If there’s one message that rang loud and clear in my recent conversation with Janine Garner, it’s this: the way we sell, connect, and grow in business has changed – and if we want to lead in 2026, we’ve got to be bold enough to adapt.
Janine is an international speaker, author and queen of reinvention. She’s worked with some of the biggest businesses across Australia and globally, and what she brought to the podcast was both practical and powerful.
The truth? If you’re still trying to win through transactional sales or hustle-heavy tactics, you’re already behind. What’s cutting through the noise today – what’s creating real, sustainable growth – is connection. Genuine, intentional, strategic connection.
And that starts with our networks.
Transactional Tactics Are Out. Trusted Networks Are In.
Let’s call it out – for too long, networking has been icky. Surface-level, business-card collecting, elevator-pitch nonsense. We’ve been taught to make it about “What’s in it for me?” But if that’s how you’re thinking about connection, it’s time for a reset.
Janine’s framework – one I’ve used personally and now bring into client conversations – reframes networking from a numbers game to a nurture game. It’s a deliberate, relationship-first approach to growing your business from the inside out. And it works.
The Core Four: Who’s In Your Corner?
Janine introduces the “Core Four” – four types of people we all need around us to fuel sustainable growth, both personally and professionally.
1. Promoters – These are your champions, your advocates. They rave about you behind closed doors and open doors for you. In client organisations, they’re often the ones flying your flag internally. Are you giving them what they need to keep doing that?
2. Pit Crew – The people who’ve got your back. They’re not your spouse or your dog – these are the professionals who hold you when things go sideways and keep you moving forward. Inside client businesses, they might be the people using your product or service directly – they’ve seen the impact and want to see more.
3. Teachers – These are your truth-tellers and your expanders. They help you grow, challenge your perspective and share knowledge that elevates your thinking. Often they’re above your direct contact – a CEO or senior leader who sees the big picture. Do you know what they’re seeing right now?
4. Butt Kickers – We all need someone to remind us of what we said we’d do. These are the people who keep us accountable to our goals and call us on our distractions. In a client setting, this might be the EA – the person who gets things done, keeps the engine moving, and helps you stay top of mind.
Now imagine not just having these people in your life – but knowing exactly who plays which role in your top 20% of clients. That’s the power move. That’s where growth accelerates.
Your Competitive Advantage Isn’t Your Product – It’s How You Think
One of the most powerful takeaways from our chat was this: your biggest commercial advantage today isn’t your offer, your process, or even your track record. It’s your thinking.
In a world where AI can write copy, customers can research everything online, and trust is at an all-time low, our only real competitive advantage is how we think. The ideas we bring. The dots we connect. The questions we ask that no one else is asking.
This is where the real opportunity lies – in showing up not as an order taker, but as a teacher. As a thought partner. As someone who genuinely cares enough to bring something new to the table.
And this is exactly where Janine’s T.A.D. framework is so powerful. It gives us a simple way to embed that thoughtfulness into every follow-up:
- T – Thank you for… Make it specific. “Thanks for your time” is nice. “Thank you for sharing the challenges you’re seeing across your team” shows you listened.
- A – Ask… “Is there anything more I can do for you?” opens the door to serve, not sell.
- D – Do… Take ownership. Share the next step. Build confidence that you’ll follow through.
In a world flooded with automated DMs and generic follow-ups, this is what cuts through.
Network 10 – Your Daily Sales Advantage
Let’s make this actionable.
Janine shared a deceptively simple strategy called Network 10. Ten minutes. Two people. Every day.
This isn’t about scheduling long coffee catchups or writing perfect LinkedIn messages. It’s light-touch, intentional connection. A voice note. An article shared. A quick thank you. A moment of generosity with no strings attached.
That’s 40 connections a month – 40 moments of visibility, relevance and value. The magic? Most people don’t do this. Which is exactly why it works.
Final Thought: Stop Chasing, Start Nurturing
If you’re feeling stuck in the busy trap, constantly chasing new leads while juggling your team and trying to keep sales consistent – I want you to pause. Take a breath. And look at the gold already in your business.
Your top 20% are the ones who already know you, trust you, value you. They are your best growth opportunity.
So instead of scrambling for more, start getting strategic about who you’re nurturing – and how.
Because smart business growth isn’t about doing more.
It’s about doing it better.
If this article struck a chord, I highly recommend diving deeper into Janine’s work. Her book It’s Who You Know is a must-read – practical, powerful, and something I revisit often (yes, my copy is covered in Post-its!).
You can find Janine on LinkedIn or visit janinegarner.com.au to explore her books, podcast, and programs. Her work is a brilliant reminder that sustainable growth doesn’t come from chasing – it comes from connecting.
You can also listen or watch the our conversation here.