Selling On The Spot With Authenticity & Integrity with Jane Warr

Hello, everybody, and welcome back. This is the Creative Collaboration Show.

Chuck Anderson here. And, this is the show where we

talk all things business. And so as a business owner,

as a coach, a consultant, whether you're you've got a big

team or you're just, starting out, you're you're you're kind of

a solopreneur, We have something for

everybody here. And today's guest, very, very

important. We're gonna be talking about collaboration. We're gonna be talking about selling,

and whatever else we feel inspired to talk about. So

I have, Jane Warr here with me today. Jane, welcome to the

program. Thank you so much for having me. I'm so excited to be here with

you. Yeah. I've been looking forward to this. And, you know, you and

I just met recently through a networking event, and, we

are both collaborators, which, I know that we're going

to, get into in this episode. And, you know, we were just chatting here

about how nobody really does anything alone in

business. So it's it's great to meet people like you and,

you know, through through things like this and whatever, we get to explore, how do

how do we do more together? How do we benefit each other's businesses? And then

that is one takeaway that I hope that our guests get from

having you on. So so thank you for being here.

So why don't we start with you telling the folks a little bit more

about you and what you do, and we'll go from there.

Perfect. Thank you so much. And, yes, a lot of my favorite

topics. So my name is Jane Ward, but a lot of people do call

me trainer Jane. It was a nickname that stuck,

many, many years ago because of my training in sales, in

business, teaching collaboration, as well

as mindset and emotional intelligence. And,

though I've certainly changed my business over the years a little bit, and we're

proudly almost 9 years old as selling on the

spot. That is what I'm most known for. And, yeah,

it's been a fantastic journey of helping entrepreneurs and business

owners around the entire world. We've had people from 44

different countries attend our online events.

And ultimately, we're known for sales, for selling, for

helping any business owner that wants to bring

their product or service, their program to others

in the community and to get buyers, to get yeses

so that they can move forward in business and they can get the results that

they're looking for ultimately. Mhmm. Well, as business owners, we're

always looking for buyers. Yes. I just had a

conversation with someone earlier today who is a

coach, and I'm like, is there any, is there anything you're

looking for? Is there anything that you need more of? And she's like, clients.

Right? And so we're always in pursuit of clients, and I think

that's what's wonderful about some of the things that we're gonna be,

talking about here today because the work that you do is

gonna help us connect to, you know, partnerships and collaborations

and lead sources and clients, and so we can sell.

And, ultimately, that's what we're in business for.

So who do you find yourselves serving? Like,

who comes to your events? Who do you work with,

and what are you hearing from them? Great question.

We mostly serve solopreneurs or

smaller businesses that obviously want to grow. A lot of our

database is 5 figure earners that wanna become 6,

though we don't do have higher and lower on both ends there.

Because, again, bottom line is our signature event, which is called selling on

the spot marketplace, is the marketplace where you can bring your

offers. So it doesn't matter what size of business you have. If you're

looking for customers or clients, we have a platform for you.

And at the same time, it's think bigger picture than that. It's still

networking. It's relationship building. It's building your authority

as whatever your title is that you're going for.

How can you stand out in this, you

know, entrepreneurial world where there's a zillion Zoom events

and, you know, there's I don't even know how many millions of coaches and

life coaches and lifestyle coaches and different types of consultants,

and how do you differentiate? How can you show

up and your have your visual, your verbal, your vocal

different, your offer different, and really stand out? And so these are a

lot of the things that we provide as training to, again, get

results, and we guarantee those results. And, I

love sharing our tagline because it's selling ethically, efficiently,

and effectively. And we believe that's what everybody wants.

And, again, that's why we love inviting people to to grow through our

community and through our events. Well, those values, I think,

really echo who we typically work with. A lot of

coaches who, you know, have very strong values in terms

of, I don't wanna just sell, but I wanna sell

ethically. I love that. And and so that is that is a word

that we hear a lot. So how did this begin? How did

you how did how did what was the origin story of,

your your platform, your program, and,

the work that you're doing with them? Yeah. Well, I think, a lot of people

start what they do, not only but because they love it, because they need it

for themselves. I'll certainly admit that. Meaning that I was looking

for customers and clients and thought, okay. I'll I wasn't trying to start

a networking event. Certainly wasn't looking to start a company. I put on

a one time event that people loved and asked me month

after month after month to bring back. And a year later is when I

brought it back for the and held it the second time. And since then, it

was monthly. And what I realized was because at that time,

I was an emotional intelligence trainer. That was the main thing that I was looking

to sell was 2 day high end trainings. And I thought, well, how do

I get out there? How do I network to sell?

Not network, just to chitchat and hug and have a nice social

meal. You know, those are wonderful too. But how can I drive

business forward? Because I can't transform someone till they

buy from me. Right? And, of course, that's how all of you

feel the same way as well. You need the sale first, and

before that comes a relationship building. So I created this

safe environment where we can do business that way.

The intent with even the name spelling on the spot, which

intimidates some, but that's okay, has always been because we want

everybody to be proud of who they are and what they do. We are

salespeople. Let's embrace that. And what are we trying to do? Sell.

It's not a bad word. So it's not just share. Some people, of

course, you know, wanna, be a little softer

in that wording. And I'm like, that's fine if you wanna call it sharing, but

be prepared to sell. Be prepared for somebody to say yes to

you and to for you to move forward in business. And then, of course,

be like a business person. Don't just conclude that sale

and wish them well and come next month or next time

to find new customers and clients, but nurture their original sales as

well. And so whether that's putting it that obviously into a CRM,

that sort of thing, some type of tool to nurture those

relationships, it really is about building community. It's built

building authority and leadership to grow your business. And

so we kind of snowballed over the last almost 9 years to

where we are now, and we're most compared to a global

chamber of commerce, because of all the things that we do provide

for, again, anybody and everybody regardless what type or

size of business they have. Well, what's nice about

that, Jane, is it's accessible to,

to the types of business owners and practitioners and

coaches and consultants who who are solopreneurs

who need that, who might not join their local

chamber. They might not even be really working their local marketplace

all that much. And so what's great about

what you're doing is you're connecting those dots and giving them

that that that pathway to to get out their network

and make the connections. And, I want I think the difference

is those chambers often, have the networking

and have the training where we also add the

marketplace to do this to get the sales. And we

also have the referral networks and tools,

technology, and events to connect people so

that they can potentially become joint venture partners. So we feel

like we're providing a missing piece that some chambers or or most chambers of

commerce or boards of trades aren't, providing. Yeah.

Definitely preaching to the choir here. My entire business is

joint ventures and affiliate relationships and

now, what we call ambassador relationships. But it's really,

connecting with other business owners and doing something collaborative.

That's, you know, that's that's really what we do. And I think that's

why you and I connected so well, initially, is because we're we're both

of that mindset of, yeah, training is great. You can learn a skill. And but

you need to be able to then apply that skill into something that's gonna grow

your business.

And, I always tell people in my group coaching program, we I I

always say, what's the r word? And the and and,

in my program, the r word is relationship. When you have the relationships

around you, you don't really have to look for the next client. You don't

really have to look for the next lead. It's always there. And that's what I

love about what you're doing is that you're helping people develop

those business relationships. Absolutely.

Community is by far number 1 to us.

So whether it's on Facebook or LinkedIn, but at the same

time, like I said, using tools to connect people. Because oftentimes,

I agree, following the cradle's principle, the 80 20 rule,

a lot of us know enough people that that could we could build

our entire business, our income, our careers around that. But at the same

time, obviously, getting new customers and clients in is fantastic

as well. But treating each person as the human being that they

are, right, not a transactional relationship, not a

dollar sign, but the human being. And if we're meant to move

forward in business, wonderful. Whether or not we conclude

that first interaction as a sale

or not doesn't matter. It's like, who are they? What do they do? Maybe

we're not meant to move forward in business yet or at least not

with 1 or both becoming a customer or client, but

maybe we will become an affiliate partner. Maybe we will refer each

other, that sort of thing. And, again, really caring about the the individual

and that relationship. That's the thing about relationship

building. You can't force it. You know? Just because, you

know, you met somebody at a networking event

and you seem to align doesn't mean you have to do a deal on the

spot. I mean, it's really cool when that does happen, and it

and it absolutely is possible. But sometimes there is

timing. Sometimes there is, you know, some some trust

building that needs to happen. And like you say about transactional, it's

like, okay. Well, if you promote me, great. I love you. Or if you

become my client, I also love you. But if you don't do any of those

things, bye, and I'm gonna go look for somebody else.

And, you know, and we see it all the time. Yeah. And so we both

know many people that do that, sadly. Yeah. You know,

I I it was funny because I in the work that I do with affiliate

programs, I had a company come to me. They had 2,000 affiliates

and asked me, why is nobody promoting me? And my first

question was, well, what what's your communication? What

what's your relationship building strategy? And they looked at me like I

was speaking of foreign language. What do you mean relationship

building strategy? We give them everything. Why aren't they doing it?

Right? And it's that whole thing. It's like, if you do something for me, then

I love you. And then if and if you don't, then I don't. And so

that's that's not really how great results are

generated in this. Obviously, there's a transaction that happens at some

point. Right? You become a client, pay a

commission, whatever it happens to be. But

I think the, you know, the relationship and that alignment with each

other really has to come first. Absolutely. To

to either create a win win or a win win win

with with a greater audience. Absolutely. That's paramount for us.

Yeah. You mentioned this perception of

selling as well, and, yeah, I've experienced the same thing

where, certain people are afraid of the work.

Right? And it's like, I am not selling. I'm sharing. What

do you need? Whatever word you need to tell yourself. But at the

end of the day, what are you really

doing in your business, and, who are you helping?

And and and so what what's, what are you, what are you

noticing, in terms of that perception

and and why why people seem to be so afraid of it?

I think well, partially industry. The

multilevel marketing, network marketing, direct sales type of industry

definitely uses the word sharing, saying, oh, wait. You know, we're not trying to sell

anybody. We're just sharing. And I'm certainly not picking on the industry

at selling on the spot at our marketplace and all of our events. We welcome

any and every business. So I wanna make sure that that is clear.

Yeah. And so, yep, a lot of

people are taught that, and yet I will say

and at some point, you wanna stop sharing samples with me. You're gonna want me

to buy something, and my credit card is going to come

out, in which case, that's selling. That's a sale. And if they

don't like that word, fine. Maybe it's ethical influence.

Maybe, you know, that's at our marketplace events, we

often say, well, what is your offer? Not what are you selling, if that

sounds too harsh for some people. What what's your offer? Would what would you like

to offer us today? Because it could be you're offering a for

example, it could be you're offering a free consultation, could be you're

offering a free PDF. Right? It doesn't have to even have a

price point beside it. But then when somebody says yes to

that, we consider that a sale. You've effectively

sold yourself, built enough trust, you've built

enough interest that they've chosen to move forward with you.

So we want people to call that a sale.

Celebrate that, first of all. Like, my gosh. We celebrate. We

love when we're when we go through our chat and look at how many

sales happened. Right? How many ethical how many people

ethically influence somebody to say yes. We're counting the

yeses. If that generates income or

more income or multiple failed even in the future of

them, that's on their back end. But for for at our

events, then we're looking at how many yeses you're getting. And, again,

sometimes, you know, I kinda joke when you say, if the word yes resonates with

you better, fine. Then look for yeses. But it

is, of course, customers, clients that you're that you're moving forward

with. Those are the human beings that, you're moving forward

with. I think when it comes right down to measuring

success, there is that reality even with people that I've worked with

who, you know, don't love the word, sales. But, you know,

if you're in some sort of a transformational business or

your product or your service helps someone's

life become better than it is right now,

then, sure, there's the dollars and there's the

sales, but there there is a life that you are transforming.

And that is someone that you're making better. If you truly believe in your

product, you're really just sharing how I

can make your life better. It's really not about,

you know, the all the negative perceptions of of

sales and all of that. And so it real you know? So,

what do you think is some of the first steps that

somebody should take? So, you know, here's the reality. They're they're in this

business, and I love, you know, that segment that you're you're,

working with that, you know, pre six figure trying to move

to 6. And, that is certainly a big segment of our

business, and we have 2. We have that segment, then we have the the 6

moving to 7. But I think we see more of the 5 moving

to 6 than anyone else. What is your advice

for them? So, you know, because they're

looking for clients. I mean, they're they're, you know,

struggling in in in some regards. What what

is your advice to them in terms of what they should be

doing to get Yeah. Well, I I find that many

of the people, whether it's my community and probably yours as well,

is that they are lifelong learners. So

for starters, that's wonderful. So am I. I'm a

lifelong learner. I love to learn. But also, we must

implement. We must put things into action. We must make decisions,

and we must make them sooner than later to,

again, get results. So I find that some

people will say, oh, well, I'll come to that summit or I'll come to that

master class, that sort of thing. I'm gonna take great notes. I'm gonna learn. And

I'm like, okay. Learn and implement. Learn

and take action. I don't really like soft words, so I

don't like things I try. I don't just try it. I mean, you're gonna put

it into action, and, yes, there's gonna be a result from it.

But, yeah, make sure the next step is taken. We don't need

just more and more pages of notes. That's not gonna get the

sales. That's not gonna get the results. And, again, if somebody's looking to

transform their somebody's life through that sale,

then inaction needs to happen. So it's not to join

another community, join another networking group, join another

membership, but look at which ones are getting you the

results and commit to them. Maybe pick a top 3. Of

course, we suggest ours. Have one of those. And be

full in. Don't just, again, try one little

action for an hour here and expect the world from it. But

really look at how can you dive in? How can you

be an active member? Because that's how you're gonna

again stand out as an authority, as the leader that somebody would turn

to, especially when there are so many of the same

profession as that individual in front of us. And why should

we say yes to that person? Why should we move forward with them? And,

of course, in our marketplace, then it's why should we move forward with them today.

You know, with so many different things, especially with

networking, you get out of it what you put into it.

And, you know, when you say, oh, I'll give it a try,

it's almost like you're giving yourself permission to fail

and and almost deciding on that failure. It's okay if I

fail at this. So, you know, there's

really no result I need to get from it

versus this looks like the right thing for

me. And, you know, I'm I'm gonna give myself

fully and completely to it, and let's let's, you know, let's see

what is attracted from from doing that. And, you know, you,

there's an energy. There's a vibe. I mean, people know when you're trying.

Right? Or, or when you're not giving,

completely, of yourself. And, you know, I think, you know, of

all the work that we do with collaborations, I think, first of all, there

needs to be, you know, that alignment. But, also, I think there's

this underlying thing, like, you know, is this person gonna do what they say

they're gonna do? Is this person an action taker, or am I gonna be doing

all the work? And I know that's certainly in the back of my mind because

we've had the, you know, we've had the things they would love for me to

do everything. Of course, they would. And

so, you know, so there's certainly that.

So, you know, you and I are both very pro collaboration,

very pro networking. You know,

how is, you know, collaboration played a role

in the growth of your business? I mean, obviously, you're helping

facilitate, you know, connections and potential collaborations

with your members. But how did it help you to actually

establish this in the first place? Like, did you know, I'm I'm gonna assume you

didn't do it all yourself or maybe you did. So

No. All my success has been through other

people and and deliberately or especially through

some type of whether we call it collaboration or a joint venture

or partnership. So for example, 5 years

ago, I created the licensing model for selling on the spot

marketplace. I've always done things by demand. As soon as

somebody said, hey. This looks fascinating. Would you ever franchise this? Would you

license this? I'm like, okay. That sounds exciting. Right? There was a

demand for it, and then it became something to create

in partnership with another person that would be an ideal candidate

because together, we could do more. Right? And that's actually how we've grown

into other countries and how we've had people from

44 different countries around the world come to us because it really

has been about word-of-mouth, maybe email marketing, that sort of

thing in partnership with other people. And then

further than that, twice now, we've done what are

called bundles or some people are familiar with them as super stacks, that

sort of thing. And we've done 2 this in the in under

a year now, and they've been game changer for for us.

So, for if somebody's not familiar with the bundle, it means that

several people come together and each provide something of value.

So not just a free lead magnet, but it might be 3 months

of membership, for example, or a workshop or

ticket to a summit, that sort of thing, something that has a real value that

they're selling outside of the room. And everybody, to your

point earlier, where you wish everybody would participate,

to the degree that they've committed to. So, for example, we had a bundle

recently where 20 of us were each marketing it,

And, therefore, all 20 of us would get the benefit

of that email marketing cam campaign. And, again, together, we

can serve so many more people. So that's really been a

game changer for us is kind of that, go

bigger sooner, say yes to more things, figure out how to make

it happen. We partnered with a company that does all of the tech.

So it's not that my team and I had to had to do it all.

We we found the amazing, company called Infostack to partner with.

And, yeah, that that really made such a monstrous

difference because, again, instead of that kind of 1 +1

equals 2, I I don't just say the 1 +1equals11, but 1

+1equals111. Because it it honestly feels

like those types of, campaigns that we've

done have just changed things so dramatically

for us. More like a 111 times the result,

right, and not just double or triple. And that is the

power of a great relationship, a great partnership.

It it it's not just the sum of all parts. It is

exponential in a lot of cases, which is

exactly what you just described there. By the way, we know the info stack people.

We love them. And so hi, Carrie, if you're listening.

And so, so what what do you look

for in a someone to

collaborate with or a partner? I mean, do you sort of make a list

of all of the things that you need and go looking for them, or does

it more, coming to you and saying, oh, okay.

There's an opportunity here. I'm gonna follow that. What's your approach to

collaboration? What do you look for in the ideal person to collaborate

with? Mhmm. Thank you. Another great question. And, again, I seem to

always have a 2 or 3 part answer that I wanna give you with everything.

So one part is if I'm looking for a joint venture partner is, again, where's

the win win win? Not just for the 2 of us. So for example, this

interview right now, where this is not just helping you and me, but, of course,

our communities. How can we serve more people from

one small action? And to me, that's awesome because then we

can affect far more lives more quickly. At the same

time, I've also partnered, with a company called My Most Trusted.

Not too sure if you're familiar with that one. We white labeled their program.

So ours is called the Global Nexus. So that's the one that we talk about.

So that's the tech. That's the tool that I made reference to earlier. That's our

number one, tool. It's our Chrome extension, again, called the Global

Nexus. It's free for everybody. We don't wanna charge for that, so we give it

to everybody for free to install and to use.

And we even started, hosting 5 day

referral challenges. And so that's an example of a

phenomenal collaboration and partnership

because, again, we're serving so many more people,

so so much quicker than we have in the past.

Affiliate partners are helping bring more people to the 5 day referral

challenge because they're seeing the benefit. And so it's kind of snowballed

into something really wonderful. And I don't have a problem sharing

that when I created the 5 day referral challenge for the first

time, I honestly don't remember what month, maybe March or April,

it was to serve my community. We have we already had this global nexus

Chrome extension. A lot of people were not using it because they

didn't know what to do with it. I always think about how can I

help people first? If and when that helps

financially, awesome. Obviously, I need to grow my business, so I need to

care about the income, but I genuinely care about my people first. So I just

said, let's all jump together. Let's do this workshop style,

learn the tech, implement it. Again, that's that taking action.

I didn't wanna just do a 1 hour training. I said, let's do a 5

day referral challenge. And they loved it so much. And what I

to the degree that then they said, okay. So how do we buy this?

How do we get membership? How do we do more with you? And quite frankly,

I realized that that was a phenomenal tool for us to

convert into membership where I'll

admit, I'm like some people where I was kinda like, woah. I wasn't

even trying to get that many sales and that. Right? But at the same time,

I can't help people till they buy something. So, of course, we celebrated

the wholesale. We celebrated all the new members that joined through that, and

that's a program to repeat. And these are the things

I now love to teach or even more so I teach, including at a 3

day event that we have coming up, is I kind of fell

into that and almost fumbled forward into a phenomenal

tool, in regard to converting to membership.

But now I teach that because I want everybody else to learn it as well.

That's another very valuable skill to learn and,

especially for anyone who's got great content and and,

they don't know how to package it up and sell it. I mean, that's that's

definitely worth checking out. We're almost out of

time, but I wanna make sure we do a couple of things. First of all,

tell everybody how to connect with you and how to learn

more about your program. Perfect. Thank you. So

whether they're looking for me directly, again, I'm known as trainer Jane.

You can find me all over social media. Selling on the Spot

Marketplace, a full long name there. That is our domain,

selling on the spot marketplace.com. Most people come to our

marketplace events first. That's how they get to know us, like

us, trust us, and decide that they want more. And then, of

course, we do invite people to membership,

because that's where, again, if you really commit, if you

really jump in, it gives you the opportunity to

have everything that we offer at a

dramatically reduced rate. And, of course, our focus is

to get everybody resolved. Fantastic.

Well, if you're watching this on video, just check right

beneath the video. All of Jane's links are right there. And if you happen to

be listening to this on podcast, just click into, Spotify or Apple

or whatever you're listening this on, and all of her links are right

there as well. And so May I may I jump in

and actually give them a free offer? Oh, that would be great.

Absolutely. Because, again, we would rather people

come and join us and try us out and jump

into the marketplace, see what we provide, but I would rather go

bigger than that and actually provide 3 months of

professional level membership completely for free.

So that has a huge value because we'd rather like

I said, we're going into the high season this time of year,

and we would rather everybody to make that commitment. So we're happy to give

3 months for free. I have a tiny URL. I don't know if,

That was tiny URL forward slash membership e

a. EA for your company name. And so

for those that want to take us up on that, it literally is just add

your name and your email address in your end, and it's been

our commitment to help them grow their business. Super

generous, Jane. And I think the timing is good, especially and

we'll make this as evergreen as possible. But I will just say that it is

towards the end of the year right now, and we always look at this last

100 days sprint to the end of the year.

What a great way to take advantage of

a 3 month free trial, a free gift

here, and use that to really propel

your business forward as we, get to the end of the year

here. Super generous. Of course, that link is beneath this

video in the podcast player there as well. Go and

take advantage of that very generous gift. Now, Jane, before I let you

go, bit of a social experiment. We started asking,

a while back, our guests, while we have them here,

for book recommendations. Books have been, played a big role

in, you know, the growth of my business and the growth of myself.

And, you know, I certainly have my favorites. But, if you

were to recommend a a must read book or a favorite of yours,

what one would you recommend? Well, hopefully, many people have

already heard of this one. I definitely recommend who, not

how. Oh, Dan Sullivan. Okay. Absolutely.

Absolutely. Total game changer for me. Again,

that goes with that collaboration piece is who can you collaborate with? Who can

you, partner joint venture, do a strategic alliance

with? You know, who would be interested as a licensee facilitator? It's

all about the who's. It's all about building that relationship, and

not how can I earn more money or how can I grow my

business, but through whom? And and that

partnering is I believe is kind of like that 10 times

your business. Everything can happen so much

faster, easier, and, why not have more fun

growing your business? Absolutely.

And great book recommendation, and it fits the theme of our

conversation so incredibly well. And so that's who

not how, Dan Sullivan, the links, to that book, or

and my favorite is the audiobook. I just love I could listen to Dan

all day long. And, so all of those links are there as well.

Jane, thank you so much. This has been great. You and

I could probably do this all day long and teach a master class

on collaboration. Hey. But, of course, that's what we both do for our day

job. So so so there we go. Any final

words of wisdom or piece of advice for our listeners as we sign off

here? Yeah. If you haven't, put down

your goals for the last well, the next quarter, let's

say, then then do so. Put

things down on paper. Put it in ink. Really think about your

why. Where are you in your goals for the year? And, again,

who do you wanna move forward with to get to those

results? Because there's lots of options out there, but

to get focused and get serious, and don't be surprised when you

get the results too. Yeah. I love that.

So that, you know, that is a great way to conclude

this episode. Jane, thank you so much for for being an amazing

guest. And and, we we definitely look forward to doing

more, collaborative stuff with you.

And, and also, you see you as a great person to learn from

and to collaborate with, and so we recommend you highly,

to our audience and to our community.

And so to our audience, thank you for being

here. And, of course, I you know,

knowledge without action doesn't help at all. So I'd

like you to take one thing that you heard,

either Jane or I say today or that you were thought of or that you

were inspired by, and I want you to take that action today.

And, and so maybe it's something you've been putting off for a while. Maybe it's

a phone call you need to make. Maybe it's just go and get that 3

month trial from Jane. We've made it super easy. The link is

right there. So so go ahead and do that. And in the

meantime, remember, the only way to fail is to quit.

So keep moving forward, and you may be just one collaboration

away from that big breakthrough that you need, in your business

that's gonna give you all the the the clients and success that you're

looking for and ultimately joy and happiness in your life as well. Thank

you for being here. This has been the Creative Collaboration Show with Chuck

Anderson. My guest has been Jane Ward, and, we'll see you on the

next one, everybody. Thank you.