The Value of Certification with Marta Stam

 

Marta is a financial sales professional with over 15 years of experience in the field. When she became a twin mom, she quickly developed a bit of an obsession with understanding and improving sleep. This personal quest turned into a true passion for helping other families achieve healthy sleep patterns for their babies. 

When she enrolled in the Center for Pediatric Sleep Management, she already was working with families as a sleep consultant. She believed she could navigate this path on her own, but only after joining CPSM did her business truly begin to take off.

Marta is very passionate about this work and aims to help as many families as possible!

 

 

Links: 

If you would like to learn more about the Becoming a Sleep Consultant, please join our free Facebook Group or check out our CPSM Website.

Book a free discovery call to learn how you can become a Certified Sleep Consultant here.

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Transcript:

Intro: Welcome to Becoming a Sleep Consultant! I’m your host Jayne Havens, a certified sleep consultant and founder of both Snooze Fest by Jayne Havens and Center for Pediatric Sleep Management.

On this podcast, I’ll be discussing the business side of sleep consulting. You’ll have an insider’s view on launching, growing, and even scaling a sleep consulting business. This is not a podcast about sleep training. This is a podcast about business building and entrepreneurship.

Marta is a financial sales professional with over 15 years of experience. When she became a twin mom, she quickly developed a bit of an obsession with understanding and improving baby sleep. This personal quest turned into a true passion for helping other families achieve healthy sleep patterns for their babies.

When she enrolled in the Center for Pediatric Sleep Management, she was already working with families as a sleep consultant. She believed she could navigate this path on her own, but only after joining CPSM did her business truly begin to take off. Marta is very passionate about this work and aims to help as many families as possible!

Jayne Havens: Marta, welcome to the Becoming a Sleep Consultant Podcast. I’m so excited to have this conversation with you today.

Marta Stam: Hi, Jayne. Thank you so much for having me. I’m also very excited, my first podcast ever.

Jayne Havens: Well, excited to have you, and congrats on being a first timer. Before we get started, tell us a little bit about you. Share maybe what you do professionally and a little bit about your family life and why you decided to become a sleep consultant.

Marta Stam: Yeah, sure. So I am Marta Stam. I come from Poland, and I’m based in Poland. So I found you via Google. Well, actually, more on Facebook. So I am a twin mom. My girls are 19 months. My husband is Dutch. I’ve been working in corporate world since I graduated from university. Then, of course, I had my girls. I went on maternity leave. The moment I found out I’m pregnant with twins, I was super scared. Well, of course, scared of how will I take care of two babies at once. But I was scared, how will I survive without sleep?

Because the version of me that has not slept well is absolutely horrible, so I was really scared. I will not be a good mom if I don’t get my good hours of sleep. So I went on into research. I am a freak when it comes to research. So literally, I’ve purchased lots of books. I was at the advantage that I speak English well. So I just Googled in English, and I found lots of publications. I literally Amazon-ed and Kindle-d everything I could find on sleep. I, of course, joined lots of Facebook groups. And through that, I’ve learned lots about baby sleep.

Initially, it wasn’t like an idea to have a business out of it. It was just for me and for my babies. The moment they were born, I started implementing everything slowly, and it worked. It really worked. They were like this 12 hours by 12 weeks, which I never say to my customers. But it worked. They were born preterm a little bit. So when they turned 15 weeks, corrected, they slept their first 12 hours without defeat. It was amazing. I saw that those were two totally different characters, different needs in terms of sleep. And it really worked.

Of course, when it worked with my twins, then my friends were like, “Oh, my god. How did you do that?” So then I started helping my friends. Whatever I told them, if they implemented it — because that’s the most important thing, if they implemented it — it worked. Then they said, “Oh, you should totally do it and try to help others.”

As a little kid, I always wanted to be a teacher. This was my dream. But then because of the financial reasons — basically, teachers in Poland earn really little — I went into economics, and I did all this corporate and business stuff. But this really, truly felt like something I really want to do. So I started slowly. It’s not very big in Poland and very well-known. There are literally few sleep consultants. So I started on my own and just advertised a little bit. I joined Facebook groups, and then it worked. I was helping families, and it was absolutely wonderful.

I knew that abroad, there’s this certified sleep consultant. So of course, I did research some of the certification courses. When I saw the prices, I thought, “Oh, what a waste of money.” I know it, right? I’m already doing it. I did it with my babies. Like, why would I spend this money just to say I’m certified? In the back of my mind, I thought it will give me a little bit more credibility with my customers. So I did think that maybe at some point I will do it. But I wasn’t so into it, until I came across Becoming a Sleep Consultant group, your Facebook group.

Let me tell you, you are amazing just the way you talk. Of course, from there, I went on to your podcast. Whenever I was in the car and driving, I was just listening to it. The more I listened, the more I actually thought maybe it’s not just about credibility. You shared some ideas and everything.

What I was struggling in my business with was, sometimes I had those tough cases, and I really didn’t know what to do. Or, I thought I know, but I wasn’t sure if I’m going the right direction. I really wanted to help those families in the right, safest, fastest way. So I was also very drawn into you, not only by your personality but also this group, this group that I could actually brainstorm and ask someone.

Because my husband had enough of me talking about sleep training. So, yeah, that’s how I found you. And that’s how I actually thought, you know what? I will give it a try. It blew up my mind. Actually, when I look back at what I thought versus what I gained, the best decision ever. Seriously, I’m so grateful I found CPSM by complete accident.

Jayne Havens: I’m so glad to hear you say that and your story. I feel like sometimes you’re me but in Poland. Our stories are pretty much exactly the same in that I got into this because I wanted to teach my own baby how to sleep through the night. I also am the type of person that’s not a candidate for long-term sleep deprivation. I knew that I was not going to thrive as a mother or a human being without seven to eight hours of sleep overnight. I taught my son to sleep independently. All my friends were jealous. They wanted help. I helped them with sleep. They started telling their friends that I could help. And that’s how my name got out there.

Actually, I’m curious about your journey. For me, I was supporting families for free for years before I even started charging for it. And I’m wondering if that was the same for you. Or, if after you figured it out in your own home and helped a few friends did you start a business right away?

Marta Stam: I don’t know. I definitely first had a few families. Well, I wouldn’t be able to tell you now how many, but at least 10 families, that I just did pro bono, just sort of try and see. I was also telling them that I’m only just starting, that I will just help them for free. And it worked. It really gave me — well, you know how it is — experience, right? The more families you work with, the more experience you have, the more you know what questions they are asking, or what problems they are facing, or how different babies react to the sleep training process.

At the end of the day, it’s also all about how you translate this message to them. Because you’re their coach. And if you want them to be successful, they have to trust you. But they have to also believe that it will work. That’s our job, really, to tell them and persuade them to actually follow what you’re recommending. Because only then you will have a satisfied customer. So, yeah, I’ve helped families.

But I will tell you one thing that I’m actually quite embarrassed about. My sleep plan was 60-pages long before I joined CPSM. 60 pages. That’s what I was sharing with my customers. They were paying customers already. Before I joined, I already had paying customers. Then I think, just randomly on the group, some people started talking about the sleep plan length, or maybe I’ve asked. People were saying like 3 pages, 4 pages, 6 pages, maybe 12 pages. I had 60. So I really cut it back properly, and it worked so much better. It was then easier. Just those little things. Of course, I was trying to do my best to just give all this knowledge. And it’s loads, right? It’s lots of information and knowledge.

For example, what CPSM helped me with was, for sure, be better at messaging, be better at what content to share with parents so it’s easier for them to digest and understand and then implement, how to coach them through the journey of helping their kids sleep better, but then also this whole business setup. I’ve got so much new ideas. I would never come up with them. I think in a million years, if I not had seen it in the course but also learned from the group, I think this group is gold, how people are open there.

If you look at it, it’s competition, right? Everybody on the group, technically, are each other’s competition. Yet, all those ladies there are so open and so happy to share and help and support each other. It’s just beautiful to see. For me, this is my goldmine. Of course, the course and the content, because I’ve learned a lot.

Actually, that’s also one of the things. I thought, I know it. I literally read so many books. I remember when I joined and you shared a list of recommended readings, I’m like, yeah, I read that. I read that. I read that. So I was thinking, oh, I know it already. Then, actually, so many things, even methods in there that I didn’t know. How to coach parents and how to approach different problems.

Also, on special-needs kids, that section was very important for me. Actually, making a difference in sleep for me, for my babies, was amazing. Helping those other parents, amazing. But when someone has a special-needs baby, that you don’t have to turn them away and you can actually help and make a difference there also, very special. I did actually have some special-needs kids joining the course. That section really helped and gave me confidence to go forward with the customer. So, yeah, it’s easy.

I know I sound like your commercial. But if anyone out there is wondering if they do need a certificate to become a sleep consultant, A, yes, you do. And B, yours is best. Not like I have comparison, but I did look at others on their content.

Jayne Havens: You mentioned a lot of really amazing reasons to get certified, all of which I entirely agree with, and I had sort of the same experience myself being very much self-taught but then eventually getting some more formal training and realizing how valuable that would be.

I’m wondering if you could take us back to when you first joined, when you landed inside of the Becoming a Sleep Consultant Facebook group, or when you were binging the podcast. Can you pinpoint what it was at that point? Did you know what you were missing, or did you just sense from all of the content that was out there that there was more that you didn’t know? Like, you didn’t know what you needed, but you knew you needed it. Or was there something like, “Oh, Jayne is teaching X, Y and Z. I need it for this”?

Marta Stam: Well, I think, honestly, people buy from people, right? I’m a salesperson by trade, so I know it. People buy from people. So honestly, the main reason is you, just the way you are and the way you were talking and also your messaging. I checked out, of course, the Facebook group. I’ve listened to podcast. I guess I just like the vibe I got from you, really.

Secondly, when I looked at the content, the business section, it wasn’t just sleep training, which I remember I thought I know about. Like, I don’t need it that much, that part. So the business section, for sure, was important to me. But then also the group and all those interesting people you invite to podcast. There are so amazing people, so interesting stories. I’ve learned a lot just by listening to your podcast for free. But yeah, so I think mainly this. I would say that I sort of stumbled across you on Facebook. But actually, I think it’s your podcast that got me through to purchasing the course.

Jayne Havens: Tell us a little bit about what your business looks like today. In the notes that you shared with me to prep for this interview, you mentioned that you had a month where you were supporting 14 families, which is totally impressive and amazing. How are you managing supporting families while also working your day job, and then you also have two little ones at home? So what does that look like?

Marta Stam: I won’t lie to you. It is crazy. Okay? I completely devoted myself to this that I want to give it a proper try. In order to give it a proper try, something had to go. So for sure, my social life, gone. Netflix time, almost gone. And yeah, just sort of working in between.

My kids get up very early. They’re actually quite good girls because they slept well. So I have some time in between when I’m getting their breakfast. I wake up and first thing I’d do, even before I wake my kids up, I send messages to my client. How did the night go? Just quickly, you send that. Then I go prep with my kids. Then in between, maybe when we are walking or something, when I have a moment, I just chat through.

Also, my packages are not all — like for example, I think you only offer just for two weeks support. Because of my limited time, I had to spread that and come up with ways to support families without all of them being two weeks packages. Because, let’s face it, there’s only limited amount of people that I can take on at once at the same time. My offer was designed in a way to help me work that.

For example, I offer just plan, just sleep plan. Then it progresses. So there are a few stages. So, yeah, I will just, I don’t know. When girls are napping and I’m not working, because I work part time. So I work from nine to two. So the moment I’m done, I will just maybe do some sleep plans or just do something, just whatever I get in the moment. I’m preparing my Canva quickly to add on my social media. Just all over the place the moment they get to bed. I try not to be on my phone all the time next to my girls.

Sometimes my husband will take care of them when he has easier day at work so that I can catch up on some of my stuff from the sleep training business. Then in the evenings, the moment that the kids are in bed, I’ll quickly do something to eat. I sit down and I work. But it doesn’t feel like work because I’m just so excited about it. I’m hoping that it will work so that I can just focus on this. Because it gives me so much pleasure, literally. It’s just one of those things when you don’t feel like it’s work. Because, literally, I wish I could do it for free.

People say, “What would you do if you were rich?” Yeah, I would travel the world for sure and do all the things I want to do. But, yeah, this is what I would do. Seriously, I would just do it for free. I love it so much. Because I love it, I think it’s easier to handle it.

On Fridays, I’m off work because of my part-time arrangement. So Fridays, I tend to have this full five, six hours to focus just on the sleep training business. I work hard. I literally am nonstop from morning to evening. It does sometimes feel exhausting. I have to control that I have, at least an hour before I go to bed, when I don’t look at my screen. Like, I don’t think about it just so I can sleep. But yeah, I’m excited about it. And it’s going well. It’s going so well. My return on investment already is here. It actually earned me money. So thanks.

Jayne Havens: You’re welcome. I’m so happy for you for that. I know that the need for sleep is universal. But my guess is that sleep consulting is far less common a profession in Poland, right? You said there’s only a few sleep consultants that you know of. How has your business and the support that you provide been received within your culture and community? Is this the type of support that parents in Poland are wanting, are looking for? Are you really needing to educate an entire country on the value of this type of work?

Marta Stam: I am not the first. There are a few that were present for a couple of years before I started. But my feeling is, well, first of all, there’s not a lot of us. So it’s not that popular. Also, Poland is very lucky. We get one-year maternity leave. So the moment you have a baby, you have 12 months paid leave to take care of the baby. So lots of mothers, of course, are using it. With twins, it’s year and a half. I cut my short.

There’s this stigma around sleep training. Direct translation of sleep training in Poland is almost like training a dog, okay? So it’s very closely associated. When you google sleep training in Polish, all the bad stuff comes up literally. All the main websites will be just talking bad. Even psychologists, I found some Polish psychologists talking bad about sleep training and how harmful it is and everything. I know. I have all these doctors and psychologists and an army of people really supporting that and showing it differently but in English. So I cannot even reference that. Because even if I paste the link and it’s in English, not everybody will get the message, right? So I think it’s a journey.

The thing is, parents don’t understand it, the ones that didn’t go through this journey. Because of the stigma, they feel threatened that this is how it’s supposed to look. Nowadays, everybody is about this attachment parenting, right? It’s a very, very, very, very strong and popular thing in Poland too. And somehow, they just think that attachment with the baby will be harmed. When, in fact, well, you and I know how it looks in real life, right?

Just recently, for example, a beautiful journey. I had this customer, a 14-month boy. He was bed sharing with mom and breastfeeding all his life. He never slept in a crib. Never. So she came to me absolutely exhausted. Of course, she wants everything best for her baby. But she’s at the verge of breakdown because it’s just non-stop, like every few minutes even.

She said on the worst night, it was 20 times. 20 times? Oh, my God. Poor people. So I helped, and it worked on the first night. Literally, the moment the kid fell asleep in his bed alone, he slept through the night. He slept on the nap, and he slept through the night for the all consecutive nights. And she bought a package as well because I thought it will be more difficult, but it wasn’t.

When you see this, for example, how can it be harmful when you’re just showing the new journey? But, yeah, it will be lots of education. People want it. Especially through recommendations, that’s also beautiful. Once you build and help lots of families, then they’ll also recommend you. I have now customers from my social media and customers from recommendation. That’s really nice, a nice feeling to have. It’s just recommended because it worked for someone else. I’m sure I will get there. I just wish, I just so wish I could have more time because I could get there faster. But yeah, it is what it is.

Jayne Havens: It sounds to me like you’re doing great. And while I know that you feel like you’re a veteran in this a little bit because you have been doing it for some time, I really do believe that this is only the beginning for you. And if we check in a year from now or two years from now, I really think you’re going to be running the sleep world in Poland. I’m just so excited to see your business grow and see how everything that you do evolves. Before we wrap up, do you want to share your website, your social media? I know it’s probably all in Polish, but we have to give you a chance to share, right?

Marta Stam: Well, thank you so much. But yeah, everything is in Polish. I don’t think any Polish people will be actually listening to it. And if they do, they’re probably in the US and in a wrong time zone for me. But yeah, you’re welcome to just put my contact details below the podcast. If anyone wants to reach out for help or whatever reason, or if you’re hesitating whether to join CPSM or not, I’m happy to answer honestly. But yeah, just do it. Seriously, just do it.

Jayne Havens: You’re the best. Thank you so much. It’s always great chatting with you. It was fun to see you face to face today. I wish you all the success in the world.

Marta Stam: Thank you so much, Jayne, for everything. Have a great day.

Outro: Thank you so much for listening to this episode of the Becoming a Sleep Consultant Podcast. If you enjoyed today’s episode, it would mean so much to me if you would rate, review, and subscribe. When you rate, review, and subscribe, this helps the podcast reach a greater audience. I am so grateful for your support.

If you would like to learn more about how you can become a certified sleep consultant, head over to my Facebook Group, Becoming a Sleep Consultant or to my website thecpsm.com. Thanks so much, and I hope you will tune in for the next episode.