nobody follows up on anybody that they got a business card from. And it’s a waste of time. Yeah. Total waste of time. Agree with you always know the guy that’s got salesman breath right. They just they walk up to you and all they want to do is tell you what they do.

 

00;30;05;20 – 00;30;34;07

Jana Lane

Yes. So that’s where I think you get a skill over time by practicing networking, that people love to talk about themselves. So the, the secret of networking is just shut up and listen to people. Yes, ask questions, let them talk about themselves, be genuinely interested in what they’re saying. Yep. And the listening is key. It’s one thing to hear what’s that?

 

00;30;34;07 – 00;30;55;28

Jana Lane

Someone is talking. It’s another thing to actually listen to what they’re saying. Yes. I have clients who will text me and go DNA. In fact, Rosalyn, she texted me yesterday and she goes, do you remember where we put the staplers? We did her. We reorganized her office, and I’m like, yeah, I’m pretty sure they’re in that little side table to the left of your couch.

 

00;30;56;00 – 00;31;00;07

Jana Lane

She texted me back. She goes, oh my gosh, how did you know that?

 

00;31;00;10 – 00;31;01;19

Lauren Brollier Newton

Yeah, exactly.

 

00;31;01;25 – 00;31;07;29

Jana Lane

Weird the things you remember. But listening like just pay attention. So the I suppose that wasn’t the best analogy, but.

 

00;31;08;00 – 00;31;14;00

Lauren Brollier Newton

No, I think that’s great, Jana, because I think for, for coaches especially, a great coach listens.

 

00;31;14;00 – 00;31;14;18

Jana Lane

Yes.

 

00;31;14;18 – 00;31;20;23

Lauren Brollier Newton

And and there’s very few people in the world that actually show a genuine interest in you.

 

00;31;20;26 – 00;31;21;07

Jana Lane

 

00;31;21;12 – 00;31;46;29

Lauren Brollier Newton

And so I think that’s a great point of how you didn’t you ever feel salesy is you didn’t have the let me tell you what I do get in your face mentality. You always shut up. You shared your business. But that genuine interest in what other people are doing is huge. Because I have a, I have some very strong memories of, of being in BNI and someone coming up to me and just like word vomiting on me.

 

00;31;46;29 – 00;31;47;20

Jana Lane

Absolutely.

 

00;31;47;20 – 00;31;55;04

Lauren Brollier Newton

They’re saying what they thought I should do. And you get like this big feeling inside because you’re like, oh my gosh, you know.

 

00;31;55;07 – 00;32;00;22

Jana Lane

So which goes off, you don’t really listen anymore. Exactly. It’s certainly not going to refer them.

 

00;32;00;24 – 00;32;01;13

Lauren Brollier Newton

Exactly.

 

00;32;01;14 – 00;32;07;04

Jana Lane

For sure, because we both know when we’ve heard it a million times, how you show up to one thing, it’s how you show up to everything.

 

00;32;07;07 – 00;32;07;21

Lauren Brollier Newton

That’s right.

 

00;32;07;28 – 00;32;16;11

Jana Lane

So if this is how you’re talking to me, this is exactly how you’re going to sell my mom or my friend or my neighbor who I refer to. You. No way.

 

00;32;16;14 – 00;32;16;27

Lauren Brollier Newton

Is so.

 

00;32;16;27 – 00;32;41;16

Jana Lane

Great. Yeah. And that’s why networking is important and consistency is important. And being with the same people is important. And B and I, they call it VCP. It’s visibility, credibility, profitability. Yes. I for a lot of people, I’ve been on many leadership roles in the networking group and I’ve seen people come and go because they come in thinking, well, if I don’t get business right away, I’m not going to play in your sandbox anymore.

 

00;32;41;19 – 00;33;14;11

Jana Lane

And those people shouldn’t even be accepted as members. In my opinion. I was probably tougher on membership as a lot of other people were, because they just want new members. Yeah, I’m I’m a quality over quantity kind of person. Yeah. But yeah, consistency and just getting to know people and genuinely care and it’s, it’s about giving. So if you are giving referrals and you’re giving quality referrals or making quality introductions to someone who could benefit from knowing another professional, you’re just going to be top of mind for necessary.

 

00;33;14;13 – 00;33;34;11

Jana Lane

Yes. And and pay attention to your numbers. Definitely. It’s also important, I think, in networking to follow up. Yes, I’ve referred someone and I haven’t heard feedback from either party. I will follow up with the person that I refer to and just say, hey, did you connect with so-and-so? How did it go? And I’ll also follow up with the person who has helped you now.

 

00;33;34;11 – 00;33;47;11

Jana Lane

Is it good feedback? Is it bad feedback? And it’s it’s part of helping one another get better at what we do. That’s so great. Y’all want to make sure our clients are taken care of. We don’t want to refer them to someone who’s not doing a great job.

 

00;33;47;13 – 00;34;05;21

Lauren Brollier Newton

Yeah, so what about people? Some of the coaches are feel fear that if they join something like BNI, they’re not going to be able to refer other people. Like, they feel like I don’t know enough people to make good referrals, like they’re afraid of that referral. Like we’re supposed to give one requirement, right? So they’re afraid of the requirement.

 

00;34;05;21 – 00;34;08;12

Lauren Brollier Newton

So tell me more about how you think about that.

 

00;34;08;14 – 00;34;29;13

Jana Lane

Well, it’s the fear is real. I’ll start with that. So I just switched to, recently in January, I joined a new B and I chapter one that I’m not part of, not in the community that I live in. And I have that exact same fear even to this day. I’ve been in it since January, but it’s on my mind.

 

00;34;29;15 – 00;34;56;03

Jana Lane

And because it’s on my mind, my B and I radar is always up. So I’m looking for opportunities wherever I can. You do think it’s hard, but it gets easier. Yes. Yeah, it’s a practice. And that’s part of why people give their introductions each week. Because what that’s doing is teaching you what to listen for when you’re out living life in the world.

 

00;34;56;03 – 00;35;20;19

Jana Lane

Yes. Yeah. I was at a, women’s retreat last weekend, and I met an estate planning attorney. And in that moment, we took a nice hike together out in nature. We had a great talk, learned all about our business, wasn’t thinking B and I, in that moment. But when I came back to B and I my meeting this week, the is an attorney gave her commercial and she handles a back end.

 

00;35;20;19 – 00;35;46;12

Jana Lane

So she’s not the estate planning attorney. She handles kind of like the court side of cases that are going well. But when she gave her commercial, the light bulb went off. I’m like, oh, would you like an introduction to this estate planner that I just met last week? And she’s like, absolutely. So it’s it starts to ingrain in you and you, you absorb and you think about things that you wouldn’t in the otherwise think about right.

 

00;35;46;12 – 00;35;49;18

Jana Lane

It just right. It becomes second nature. It really does.

 

00;35;49;19 – 00;36;08;21

Lauren Brollier Newton

It’s so true. And the other thing is you’ll find that in being neither certain people that you refer to all the time either because you have similar clients. And so it’s and there will be other people in your chapter that you’ve maybe not given a referral to or you’re it’s a little more challenging, but you find your people that are easy to refer to and people that are easy to refer to you.

 

00;36;08;21 – 00;36;23;25

Lauren Brollier Newton

And it seems to just all balance out. And I think give mindset is super important because I’ve had some of our coaches say to me, oh, you know, I’m not loving the one to ones because they just want to tell me about their business and they don’t give me business. And I’m like, so you’re thinking about this all wrong.

 

00;36;23;27 – 00;36;25;05

Jana Lane

This is what they would support.

 

00;36;25;05 – 00;36;33;06

Lauren Brollier Newton

You in your chapter. Was thinking like you think nobody was giving everything to each other, so truly trusting that the law of circulation does work in this universe.

 

00;36;33;06 – 00;36;58;01

Jana Lane

Hundred percent, 100%. And, and I think you make a really great point and that is that everyone’s not going to be your referral partner, and that’s okay. And there’s two reasons. Sometimes it’s just, you know, the love feels not there. Yeah. You can still be respectful of one another. And certainly if the opportunity comes up hopefully you would refer one another.

 

00;36;58;03 – 00;37;24;23

Jana Lane

And then there’s going to be the other people you just automatically click with. And like you said, maybe it’s more common that you’ll have customers in common like the realtor, the lender, the home insurance, the those are just kind of, yes, gimmes. So the tracking of that is, is they, they track how many you give, but not necessarily to who, but oftentimes members will, be concerned about that.

 

00;37;24;23 – 00;37;42;14

Jana Lane

They haven’t given enough to everyone. And and you’re right. I mean, it’s just it’s not going to happen. Yeah. Oh I, I thought of it now with the analogy we used to always give is if a florist joins the chapter, that person is going to be so easy to refer because everybody’s buying flowers for every occasion. A real estate agent.

 

00;37;42;19 – 00;38;08;26

Jana Lane

How often does someone buy a house? Not that often. So when I joined us in the beginning, I was in the mortgage business. So I went into it thinking if I closed one transaction from a referral in my first year, it will have paid for itself. I will come out even ahead and I will be grateful. And statistically in bad I it’s the third year where your business really takes off.

 

00;38;08;28 – 00;38;21;22

Jana Lane

Yeah. So past second years a little better. Third year will really skyrocket if you stay the course. And unfortunately most of the people who don’t stay long term leave before their two years are up.

 

00;38;21;25 – 00;38;43;01

Lauren Brollier Newton

Yeah. And here’s the other thing. I think that’s really important because like our coaches like our life mastery consultants as an example, that’s the highest level of certification that we give. We they can enroll based on the training that we give them. Their VIP client is between 12,000 and $24,000 a year for one enrollment. So BNI costs like, I don’t know, 800, maybe $1,000.

 

00;38;43;07 – 00;38;45;28

Jana Lane

Yeah, I think I just renewed for a year like 700 or something.

 

00;38;45;28 – 00;38;58;20

Lauren Brollier Newton

Yeah. And you show up every week. There’s an investment of time. But I’m like, okay, if I enroll one VIP client in the year and I’m a life mastery consultant at $20,000, hello, I’ll do that. I’ll take that all day long.

 

00;38;58;24 – 00;39;18;12

Jana Lane

Well, okay. And I’ll address the time issue because launching so I stepped back from B and I for one year when I launched. There’s no Space like home because you’re supposed to have been in your business for two years in order to be in B, and I write about it. Yeah. With your business, they don’t all stick to the 24 month thing.

 

00;39;18;12 – 00;39;43;13

Jana Lane

But anyway, so I stepped out for a year. So one year into having my business I decided to go back and I’m like, okay, I’m trying to launch this new business. I always was in lunch meetings because I’m up until then, I was not a morning person. So I loved lunch meetings because I’m like, oh, cool. I’ll just go have lunch with my friends and hang out for a couple hours and do some networking.

 

00;39;43;15 – 00;40;04;24

Jana Lane

But in this case, I’m like, I’m just starting my second year of my new business. I can’t spend 2 to 3 hours going to a networking event in the middle of the day, because I need to be with and client sessions. And I was like, oh, I guess I better join a morning group. So. So I added to my workday instead of taking away from it.

 

00;40;04;24 – 00;40;15;03

Jana Lane

So I joined a group that we and I prefer meeting in person with, networking with me. Virtual is okay in person. So much better.

 

00;40;15;05 – 00;40;15;27

Lauren Brollier Newton

Yeah, I agree.

 

00;40;15;27 – 00;40;47;09

Jana Lane

You make such deeper relationships. It just opens up space for the casual conversation and laughter and really building friendships. Yes, well, I mean, they may not be the people you hang out with on the weekends, but it still becomes a friendship. Yes. But yeah. So, instead of getting up at 730 or 8, I’m now at B and I at 8:00 in the morning because I’ve, you know, if I’m going to start my work day at 9 or 10, I thought, okay, I can just get up earlier one day a week.

 

00;40;47;11 – 00;40;58;13

Lauren Brollier Newton

I know. So it’s so funny you say that because when I first joined the the BNI chapter that I belonged to, I think, I can’t remember if we met. I think we met at eight and that was so not my dream come true.

 

00;40;58;16 – 00;40;59;08

Jana Lane

 

00;40;59;11 – 00;41;25;00

Lauren Brollier Newton

Because when I left teaching, I was like, I don’t want to wake up early anymore. And I’m like, oh, we’re so early. But then it was, you know, I started to look forward to it again because it’s the people in connection. So let me ask you this, Jana, what’s your strategy? If you have a strategy where you go to your meetings and is there a follow up strategy, or if there’s a visitor, is there a follow up strategy, like is it is it truly that there’s not really a strategy other than you keep showing up?

 

00;41;25;00 – 00;41;29;01

Lauren Brollier Newton

Or is there a strategy in terms of follow up connections, those kind of things?

 

00;41;29;04 – 00;41;53;24

Jana Lane

There’s so many strategies okay. Yeah. Oh my gosh. Okay. So number one, any time there’s a visitor, whether they have anything to do with your business or what you think your client might ever need, but always follow up with the visitor. That’s just golden rule. Very few people do. Total missed opportunity. Yep. So I will say, yes.

 

00;41;53;26 – 00;42;17;03

Jana Lane

Follow up always with the person who referred you. Someone follow up with the person who you were referred to or you’ll never get referred again. Yep. And follow up with the visitors big time. And I would say you don’t even have to meet with them 1 to 1. I think it’s more important to have those a 1 to 1 meetings with, the other members, more so than the visitors.

 

00;42;17;05 – 00;42;39;22

Jana Lane

The visitor could just be a phone call or, you know, at least email them. Or maybe a quick zoom meeting. It doesn’t have to be and almost shouldn’t be a big, long, deep conversation. And if from my perspective, I always felt like when I follow up with the visitor, it’s because I want to see if I think there’s someone who I would like to encourage to apply to the chapter.

 

00;42;39;25 – 00;42;54;12

Jana Lane

Got it? Because I want to give them business or get business from them, because I want them to be a member so that if they’re amazing, right, then we can ongoing give and receive business. Yes. So it’s not transactional. It’s do I want them part of my family?

 

00;42;54;15 – 00;43;12;25

Lauren Brollier Newton

I love that, Janna, I love that. So when you so visitors that’s great. Help them be part of your chapter. And so let me just back up and say for anybody who’s not heard of BNI, I think Janice and I and I have done a great job of just, you know, going back and forth on what it is, but it’s basically a weekly meeting.

 

00;43;12;25 – 00;43;30;20

Lauren Brollier Newton

You join a chapter, you commit to showing up every week, and you network with the same group of people week after week and, and recruit new people to your chapter, and they actually become your marketing team because they’re out in the world, you know, telling you this up. So Jenna, how do you navigate. So you’re meeting with mainly the same people every week.

 

00;43;30;23 – 00;43;37;13

Lauren Brollier Newton

How do you navigate building those relationships within your chapter beyond the weekly meeting?

 

00;43;37;15 – 00;44;01;27

Jana Lane

Well, what we call that an actual 1 to 1. So meeting with the and you should ideally, depending on how many people are in your chapter, you want to meet with someone at least once a year if they’re in your, what we call power team, which would be, the great example everyone always uses is again, the realtor, the lender, the home insurance.

 

00;44;01;27 – 00;44;19;27

Jana Lane

You know, they’re all going to have a mutual client. So a referral to one of them is a referral to all of them. Yes, because they will work with that client together. Those core people you want to meet with more often, the power team. Yeah. Yes. So in my chapter, we have what we call the family power team.

 

00;44;20;02 – 00;44;39;04

Jana Lane

So once a month we stay after the meeting and we all go to breakfast together and, and come up with things we can do. In fact, we just, a couple of months ago, I proposed an idea of doing some sort of a workshop somewhere. So we’re going to do a series of three workshops because there’s like nine of us.

 

00;44;39;06 – 00;44;56;20

Jana Lane

And we found a senior living facility where we’re going to go and present to them because they’re always looking for people to come in. So we collaborated together to come up with a way to go outside of me and I as a group and do this series of workshops, which I’m really excited about. That’ll be fun.

 

00;44;56;22 – 00;45;14;11

Lauren Brollier Newton

I love that. So tell me for a life coach or for because most people listen to this podcast, our life coaches, we have a variety of coaches. But for coaches, what is your what is your power team? So like a power team as Jana is saying, is someone where you would have similar clients. So it’s easy to refer business to one another.

 

00;45;14;11 – 00;45;14;24

Lauren Brollier Newton

So for a.

 

00;45;14;24 – 00;45;46;01

Jana Lane

Coach. So for, for me, I consider my power team. Honestly, it could be anyone in the chapter because our clients as life coaches truly are anyone. So except you have maybe your preferred your ideal client. Yes. That said, I can speak to my my practice. For me, it’s other health and wellness coaches because as a life coach, that’s the business category.

 

00;45;46;01 – 00;46;16;29

Jana Lane

I consider myself in. Yes. Health and wellness. Yeah. So, finding groups, who have people who are, maybe do nutritional coaching relationship coaching, trauma, you know, helping people with trauma, whatever. So, so many different types of coaching. A great, example of that is, a friend of mine owns, health and wellness business.

 

00;46;17;01 – 00;46;38;21

Jana Lane

She has a she does webinars. And so she invited me to actually be the co-host on her webinar. So I was able to talk about life coaching and organizing and how having, you know, your life in your home in order affects your health and wellness. Yeah. Better or for the worse. So yes.

 

00;46;38;23 – 00;46;47;29

Lauren Brollier Newton

This is so great, Jenna, what I love about what you’re saying about other coaches are your best power team is coaches think their competition.

 

00;46;48;05 – 00;46;48;19

Jana Lane

 

00;46;48;21 – 00;47;05;22

Lauren Brollier Newton

And it is not competition. It is I would love to refer like I love to refer people to you as a home organizing coach or I have referred to so many other life coaches because we all have our things we do in our programs. We do. There came a time in my business where I no longer did 1 to 1 coaching.

 

00;47;05;25 – 00;47;15;14

Lauren Brollier Newton

So anytime someone would come to me and say, I really want one on one coaching, I’d refer them to the to the highest caliber life mastery consultants I knew. So that’s great.

 

00;47;15;17 – 00;47;44;14

Jana Lane

Yeah. Well, in that we call that a scarcity mindset. Yeah, there’s not enough for everyone, so I want it all for me. But if you have that abundant mindset that there’s plenty for everyone, collaboration makes the world go round. I just think it’s it’s so important. My vision for my life coaching business is all collaborative. I want to do workshops with other coaches because, like you said, we’ve all got the thing that we do.

 

00;47;44;16 – 00;47;45;07

Jana Lane

Yes.

 

00;47;45;07 – 00;48;00;03

Lauren Brollier Newton

And the person that’s meant to enroll with you is not going to resonate with me. Or they might kind of, but they’ll be like, I resonate more and more with Jana. Like, we have to trust that our clients will know the the person that resonates perfectly for them. And it’s not our job to micromanage that for the client.

 

00;48;00;03 – 00;48;06;15

Lauren Brollier Newton

Like they it’s important that they resonate. Do you are you familiar with or is she still in your chapter?

 

00;48;06;15 – 00;48;09;26

Jana Lane

Sharon Franzen Sharon is not, but I know her well.

 

00;48;10;03 – 00;48;25;27

Lauren Brollier Newton

Okay. Yes. So I so just I’m going to share with the audience that, there was an acupuncturist in a BNI group that I met and she loved, like I came to her BNI group and she was like, oh my gosh, this is the best thing I’ve ever heard. And as a life coach and I was I was newer at the time.

 

00;48;26;01 – 00;48;56;23

Lauren Brollier Newton

She said, well, why don’t give a workshop at my office and I’ll just invite my clients and they can come hear about what you have to share. And so that’s the benefit of having other health and wellness people in your life. Other coaches is there can be this symbiotic relationship. And so, so Jana, when you when you meet with someone 1 to 1 and you’re developing a relationship with them, what would be your, your, advice for how to have a great 1 to 1 meeting or conversation with them?

 

00;48;56;25 – 00;49;00;03

Jana Lane

So you’re referring to in the networking environment? Yeah.

 

00;49;00;03 – 00;49;12;23

Lauren Brollier Newton

Like in a networking meeting, you’re having a 1 to 1. How do you, build that relationship in a way that’s really authentic and meaningful? And can I, provide a way for them to get business for you and you to give business to them?

 

00;49;12;25 – 00;49;35;12

Jana Lane

Okay. I want to answer that question, and then I also want to go back to I wanted to share that when we’re talking about networking events, for the coaches who and I truly encourage you to do this, but for those of you who join a networking group, I would recommend getting on leadership in some position as quickly as possible.

 

00;49;35;14 – 00;50;01;10

Jana Lane

So when I first joined B and I knew nothing about it, I volunteered to be the education coordinator. Most people would be like, why would you do that? You don’t know anything about it exactly. That meant I had to read the manual, because every week I had to give a presentation that had something to do with B and I that was educational, and it gave me an opportunity to speak in front of everyone in the room every single week.

 

00;50;01;13 – 00;50;21;24

Jana Lane

So it was twofold. The other position that I recommend is something to do with visitor host, because that then makes it your responsibility to follow up with the visitors. So that’s the role I just took in my new group. And what I’m going to do something I’m going to do something a little self-serving and I’m going to be the growth coordinator.

 

00;50;22;00 – 00;50;38;29

Jana Lane

Yeah. Now I’m responsible for, welcoming and following up with all the people who visit, because I know that that’s something that, you know, we’re all busy, and there’s always that thing we can go, oh, well, I’ll get to that later. Oh, I’ll get to that later. Well, now I have to do it. So it’s my way to be myself accountable.

 

00;50;39;01 – 00;50;59;19

Lauren Brollier Newton

I love this, Jana. This is such a great point and thank you for bringing it. So in networking, the power of networking is that you walk into a room and there could be five people there. There could be ten people there that could be 30. But most networking groups, whether it’s BNI, Chamber of Commerce, Women’s Network, Polkadot, whatever the networking group is, they give you the opportunity to share who you are.

 

00;50;59;26 – 00;51;00;14

Jana Lane

Yeah.

 

00;51;00;16 – 00;51;26;29

Lauren Brollier Newton

And so I always encourage this audience to think of every networking group that you go to and have a chance to introduce yourself as a speaking engagement. Because even just one minute of introducing, if you, if you really get good at your one minute or 32nd introduction, it’s like having a speaking engagement every single week. And even though 30s seems like no time at all, if you say the thing that resonates with someone, they’ll walk up to you right after the meeting.

 

00;51;26;29 – 00;51;41;08

Lauren Brollier Newton

They’ll be like, I need what you do. And so I love that you said, Jana, when you take a leadership position it gives you even more opportunities to speak. What does that do. People get to know you. People get to like you, people get to trust you and then you’re top of mind for your profession.

 

00;51;41;11 – 00;51;48;03

Jana Lane

Well that’s right, they told me visibility, credibility, profitability. I’m like, okay, I’m going to master that visibility really quick, right?

 

00;51;48;06 – 00;51;50;08

Lauren Brollier Newton

That’s right, I love me.

 

00;51;50;10 – 00;51;53;21

Jana Lane

Yeah. And I still don’t seem pushy. Yeah, exactly.

 

00;51;53;21 – 00;52;21;14

Lauren Brollier Newton

So let me ask you this, Jana, because we talked about this earlier, one of the things that puts people who actually sign up for a networking group like BMI in the life coaching industry, not so much our brave thinking Institute coaches, because we’ve also trained them on business. But just as a general rule, in my years in BNI, many people dabble in life coaching or it’s a hobby or it’s their kind of doing it or it’s, you know,

 

00;52;21;16 – 00;52;24;29

Jana Lane

Flowy and whatever, but they don’t seem, I mean.

 

00;52;25;02 – 00;52;46;13

Lauren Brollier Newton

I’m just being completely transparent. I, I it doesn’t seem professional. And so I think as a life coach, when you show up and I mean, if I just think of my own history at BMI, I joined one group and then I would go and visit other groups. And because I was one of the few professional life coaches showing up, everybody referred me because I was the only professional life coach they knew.

 

00;52;46;15 – 00;53;14;11

Lauren Brollier Newton

They might have heard of other life coaches. They might have seen another life coach maybe dabble in it and then be in the group for a little while and leave. But I was professional, and I think, Jana, that you’re when you show up at networking, you have that same aura about you. You show up as a professional. So for someone who maybe doesn’t feel confident or doesn’t feel like that professional, would you have any tips for just tangible, practical things to do to show up professionally at these type of things?

 

00;53;14;14 – 00;53;47;07

Jana Lane

I would say it’s kind of like if as a life coach, if you have a, signature story of how you talk about yourself with your client, potential clients or potential collaborators, similar, when you’re in a networking environment, you really want to hone, your skills around your introduction. It’s important. And I, also transparent still struggle with saying I’m a life coach because I’m anticipating the oh woo woo hoo thing, you know?

 

00;53;47;10 – 00;54;16;15

Jana Lane

Right. Like it’s and it’s really just ignorance and not by anyone’s fault. People just don’t get it because there’s 8000 versions of life coaching. That’s right. So it’s kind of like mastermind. It’s it’s diluted because there’s so many versions and nobody really knows what it is. So my recommendation is to come up with a, a commercial or an introduction that says what you do without saying I’m a life coach.

 

00;54;16;18 – 00;54;36;17

Jana Lane

Agree, I might, you know, when somebody asks you what do you do? Well, hey, have you ever experienced a time in your life where you just felt like, oh, is this it? Or is there something more for me? I’m really longing to do something different. Everyone’s like, heck yeah! And I’m like, what I do is I help people figure out what that is and design a path to get there.

 

00;54;36;19 – 00;54;56;14

Jana Lane

I’m a life coach, all right? So you just kind of flip the script because once you say life coach, I feel like people might sometimes go, their head is going, oh, what is that? Instead of listening to you actively. But people love stories. Yes. Like everyone can relate to a time where they wanted something more in their life.

 

00;54;56;16 – 00;54;57;15

Lauren Brollier Newton

So great channeling.

 

00;54;57;16 – 00;55;01;01

Jana Lane

Whatever your thing is, right? You just come up with your your stick.

 

00;55;01;03 – 00;55;07;23

Lauren Brollier Newton

Yeah. And the other thing you could do is you can just paint the barn door. Read on. How many of you when you think life coach, think woo.

 

00;55;07;23 – 00;55;11;10

Jana Lane

Woo, you know right. Call it what it is. Yeah.

 

00;55;11;15 – 00;55;19;24

Lauren Brollier Newton

Call it what it is. And then they’ll they’ll laugh or they’ll either raise their hand. I’ll be like, I fought that too before I won. And here’s what I actually do. I help people get results.

 

00;55;19;27 – 00;55;20;06

Jana Lane

Right.

 

00;55;20;07 – 00;55;28;27

Lauren Brollier Newton

So it’s like you. Yeah. If anything that you feel I think that helps with confidence actually, is that if you’re feeling sensitive about something, just paint it.

 

00;55;28;27 – 00;55;33;00

Jana Lane

Red. Get it out of the way I love that. Get it out of the way. Yeah.

 

00;55;33;02 – 00;55;41;09

Lauren Brollier Newton

If for years, you know, you’ll laugh at this for the first couple years and I, I didn’t use the term life coach. I would say I’m a transformational coach. I’m a success coach. I just.

 

00;55;41;09 – 00;55;46;03

Jana Lane

Transfer. My coach is probably worse. It’s probably worse. Yeah. I was like.

 

00;55;46;05 – 00;55;59;15

Lauren Brollier Newton

But I hadn’t thought I, you know, when I first got the opportunity to become a life coach, I wanted to do what Mary Morrissey did. So I was like, oh, I’m going to go figure out what she did. And then I attend the presentation and she says that we certified life coaches. I was like, you feel.

 

00;55;59;21 – 00;56;00;24

Jana Lane

Like.

 

00;56;00;27 – 00;56;12;20

Lauren Brollier Newton

I’m like, I feel like I’m going to have to wear tie dye and like, dance under the moon. And that is not my personality. And then I was like, But Mary’s wearing like a Chanel suit, so I think I might. She’s not wearing tie dye. So maybe this life coaching thing.

 

00;56;12;20 – 00;56;33;24

Jana Lane

Oh yeah. Okay. So that’s so funny. That’s so funny. So there’s this retreat that I just went to. It’s it stemmed from me speaking with someone who I met through my polka dot group, which let me quickly say this, when you mentioned polka Dot earlier. And for those listening, that’s another networking group. It’s a women’s group. It’s a collaboration group.

 

00;56;33;25 – 00;57;01;05

Jana Lane

They don’t call themselves networking. It’s not business first. It’s relationships first. And I love it. I’ve been a member almost six years. So I wanted to say two things. One is polka dots. Amazing. And the second is we find a variety of networking groups. I really recommend having more than one, but they need to be complementary. Like BNI is super structured, very business professional and polka dot is more collaborative.

 

00;57;01;08 – 00;57;22;23

Jana Lane

Women supporting women, it’s a whole different vibe. So the two don’t really conflict with each other geographically. I also am in different locations, which I think is important because you want to honor your commitment to be a good referral partner to the people in each group. Yes, for sure. So I think that’s great. Yeah, super, super important.

 

00;57;22;26 – 00;57;39;26

Lauren Brollier Newton

The other thing is that networking groups come with speaking opportunities. So like if you and I, you have an opportunity depending on how big your group is, once a quarter, once every once in a once once a year or twice a year, depending on how small your group is. 4 or 5 times a year, get up and speak and tell what you do.

 

00;57;39;26 – 00;57;42;10

Lauren Brollier Newton

In polka Dot it can be the same. So I think that’s you.

 

00;57;42;10 – 00;57;51;19

Jana Lane

Know what’s amazing though. So in BNI you can present in your chapter in polka Dot. You can present in any chapter anywhere in the world. Yes. Very cool.

 

00;57;51;26 – 00;57;52;21

Lauren Brollier Newton

Very very.

 

00;57;52;21 – 00;57;53;02

Jana Lane

Cool.

 

00;57;53;06 – 00;58;01;19

Lauren Brollier Newton

Yeah. So Jana, I’d love to hear a little bit about just what are your stats over the years from like what networking actually did for your business?

 

00;58;01;22 – 00;58;25;25

Jana Lane

You know, over the years, I would say it’s probably a good 80% of my business. And I can say that because, my stats right now through my networking, I actually looked it up. So year to date this year and I, I don’t have to calculate it because I do it every single month. I write down where my lead came from, if it closed, and I keep track of what percentage of my business.

 

00;58;25;25 – 00;58;58;04

Jana Lane

So my business networking international chapter is 34% of my closed business year to date. My polka dot powerhouse networking excuse me collaboration group is 33% of my business year to date, and collaborating with other coaches has led to 12%. 79% of my business is through my networking and and, professional circles and the remaining small percentage comes through my social media posts.

 

00;58;58;06 – 00;59;03;20

Jana Lane

Yeah. Yeah. Networking makes the world go round. Collaboration supports it.

 

00;59;03;22 – 00;59;19;07

Lauren Brollier Newton

I love that. And if you check out Jana social media and she’s going to give you the links to her social media, at the end of this, you will see that she’s really, really great at social media. So if you’re a coach wondering how do I post? What do I say? Check out Jana is for inspiration because she does a great, great job of it.

 

00;59;19;10 – 00;59;42;03

Lauren Brollier Newton

So let me ask you this, Jana. So you took the leap. You have your home organizing business, then you decided to become a transformational life coach with Brave Thinking Institute. And some of the people listening to this podcast have been listening for a while, and they they’re interested in our life coach certification. So now that you just went through it yourself, would you be willing to share with this audience the things that you loved about our Life Coach certification?

 

00;59;42;06 – 01;00;05;01

Jana Lane

I think my number one favorite thing is you, I want me to say that. Thank you. Thank you. Well I love structure and there is a lot of it, but I think the way that it’s, designed is very smart because the first part and you’re talking about Life Mastery Consultants specifically for the.

 

01;00;05;03 – 01;00;06;20

Lauren Brollier Newton

Life Mastery Consulting.

 

01;00;06;23 – 01;00;25;00

Jana Lane

So it will in life mastery. The first part is the Dream Builder piece. And I love that because you go through you’re you go through it as the client before they throw you into here’s how to teach it. And they don’t just have you go through it as the client and then throw you to the wolves and say, now go teach it.

 

01;00;25;00 – 01;00;49;29

Jana Lane

They you guys literally do teach us how to present it and give provide the tools to enable us to do that. And from from my understanding, from the outside, depending on the level of certification, there’s more and more meat and potatoes to it. Yeah, I got I got the full Monty. So I got all of the behind the scenes business and the templates and the website and all the all the bells and whistles came.

 

01;00;50;01 – 01;01;12;00

Jana Lane

Yes. Mind. So yeah, it’s the support is amazing too. I mean, you have a concierge who you can reach out to any time you have a question. The I mean, Mary Morrissey, I mean, come on in her family. Yeah. How could you go wrong? I mean, they’re they’re all just. So, first of all, they’re just beautiful humans.

 

01;01;12;00 – 01;01;26;01

Jana Lane

You can tell. So talented. And then all the other faculty that’s been brought in is so, experienced and, heartfelt. And it’s just genuine. Everything feels very genuine.

 

01;01;26;03 – 01;01;28;19

Lauren Brollier Newton

I love that. I’m so glad. Jana. Yeah, you did get the.

 

01;01;28;19 – 01;01;30;15

Jana Lane

Full kit and.

 

01;01;30;18 – 01;01;31;11

Lauren Brollier Newton

All the tools.

 

01;01;31;11 – 01;01;34;22

Jana Lane

And I said, what does Lauren recommend? Yeah.

 

01;01;34;22 – 01;01;52;05

Lauren Brollier Newton

And, you know, the reason is funny because Jana recently was like, yeah. Why did you recommend going the life mastery consultant route for me? And I think that for the person like Jana, who is the consummate professional, you weren’t going to play around and be like, oh, I’m going to like kind of half assed this coaching thing for the person that wants.

 

01;01;52;05 – 01;01;55;18

Jana Lane

To build about 60. Yeah, yeah, exactly.

 

01;01;55;20 – 01;02;02;01

Lauren Brollier Newton

For the person that wants to build a business and wants to be successful, just invest. Like Jana said, just invest in what’s going to give you all the.

 

01;02;02;01 – 01;02;03;10

Jana Lane

Tools to go.

 

01;02;03;10 – 01;02;15;28

Lauren Brollier Newton

Out. And then with Life Mastery Consulting, it’s like you enroll one and a half VIP clients. We always joke with a half client, but one and a half VIP clients and it’s paid for. And hopefully you’re enrolling hundreds of clients over the course of your coaching career.

 

01;02;15;28 – 01;02;50;00

Jana Lane

So what can I share with something? Just going back to that, like the cost and investment and all that as a serial preneur, if that’s a word, I am I am so happy that I started there’s No Space Like home. I love my home organizing business, but it as I was starting on the coaching studies and helping my home organizing clients, I’m penciling out on paper what I, as one human being can actually generate an income.

 

01;02;50;02 – 01;03;12;10

Jana Lane

And I realized there is a ceiling and it is fairly low. I mean, fortunately you were my coach, so I you said never ever, ever charge less than $100 an hour. And I never, ever have. Good. It’s just been amazing. Other coaches who do, the organizing piece are like, you charge what I’m like everyone has said yes.

 

01;03;12;12 – 01;03;34;17

Jana Lane

So. Exactly. So maybe step up your game. But yes, that. But no, I realize there’s there’s only so much I, as one person can do when I’m responsible to work one on one with people. That’s right. That was what inspired me to go down the virtual coaching path. But I’m still with one person. It just takes less hours.

 

01;03;34;20 – 01;03;56;07

Jana Lane

And then with coaching, you think I can affect so many people’s lives, so many more people, and it rewards me financially at the same time? Yes. I mean, that’s kind of a no brainer. Why would I not want to do that? Yeah. So now I’m kind of at that crossroads path. Do I burn the ship or do I just build a second ship?

 

01;03;56;10 – 01;04;02;11

Jana Lane

Yeah, exactly. Right. So I never know. I’ve started building a second ship, but we’ll see.

 

01;04;02;13 – 01;04;20;18

Lauren Brollier Newton

Yeah, I love that. And it’s just so great. It speaks to at Rethinking Institute. We teach you. You can coach people 1 to 1 all day long as much as you want. And we teach you how to do what we call leverage, which is there’s a couple different forms of leverage. One, you can have a linear program meaning everybody starts and ends at the same time.

 

01;04;20;18 – 01;04;39;26

Lauren Brollier Newton

But instead of coaching one person, you can coach ten, 20, 30, 40 people in the same group and provide ways that they still get everything they need. And you’re now coaching ten people through a dream builder group, and therefore in the same one hour a day, you help ten people. They got what they needed and your income went way, way up.

 

01;04;39;28 – 01;05;06;19

Lauren Brollier Newton

But the second form of leverage is to have in our Life Mastery Consulting program, you can have one group every week and that same group, new people can start at the top of every month. So now I have one calendar spot, one day a week where I coach my life mastery groups, and people come at the same time every week, and new clients can join and people can drop off, and they still get the transformation that they love, and you still get to do the coaching.

 

01;05;06;19 – 01;05;26;00

Lauren Brollier Newton

But now you can impact way more people and you can leverage your time much better. And so, it is a wonderful model because you can have massive impact and your income follows that impact. So it’s great. I’m glad you had that discovery. I told Jana when she first started, I was like, do not charge for your home organizing less than $100 an hour.

 

01;05;26;02 – 01;05;44;23

Lauren Brollier Newton

This is the analogy I gave Jana, and I’m going to give it here because it’s valuable to all of us. When I go get my nails done, which I do every two weeks, it’s $60 to get my nails done and I leave a 20% tip, $12. So I sit there at the nail salon and it costs $72. My life can change.

 

01;05;44;26 – 01;06;01;16

Lauren Brollier Newton

It doesn’t last forever. And I spent $72 an hour for. And I love my I have the best nail person in the world, and yet it’s a skill that pretty much anyone can do. So when I was coaching Jana about what to charge for her or home organizing business, I was like, girl, I get my nails done.

 

01;06;01;16 – 01;06;12;17

Lauren Brollier Newton

It cost me $72 an hour. You’re not bringing all this skill, all this expertise, all this wisdom and charging less than that. So for a life coach, something that is going to change your life forever.

 

01;06;12;19 – 01;06;13;11

Jana Lane

 

01;06;13;14 – 01;06;23;07

Lauren Brollier Newton

Please don’t ever charge less than our life. Coaches should be more like 150 $200 an hour. We don’t train people to charge hourly, but if we were.

 

01;06;23;09 – 01;06;23;25

Jana Lane

You got.

 

01;06;23;25 – 01;06;28;11

Lauren Brollier Newton

It. It’s like, did I ever tell you, Jana, the Picasso on the napkin story?

 

01;06;28;13 – 01;06;30;10

Jana Lane

No, I don’t think so.

 

01;06;30;10 – 01;06;48;23

Lauren Brollier Newton

I’ll tell this one. So this is true story. Picasso. Someone sees Picasso in a coffee shop. They’re like, oh my God, Pablo Picasso, can you draw me something really fast? Can I have your autograph? And he draws, a bird on a napkin and hands it to the lady who says, you know, that’ll be $500 or something like that.

 

01;06;48;23 – 01;07;03;20

Lauren Brollier Newton

And she’s like, that took you 30s. You’re gonna charge me five? Whatever it was. I don’t remember what he said, but 500 bucks. Something that took 30s. And he said, that’s where you don’t understand. It didn’t take 30s. It took 30 years to become a Picasso.

 

01;07;03;23 – 01;07;04;23

Jana Lane

Right?

 

01;07;04;26 – 01;07;18;28

Lauren Brollier Newton

So as life coaches, it’s very important to remember we’re not charging, actually, for the hour. We’re charging for the value that we provide with what they what we know that most of the world doesn’t know. So. Okay. I’m sorry I went off on a long tangent there.

 

01;07;19;01 – 01;07;44;00

Jana Lane

That’s okay, that’s okay. Okay. I wanted to share if we can. I probably get long on time. One of the, one of the things I wanted to say, because you were just talking about that the hourly. I’ve actually never been hired hourly because how you sold your programs. When I first hired you as my coach, I modeled your worksheet for my proposals to my clients.

 

01;07;44;00 – 01;08;05;19

Jana Lane

So it’s hourly per session and per package. Yes. I think two people have hired me per per session, all packages. And no one has stopped that. I’ve had one person ask if I could reduce the price and I said no. And they said, yeah, yeah. So I mean, it’s no your value. And then just that it’s a sales technique.

 

01;08;05;24 – 01;08;16;19

Jana Lane

Right. And so each the package is a little lower per hour or per session than the others. But I’ve mastered that and I’ve actually gone on to teach some other coaches how to do that in their business.

 

01;08;16;26 – 01;08;29;20

Lauren Brollier Newton

Which is so important because really the whole point of the package is for most clients. I don’t care if it’s life coaching, business coaching, home organizing, they’re not going to have the transformation they want with one session.

 

01;08;29;22 – 01;08;30;21

Jana Lane

 

01;08;30;24 – 01;08;45;24

Lauren Brollier Newton

It’s like I can’t take a, you know, if someone comes to me and it’s like, oh, I don’t love my job, it girl is going to take more than one session to transform all the things that we need to do to help you believe you can start a new career for sure. It’s not just about helping our own model.

 

01;08;45;24 – 01;08;56;22

Lauren Brollier Newton

It’s like you really. For most, coaching modalities cannot transform a life in one session. You can you can take a tiny corner of their world and make it a little bit better for a little while. But if you’re interested in helping people have.

 

01;08;56;22 – 01;08;57;15

Jana Lane

Full.

 

01;08;57;15 – 01;09;01;10

Lauren Brollier Newton

Transformation, that takes time.

 

01;09;01;13 – 01;09;20;13

Jana Lane

Well, I want to say this the brave thinking Institute and Life Mastery program totally works because I did my first workshop in October, and my very first strategy session turned into my very first one on one client. So celebrating that. Oh, yeah. Exactly.

 

01;09;20;14 – 01;09;37;01

Lauren Brollier Newton

And let me honor you, because there’s a lot of brave thinking Institute clients that’ll listen to this. And for whatever reason, they’ve been like, oh, maybe I don’t need the vision workshop. Maybe I need to use the strategy session script. And thank you for proving that if you just. And that’s what I did. I just worked the model.

 

01;09;37;04 – 01;09;41;01

Jana Lane

And I know that you told me that. And I hear that. Yeah, yeah.

 

01;09;41;03 – 01;10;01;08

Lauren Brollier Newton

So, Jana, let me ask you for our final question. I have two more questions, but for the for the final content question, if you were a coach starting your business, I’d ask every person on this podcast the same question. If you were a coach starting your business from the ground up today, what’s the first thing you would do?

 

01;10;01;10 – 01;10;03;29

Jana Lane

And I’m already certified.

 

01;10;04;01 – 01;10;10;21

Lauren Brollier Newton

Yeah. You already you already know what you’re going to coach, know what you’re going to teach, and now you’re just trying to build your business. What’s the first step you would take?

 

01;10;10;21 – 01;10;39;08

Jana Lane

The most important thing to do would be to make sure that I’m surrounded with the right support, rather that mentorship, mastermind groups, networking groups just immerse yourself in like minded people. Because one thing I know from every business I’ve been in, the people around me don’t get it. It’s not what they do, right? My best friend doesn’t get it.

 

01;10;39;08 – 01;10;55;11

Jana Lane

She’s a legal assistant, you know. My husband doesn’t get it. He’s a laborer. Their minds are not the same. So I would say number one, make a make sure there’s a lot of space in your calendar to be with the right people.

 

01;10;55;13 – 01;11;03;08

Lauren Brollier Newton

Love that, Janna. Okay, so final question. If people want to reach out to you, find you find there’s no space like home, find your coaching business. How do they find you?

 

01;11;03;11 – 01;11;15;00

Jana Lane

Well, you can find me through my website. There’s no space like home comm. And you’ll also be able to find the same on Facebook and on, Instagram.

 

01;11;15;02 – 01;11;31;08

Lauren Brollier Newton

Love it. Okay, so there’s no space like home Facebook, Instagram. There’s no space like home.com. And gentlemen, thank you for everything that you are and all that you do and for your friendship and your, your pizazz. I just love you so much. I’m so grateful that you came on the podcast.

 

01;11;31;08 – 01;11;37;22

Jana Lane

I’m blessed that you’re part of my life. It’s wonderful you, Cam and Wyatt. Thank you.

 

01;11;37;24 – 01;12;03;10

Lauren Brollier Newton

You know, and for everyone listening, we’ll see you on the next episode. 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.

 

01;12;03;13 – 01;12;21;25

Lauren Brollier Newton

And while you’re at it, if you loved the show, please rate and review to find out how to jump start your funding, 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 slash coach Quiz. I’ll see you in the next episode.