First, I didn’t love the tone the reporter took about the industry that has inspired millions of people for decades. Throughout the report, her tone of voice said she wasn’t convinced that what we do to teach, motivate, encourage, and inspire others was somehow legitimate. Her incredulous, “Your BEST year EVER?” reply to the owner of a Chicago speaker’s bureau and her challenge to Wayne Dyer, “What do you say to people who think this is all just a bunch of baloney?” were telling, and frankly, a bit unsettling. Not that I would have wanted her to be a cheerleader for our industry, but a little journalistic neutrality would have been better for a story that was not presented as an expose of any sort.
And how Dyer answered the reporter’s challenge, was of course classic motivational wisdom. He quoted Henry Ford’s “Whether you think you can or think you can’t, you’re right,” and then told her that if she or others see a lot of baloney, they must be attracting a lot of baloney into their lives. BOOM.
Beyond that, the piece had some useful information for professional speakers in it.
One lesson is from the speakers bureau owner’s perspective, who gets 15 new speakers inquiring about having his agency represent them per month, and almost NONE of those speakers fit his criteria of “very good, great, or excellent.” He says he’s not there to be people’s friend and almost proudly admits that he’s crushed a lot of dreams. That means there are a WHOLE lot of speakers out there thinking they are good enough to be paid the big bucks, (this bureau has speakers at the $20K+ level) but in reality, are not even close to having the skill they need to succeed.
That is in line with what I see in the trenches of speaking all the time. Far too may speakers are disproportionately worried about their marketing far more than they are concerned about improving their craft, stage presence, story-telling, and entertainment value of being on stage. There are some well-known speaker marketing people who will tell you to put your speaking skills into a box and put them off to the side while you work on your marketing, in essence telling you to ignore your PRODUCT.
You see, if you get paid to show up and speak, your speech and performance is your product. And if your product stinks, no amount of slick marketing can cover up that fact. Good marketing can get you hired, but if your product isn’t top notch, you’ll never get any referrals, testimonials, repeat business, or “back end” business – things like a juicy consulting contract, or physical book and product sales.
In fact, in the story, you’ll see the second piece of important information about how to succeed as a speaker: you’ve GOT to be entertaining. Now this story focuses on being funny and talks about how you should literally time yourself between big laughs and have no more than two minutes between them. However, if you’re an inspirational speaker, or an instructional speaker, or a faith-based speaker, think in terms of an emotional impact mixed in with the laughs. We are there to create an experience for the audience members.
On the other hand, there is another group of speakers who believe if they only hone their craft better, if only they could deliver that one-liner of a joke with better timing, or pause in just the right spots, they will get more gigs, and so spend far less time than they should on their outdated marketing materials, never writing those books, or not creating any products to serve the audience.
The story’s main point is that the speaking business is healthy and growing and there is room for the best speakers to succeed. Your bottom line: allow time in your business to develop BOTH your marketing AND your stage presence and speech and you will be able to make a very healthy living.
Note: For some reason, this video cannot be embedded. You can view the whole story on Vimeo here.
Quick… Which sport brings in the most money in the US: the Super Bowl? World Series? NBA Finals? If you guessed any of those you’d be wrong.
If you’re a professional speaker, or want to be, the answer to this question may just provide the insight you need to get your share of the $31 Billion sponsorship market.
Nightline’s Rebecca Jarvis reported last week on ABC News the US Open is actually the most lucrative sport in the country.
Check out these stats:
- The prize money for the male and female winners is $3 million dollars each.
- Last year the Open brought $720 million to the local NY economy.
- Over 700,000 fans attended; almost 9 times as many fans who attended the Super Bowl
- While tickets are affordable and can be purchased at just $20-$30 each, compared to the thousands for a ticket to the Super Bowl, the average income of tennis fans is $150,000 per year, while the average football fan’s income is much less at $94,000.
- One of pro tennis’ stars, Maria Sharipova, is the highest paid female athlete in the world and has been #1 on the Forbes list of women athlete earners for the past 10 years at $24 million per year in winnings and endorsements. Serena Williams, another pro tennis star, isn’t far behind at $22 million per year.
- Professionally done hair, make-up, nails and even custom-designed tennis dresses for the athletes are all par for the course (to mix sports metaphors) before competing at the Open and other major televised tournaments like Wimbledon and the French Open.
- Attendees will dine on 3-lb. porterhouse steaks (for $125 a pop) and French champagne served up by top brands like Moët et Chandon and celebrity chefs like Morimoto, who are there because of sponsorship dollars.
If you’re looking for sponsors for your speaking business, you may want to know details like these.
Because knowing stats like these and how to use them to speak to potential sponsors is the reason why sponsors will line up to give you money. They know the intricate details about their customers and target market and will pay big bucks to get access to your audience, of any size, that can deliver their message to those potential customers. The key? Knowing as much as you can about the people you are in front of and being able to effectively communicate that to potential sponsors.
I’m teaming up with Shannon Cherry to show yo all about it in our Corporate Sponsors for Speakers course. Go see all about it and get your share of the billions of dollars in sponsorship!
The response to the new Speaker One-Sheet Templates has been amazing and exciting around here. People from all over the world and speakers with all sorts of topics have been snapping up and designing their Speaker One-Sheets since I launched them just 7 days ago. You can see one of them right here —>
When folks who aren’t yet speakers see them, they wonder if they might be able to use the Speaker One-Sheet Templates for another promotional product they have been wanting to market. The answer is a resounding YES!
You see, although I originally designed these to be specifically for speakers who want to get their speech details and bio in front of meeting planners to help them get more bookings, there is no reason you couldn’t use them as just about any marketing flyer. How about these ideas:
- Artist: Showcase your art and highlight details about a current or upcoming exhibition and/or classes you teach.
- Bookkeeper: Share your best tips for keeping receipts organized and highlight your services.
- Coach: Describe your private or group coaching programs.
- Decorator: Showcase your “after” designs and talk about your services.
- Esthetician: Share photos of your before and after work or photos of your location, along with a list of your services or to market a new service offering to your existing clients.
- Financial Adviser: Spotlight the best investments now or host a lunch and learn for potential clients and use the flyer as an invitation about what they will learn.
- Group Exercise Instructor: Use any of the templates to share your upcoming class schedule, testimonials, and info about you and your studio.
- Herbalist: Create a new flyer seasonally to highlight what herbs your clients should be using to protect themselves against various ailments (winter colds, flu, allergies, etc.)
- Insurance Agent: Mail a flyer to your customers quarterly explaining new products, new regulations, and sharing success stories of clients who benefited from working with you and having your insurance.
- Jazz Musician: Print copies promoting your upcoming shows, your website, and your current CDs or mp3s and provide them to all audience members.
- Kinesiologist: Send a flyer to all current and past patients with a featured “move of the month” or spotlight various ailments that you can help improve.
- Landscape Architect: Canvas the neighborhoods where you are currently doing work promoting your services and offering a free consult while you’re still in the area.
- Marriage Counselor: Create a series of flyers that share various conflict resolution techniques and mail to past and current clients, or as a marketing tool to send to the homes in your area.
- Nutritionist: Send out monthly recipes with photos, promote various programs or services to current and past clients.
- Orthodontist: Create quick list for patients to post on the fridge of which foods are allowed and which aren’t with their new braces and answering some of the most frequently asked questions.
- Proofreader: Share your personal info, outline your proofreading services, and share a testimonial. Put on your website and send in the mail to potential clients.
- Quilter: Provide information at quilt shows on your work, accolades, and showcase photos of past quilts.
- Realtor: Quickly add a featured home for sale or announce the sale of a home in the area. Send to all homes in a neighborhood.
- Social Media Manager: Most of the templates have built-in social media icons; use yours to highlight your services or upcoming classes teaching people to use various aspects of Facebook or LinkedIn or Google+.
- Travel Agent: Feature a cruise or vacation package of the month; provide new cruisers with a checklist of essentials to bring.
- Upholsterer: Feature before and after photos of your work, mail to past customers with a special offer; give a checklist of how to care for newly upholstered furniture to all new customers.
- Virtual Assistant: Create a top 10 list of the ways a VA can save a business owner time and money, explain how to choose and VA, and share information about your services.
- Writer: Feature your latest book along with a description of it, where readers can read a free chapter, and info about you.
- X-Ray Center: Welcome new patients with a comforting note about x-rays and answer a few commonly asked questions.
- Youth Minister: Invite new members by including a flyer in your weekly bulletin that explains what youth group is about, sharing photos from past events, and inviting first-timers and their parents to an informational meeting.
- Zoologist: Create series of informational pieces for field trips of children visiting the zoo.
And there you have it. A listing of how businesses from A-Z can use the Speaker One-Sheet Templates for FAR more than promoting speaking. Yes, some of these were a stretch (if you know of any careers that start with X or Z, let me know!), but many of these I know from experience of working with the to develop their Signature Speeches™ and businesses. What other businesses can use these? I’d love to hear about yours in the comments!
Professional speakers, beware. I hate that I have to write another post like this about scammers, but the pirates of the Internet are wreaking havoc in speaking world again.
The latest scam is a familiar take on a long-existing scam or con against professional speakers I’ve explained before. It seems as though too many good people heard about the previous scam, prompting the bad guys to make a few tweaks. Yet while the con artists have changed the names of the fake parties involved, it is essentially the same ruse. I hope you’ll read this post carefully, and share it far and wide so no speakers get caught up in the scam, losing precious time or money.
Last week a client of mine, who I will call Denise, posted inside my private client Facebook group how excited she was that she had been booked to speak for a church in England. Amid the congratulatory responses, I cautiously asked a couple of questions because there is a common con I still see speakers asking about in which a bishop at in a real church located in Jarrow, England invites unsuspecting speakers to present at a fake conference coming up soon.
Just as in the original scam, the scammers chose an actual church in England and even went as far as finding the name of the one-time lead pastor at that church. My client, “Denise,” has given me permission to share everything with you. including all correspondence, so you can protect yourself against the same or a similar scam.
The 6 warning signs you may be caught up in a speaking scam I addressed in an earlier post were present here to a certain extent; plus there are a few new ones I’ll share.
So here’s what happened. Each message is copied word for word, changing only “Denise’s” name and removing line breaks for space.
Message 1: We’re Interested in Hiring You.
The first thing that happened was my client received an email from her web contact form.
“Sent via website Contact Form
Revd Mark Duggan
BOOKING YOU TO SPEAK!!!
God’s blessing Denise, We hope this message meets you in good health.I am Revd Dr Mark Duggan, presiding
Minister of Bramley Baptist Church, Bramley Leeds, United Kingdom. We are pleased to inform you that we would
like to engage you for a speaking event here in Bramley Leeds at the Church conference coming up on the 25th, 26th
& 27th of October 2014. The conference is tagged: ‘Big things: How to start small’.
Please we would like you to convey to us your availability for one of the dates as it can fit in your schedule.
Also, please we would as well appreciate if you get back in-touch with us in ample time so we can start corresponding
Thank you and expecting to hear from you soon.
Revd Dr Mark Duggan
Bramley Baptist Church,
But you are a chosen race, a royal priesthood, a holy nation, a people for his own possession, that you may proclaim
the excellencies of him who called you out of darkness into his marvelous light.
1 Peter 2:9″
Now Denise is smart. She’s actually an attorney. The first thing she did was to Google the church and the pastor’s name. Both of which are REAL. She was curious as to why the pastor was listed only in one place online she could find as a past leader, but being excited for the opportunity and seeing that the place was a real church, her ideal market, she proceeded.
Yet even from this initial contact there are some curious warning signs such as:
- The email the reverend used was a gmail address not associated with the church. However, when I visited the church’s contact form, I saw the contact address for email was using the church’s domain, firstname.lastname@example.org,uk.
- There was no Mark Duggan listed in the leadership or staff of the church.
- Upon closer inspection of the church’s website, I was able to find their upcoming calendar of events. I went to the October schedule and lo and behold no event was listed for those dates, even though it’s clear this church keeps that calendar very current with ALL meetings listed.
- At most churches, the pastor is busy with more minister duties such as baptisms, weddings, funerals, marriage counseling, addictions counseling, visiting the sick in the hospital, etc. They very rarely will be the first to reach out when planning any kind of event. That is an administrative duty, and even the smallest of churches has at the very least a lovely church lady volunteering at the desk to answer phones and help plan events. In larger churches, there are people whose full-time occupation is to plan events.
- There are some English grammar peculiarities such as the use of “in-touch,” which has no hyphen.
- NO ONE ENGAGES YOU TO SPEAK WITHOUT AT THE VERY LEAST A PHONE CALL FIRST! Even if the meeting planner was referred to you or you know the person, unless you’ve spoken at several of their events in the past, and even then – you usually have at least one phone call to discuss the details.
TIP: Copy and paste the body of any message you receive. This speaker wrote about being contacted in the same way back in 2012 with different names. If you go there, you will notice the same exact wording Denise received in her initial contact. Lazy scammers.
Message 2: We Can Pay Your Fee.
“Thank you very much for your profound interest in this upcoming conference, I have a few
more details to share with you so you can have more insight on the conference and what
the church stands for as a whole.
(Inaugurated in the 19th Century, the annual Bramley Lecture is given in Bramley Baptist
Church on some aspect of the life and work of Bede or of Anglo-Saxon history or culture.
The lecture is published in the year following delivery and copies can be obtained in
Bramley Baptist Church or from the lecture secretary) This is an age-long history of our
It is due to this age-long ritual of giving lectures that we have decided to keep lectures
going though the type of lectures has evolved over the years we are proud to say we are
keeping the hope alive! It is due to this that we are hosting the conference come 25th, 26th
& 27th of October 2014 with about 600 people in attendance and we are pleased to notify
you that you have been chosen by our Event Organizing Committee to speak at this event
on recommendation of a staff of one of our sponsors, the YMF outreach and after checking
your credentials and after reading blogs about you, we received the Lords direction to invite
you to speak in this event and we also believe you are as well more than capable to deliver
in this occasion, We have decided among the Event Organizing Committee to invite you to
Since I was inaugurated as the Presiding Minister of this esteemed church, God has being
helping us to keep hope and monuments alive and we have also being able to change the
face of Christianity, and the church having a whole lot of history attached to it, for one, the
site of the oldest stained glass and home to the then Venerable Bede (the scientist) and one
of the oldest churches in this part, we also have about the oldest organ in England as well
as the Saxon crypt and we also have an history with the river Don. You can check out more
about the church and its history at:
Apart from the conference coming up by October,The church is as well involved in a few
other projects. For one, the church has dedicated the new school building to the Most
reverend Benjamin Heagreaves,(The second-ever Minister of the esteemed church) in view
of his many achievements, the website is under-construction.
Sending out the invitation to you is by virtue of Gods bearing plus human
recommendation, We need you to use your wealth of experience to sensitize the
congregation, We organized this conference and workshop also in the hope of trying to re-
organize the Church and further extend our impacts, So we can have people listen and be
inspired by speakers like yourself on topics ranging from business growth , surviving in a
bad economy, Futuristic speakers , family matters, to healthy living, which is why we chose
you to speak at this event as a keynote speaker. Also this conference will as well mark my
four year anniversary as the Presiding Minister of this blessed Church.
The conference theme has been carefully chosen by the Lords’ inspiration due to the
backdrop of the present situation in the United Kingdom and this year’s conference has
been tagged. ‘Big things: How to Start small’
You can email us the keynote you would like to speak on as we would want you to be
convenient with the keynote topic so we decided it would be better you choose it yourself as
long as its motivational and inspiring! We will as well need your bio to put up on our
website and start to design posters as well as hand bills,
We are inviting you so you can inspire this people, teach them how to triumph over the
deflating effects of set-backs & self-doubt, how to break free from whatever is keeping
them “small”, and become empowered by their challenges, rather than victimized. And
most importantly, how to start great things with small efforts and steadfastness
We would like to know your standard speaking fee for this engagement as we do indeed
have a sponsor, So we can negotiate this I believe, Our fees are based on budget and we
are not based with our speakers fee, We budget for every speaker according to what the
Event Organizing committee deem fit, But we will also be glad to negotiate.
All travel arrangements such as Flight fare, Speaking fee deposit as well as Hotel
accommodation will be taken care of by us as soon as you honor this invitation. The events
committee will send you all binding documents including a Letter of Invitation and Contract
Agreement as well.
Email us in ample time any questions you may have so we can move ahead.
You are blessed.
Revd Dr Mark Duggan”
Now that she was hooked, they wanted to reel her in. The provided her with a website link to an actual church. Then included some unintelligible detail about a website being under construction. If yellow flags were not raised before, they most certainly should be now. A man who speaks as a pastor in English would have a much stronger command of the language, whether in speech or writing. “God has being helping” is not a typo. It’s awkward phrasing, as is most of the message.
Message 3: We’re Sending You a Contract
Denise responded with another thank you and asked for an appointment to speak via Skype. She also has an online questionnaire for meeting planners to help provide some details, which she pointed the reverend to. She also asked how he heard about her. He ignored the request to speak and never told her how he found her, instead replying:
“Thanks for the correspond.I received your meeting planner information packet and your
speaking fee i will have the events committee contact you and send you the contract
agreement so you can review them and sign.
The honorarium is something we can handle and we are really to make the commitment.
Thank you and anticipating to have you here in United Kingdom.
Revd Dr Mark Duggan”
(email signature was the same as above, simply removed for space)
Now at this point, as a professional speaker, any of us might be getting excited. They know our fee and can pay it. No negotiation, just ready to pay. But again, there’s that pesky English grammar thing. Hmmmm….
Message 4: We Can Pay You AFTER You Get Us Travel Documents
The con is starting to reveal itself in this message. They bring in another name and email address – this one an outlook address, also not using the church’s URL. I’m highlighting the wording of the next phase of the scam:
Thank you Denise Smith for indicating your interest to be our Guest Speaker at this year’s conference, May God forever be with you.
I am Roselyn Mark, President of the event organizing committee of the Bramley Baptist Church conference . We believe you have been notified by our Presiding Minister Revd Dr Mark Duggan, as we are in charge of the smooth running of this event and by God’s grace we are bound to succeed.
We are very excited to have you in this conference. The event organizing committee had a meeting earlier today to deliberate on getting you available here in the United Kingdom. We believe we serve the lord of Possibilities.Note you are meant to arrive a day before your performance as to get familiar with the audio/visual gadgets that we have in place, and to get used to the environment as a whole and also get to relax from the jet lag.
We have attached a formal Letter of Invitation and a contract agreement,please reconfirm to us your Mailing Address for our perusal and further action.
Please return a copy of the contract agreement duly signed by you for proper documentation. Print it out, sign and scan back to us(Keep a copy as well). We have agreed to buy your flight ticket and to pay your Hotel accommodation expenses. Also your Speaking fee which amounted to $7,500 USD will not be paid in full as yet, $3,750 USD deposit is to be paid as soon as you procure all relevant travel documents so as to avoid any disappointment and the balance will paid in cash upon your arrival here. You are informed to get across your Work Permit in the UK to us so your deposit can be approved according to our mandated regulation as well as your UK visa for travels. If you do not have the permit please let us know so we can make arrangements for the documents to be processed quickly as the event is at hand. But if you do have the work permit just scan and send to us.
Please check the attached documents, It contains your letter of invitation as well as your letter of agreement. We expect your response in regards the documents asap. Thank you and may God bless us all.
Ah ha! Did you see that? At this point, along with the contract which looked close to a real letter of agreement, but was very unprofessional, my lawyer client Denise realized she was being taken. Just to be certain, she went to the church’s website, and contacted them. As we already knew, there is no such event. She played along, and when she tipped her hand that she was an attorney and had some serious questions, suddenly she heard nothing again.
Had Denise continued along the path of showing interest and not realized she was being taken, the next message would have asked her for money so they could expedite her work visa. But here’s the thing: according to the British government website those coming from the United States DO NOT NEED A VISA AS A SPEAKER in the UK! Copied directly from https://www.gov.uk/check-uk-visa/y/usa/work/six_months_or_less
You don’t need a visa if you’re coming to the UK for activities allowed under the following visas:
- a business visitor
- a sports visitor
- an entertainer
- a prospective entrepreneur
- a visitor doing a ‘permitted paid engagement’ (you must have been invited to the UK because of your expertise) – you can only stay for up to 1 month
- However, you should bring supporting documents to show at the border.
From the UK Visa page, if you click on the links above, you’ll see if you choose to apply for a visa as a citizen of the US, you can, but it clearly states that if you are simply a visitor doing a paid speaking engagement you do NOT need a visa if staying for less than one month. If you would like to apply for a visa even though you do not need one, the fee is £83 (about $140 USD). Anyone who tells you otherwise is trying to steal your money. Those from other countries of origin, please check the rules for your country of origin.
Please do NOT let that happen to you.
Take a moment now and share this with the speakers you care about. Or even the ones you only like a little bit. We all can do our part to keep our industry as safe as possible from predators.
As the #1 best-selling author of 21 Ways to Make Money Speaking, this is one of the most frequently asked questions I get. And of course, there are at least 21 answers.
But before you can make any money as a speaker you have to do something first. Multiple choice question — What’s your pick for what to do FIRST:
- A: Good marketing? (Yes, but that’s not it.)
- B: Get training in good delivery skills? (Yes, but that’s not it either.)
- C: Develop a fabulous speech? (Getting warmer, but you don’t start there…)
You have to start with doing SOMETHING in your life or professional career that people want to know more about.
Look at the most highly paid speakers in the world today. Here is a partial list with their speaker fees:
- Rush Limbaugh: In 2013, the National Conference of American Proctologists paid Limbaugh $3.8 million for one speech.
- Donald Trump: Reportedly Trump received $1.5 million for The Learning Annex where he delivered 17 one-hour speeches in a 2-year period at real estate conferences and was paid that full amount FOR EACH SPEECH.
- Bill Clinton: Averages $195,000 per speech; with a high of $700,000 received twice for a local newspaper publishing company in Lagos, Nigeria.
- Tony Blair: Highest earning was $616,000 for 2 30-minute speeches in 2009 in the Philippines.
- Nicole Kidman: Was paid $435,ooo for a 25-minute speech to a group of Forbes Global CEO comference in Sydney, Australia.
- Alan Greenspan: Earned $250,000 speaking at a Lehman Brothers meeting after he retired as Chairman of the Federal Reserve.
- Peyton Manning, Richard Branson, Sarah Palin, Lance Armstrong, Al Gore, and more all make $100,000 for a speech.
So what do all those folks have in common? Clearly it’s not their politics. And it’s not what they do for a living. What they have in common is that they have become well-known for what they do in the world. They are athletes, politicians, entertainers, and business professionals who have accomplished something in their careers and people want to know more about that.
Of course, those people are also celebrities in their own right, which is another thing they have in common. If you’re not a celebrity does that mean you can’t be a well-paid speaker? Absolutely not! In fact, many working speakers make a living with their speaking (or use it as a major source of income). To be successful in speaking, you must have done something, studied something, accomplished something in your life that others want to know more about. It’s that simple. And it’s that challenging at the same time.
If you’ve long thought that you are born to be a speaker; that you have a message that’s inside you that you know will serve the world, start by taking a good look as your life and your accomplishments from the standpoint of a meeting planner. Why would someone put you in front of their audience? What do you have to share or offer that could impact people for the better? It’s your unique stories, knowledge, and experiences which will make you stand out, get booked, and be successful in the world of talented speakers.
Start by sharing those stories, knowledge and experiences in any way you can so meeting planners can get a feel for who you are and what you’re about. Here are a few ways to begin:
- Start a blog and on it tell your stories along with a lesson that anyone could learn from reading your story.
- Record a series of how-to videos or FAQ videos that showcase your knowledge using screen capture technology like Camtasia or simply PowerPoint (learn all about that in this free webinar).
- Turn the camera on and look right into the lens and tell one of your stories. Similarly to what you’d do in a blog post, this will share what happened, what you learned, and what others can take away from your story. Think of it as practice before getting on stage. Post the video on your speaker website, on your YouTube channel and on social media so people see it and share it themselves.
If you feel like you haven’t yet accomplished anything or have something of value to share with an audience, don’t be so sure. If God put the feeling on your heart that you have a message to share, then you do. It might take some serious reflection and journaling time, a little digging to get there, a bit of refinement of the story and the message, but you likely have SOMETHING inside you that needs help getting out. If you’re not sure what your unique genius is yet, it’s time to find out (and I have a free webinar which talks all about your genius factor that you can watch starting right this minute!).
What’s your story? What’s your message? I’d love to hear about it in the comments!
Call it a dress rehearsal for my upcoming nationwide launch of my next book, Kill the Elevator Speech: Stop Selling, Start Connecting later this year. Except that will be carefully planned and orchestrated. You see dress rehearsals are on my mind because last weekend was also my script-writing, stage production, and directorial debut for my daughters’ elementary school production of the show I cobbled together called, “An Evening at Vaudeville.” So mixed in with the wild speaking and media appearances, were daily after school rehearsals, with late nights of getting the program finished, pulling together costumes, and getting the volunteers organized. It was definitely a busy week.
However, my appearances in the media last week were more of a confluence of getting out there spreading my message through speaking and decent marketing, mixed in with a little bit of luck, I’ll freely admit. However, there are a few factors that led to me being featured in 5 different forms of media over the course of just one week, that I think could help your business as well.
- Local TV – I spoke at the Batavia, Illinois Chamber of Commerce Women in Business event for a paid presentation about Credibility and Cash Flow in Social Media. The day before the event, I received an email from one of the event organizers asking if it would be okay with me to have the a local film crew to videotape my presentation for replay on their local cable access TV. So some time this week my speech will appear on cable TV. I agreed on the condition that I receive a copy of the recording to use in my marketing.
- The lesson: Whenever anyone wants to record you, ALWAYS ask for the recording. As a speaker, you need that footage to put on your website, make a demo reel from, or at the very least share on social media as continued social proof you’re out there speaking and doing it well.
- Local Newspapers and Magazine – In conjunction with that same speaking gig in Batavia, the Chamber group had their PR pro send press releases to all the local papers and magazines. All I had to do was approve the copy and she sent it out. I did next to nothing to get my name in the media (not to mention the Chamber’s own websites and social media).
The lesson: Speaking for Chambers of Commerce groups, whether paid or free, you always get the benefit of the Chamber marketing on your behalf. That often means placement in local media, which gets your name out there and allows you to become the “go-to” person in your niche.
- Blog Talk Radio – One of my clients, Brian Basilico, has his own BTR program, BLT Radio, short for Business Life Transitions. He invited me to be a guest to discuss my upcoming book, Kill the Elevator Speech, Stop Selling, Start Connecting.
The lesson: Write a book. That’s first. When you have a book, people want to talk to you about it. Next, Blog Talk Radio is a platform that allows the hosts to store the content, so you can go back any time and use it over and over again. If you’re not sure what to say, have a look at Signature Speech(TM) for Authors for a free gift that will get you started.
- Podcast on iTunes – About a month or so ago, internationally-known author, trainer, and podcaster, Alicia Dunams held a contest to see who should be her next podcast guest. Alicia and I had met years ago on social media and then in person at a live event where I was one of the speakers. I was one of the finalists and because my message about speaking would resonate well with her authors, she decided to interview me about leadership and being “all in” – the name of her podcast.
The lesson: Know the people who are influencers in your community and in your niche. Use the internet to reach out a build relationships and meet them in person at live events so they will remember you.
- BBC – International TV – I recently began using a new app called “Jelly” for social questions and answers, which was released earlier this year by one of the founders and creators of Twitter, Biz Stone. I tend to jump on the newest social platforms as quickly as possible to secure my username and to check it out because many of my clients often look to me to talk about the newest communication tools. Then I was emailed by a producer for a TV programme (you have to spell it that way, because, you know, it’s British!), called “Click.” They have 330 millions viewers and were conducting a story on Jelly and would I be available to answer a few questions? Um, let me think…. YES!!!! So we scheduled it and I spent more than an hour getting the camera right, hurrying up and waiting, and doing the 10-minute interview that had to be boiled down to my 20 seconds of fame. You can see it below. They found me by being on the app. They invited me through my website, I’m convinced, because I had video of me on air to show I can do okay in a televised interview situation. UPDATE – The BBC has added the video to it’s own website right here.
The lesson: Be in the forefront in your area of expertise. Know what the newest innovations are and the newest and hottest trends. Plus do what you can to get any kind of local TV publicity. I learned from Shannon Cherry. The national and international media are far more likely to ask you to be a guest when they know you’ll be a decent guest.
That was my big week in media and speaking. I was so wiped out it took me three days to complete this post!!!
So here it is, my big moment in the international press. The story begins at 12:07 and I come in, literally for 20 seconds, at 14:26. Don’t blink!
I’m tired of it!
You know that crazy roller coaster of entrepreneurial income? The one where you feel like a millionaire rock star one month and a pauper the next? The one when you work like a wild person and make a ton of cash (hopefully) but then when you don’t (or can’t) work you have to start scraping for coins in the couch cushions, at the bottom of your purse, and in the seats of the car? Roller coasters I LOVE, but THAT one, well it’s long time to get off.
The thing is it doesn’t matter how long or short of a time you’ve been in business. It doesn’t matter at what point of income you feel like a prince(ss) or a pauper. We all know the feeling. And if we’re being honest, it happens far too often.
So OK, for a minute, let’s say you’re a smarty pants and you’re thinking, “I make more than enough money speaking/coaching/consulting/serving clients. I have no idea what you’re talking about Felicia.” Good for you. And here’s the thing — ask yourself:
What happens in your business on the days you don’t work?
Or if you’re in a day job, and you take off? Maybe the kids are sick, or you’re feeling under the weather yourself (you knew you shouldn’t have gone to that hole-in-the-wall restaurant!), or maybe you get diagnosed with something serious and have to take off for more than just a couple days. What happens with your business then?
You likely don’t make money, that’s what.
If you’ve ever struggled through that, you’ll certainly agree that feeling like you *have* to work with clients, be on stage, or show up “or else” is not a fun way to live.
I learned that hard lesson last year when I had to take almost 6 months off work throughout the year because of serious health challenges. And I found out the hard way I still had some work to do.
Well, I’ve found the answer.
Actually, I’ve found 21 powerful yet simple ways to create passive income streams so on those days when you can’t (or don’t want to!) show up to work, you can still bring in cash! AND the great thing is because of my relationship I’ve built with David Perdew, the founder of NAMS where he’s had me keynote speak twice and teach on his faculty time and again, he’s given me a “super secret I’m the only one doing this right now” coupon code so you can get access to it all – valued at almost $200 – for FREE! Just use coupon code: FSPassive.
I’ve worked hard this year to develop more passive income streams, but after diving deep into the content David Perdew and my friend Nicole Dean, another faculty member at NAMS, have created and that you can get for FREE but only through tomorrow, is that I still have a long way to go and much more passive income to gain!
Today, right now: I’m throwing it down. Let’s build our passive income streams together!
Yes I know it’s the holidays. Yes I know it’s a busy time. And that’s exactly WHY you should seriously consider joining me in this challenge. When you’re busy and want to be doing fun things away from your business or want to put your head down and write your next book or create your next speech, you still want (and need) money coming in. That’s what passive income will do for you.
So together – let’s get it going. I’ll be posting my progress here on my blog and I’ve even made a dedicated Facebook group to support anyone who wants to join in the challenge with me.
Be sure to pick up the Found Money passive income workshop to get some ideas and get started. The original price of $197 is a great investment into your business but as I said, I managed to clinch a great deal for you as my valued customer.
For a limited time, you can have it at zero cost but hurry.
Go to this link then download and devour everything!
This offer goes away for good on December 8th.
If you miss this one, you are likely to find yourself in exactly the same position as you are now. Let’s change that and make money while we don’t work!
Add your comment below to let me know you’re in and join me on the Passive Income Challenge for Speakers, Authors, Consultants & Entrepreneurs Facebook group to keep accountable and bring in more passive income!
- Recommit. You know speaking is powerful and you’re ready to make that happen and get on more stages. Recommitting to speaking means taking specific actions like setting some time aside to reach out to meeting planners, update your materials, start telling people you’re a speaker, and plan your marketing after your speech.
- Practice. If it’s been a while since you’ve done your speech, pull it out and practice it a few times beginning to end. Make any necessary changes based on new services you offer or current events in your industry.
- Start Fresh. You may be in a different situation than you were when you originally took my Signature Speech(TM) training or discovered speaking. Or you might have something totally new or unique you’ve come up with in your business that people LOVE that has nothing to do with your old speech. Maybe it’s time to write a new one. If it is, pull out your Signature Speech(TM) course content and put together a new speech.
Do you ever wonder if your audience is as excited about your speech as you are? Or maybe, are you secretly worried that you might be boring your audience to tears?
- Sleepers: Some people have incorporated so much movement and activity into their lives that when they are forced to sit still, like during your speech, no matter how fantastic you are, they literally collapse and fall asleep. That’s more about them than it is about you. But if you have more than one person looking groggy as you speak, you could be boring.
- Otherwise Engaged: If your audience members are sneaking glances at their phones, zoned out, arms crossed, looking around the room, and not listening to you or your message, you could be boring.
- You Don’t Ask for, And Don’t Get Any Response: If your entire speech is one-sided and could be delivered the same exact way by video, you’re missing the point of having people there in person. With a live audience, you have the opportunity to ask questions, elicit feedback, even – gasp- ask them to stand up and move a little. If you deliver a monologue and never even ask for so much as an occasional head nod, you could be boring.
Last week I had the opportunity to speak at a women’s symposium event in beautiful Galena, Illinois. My client, Brian Basilico, author of It’s Not About You, It’s About Bacon, introduced me to the meeting planner because he was going to be speaking at the same event and was booked before I was. In a typical turn of events where another speaker had cancelled (sadly this happens all the time), the meeting planner called me in a panic; would I be willing to fill in at the last minute with less than 2 weeks’ notice? Sure. Of COURSE I would; I was planning to be there anyway!
One of the sponsors of the event, the beautiful and serene Aldrich Guest House Bed & Breakfast, was host to the speakers the night before the event. So there I was, sitting around the dining room table with Brian, an expert in social media, and Traci D. Ellis, an attorney who works with professional women handling their business and personal needs. Smart people.
Yet, as we chatted about our presentations (and they both put finishing touches on their slides), I quickly learned that neither had planned to offer anything for sale to the audience, except for Brian’s book.
As I explained to them, there will be people in any audience who are ready to buy something from you RIGHT AT THE MOMENT YOU ARE ON STAGE. Unless it was in the speaker’s agreement with the event that you would not be permitted to sell any products or services, then by all means you should. And here’s why:
If you firmly believe in your heart of hearts that what you do for people with your services or the results that using your product can truly enhance the lives of those who invest, then it is wrong to withhold that from people you know you can help and who need it. All that’s left to do is to make sure they know what it is you offer. Plain and simple.
Beyond that, you deserve to make a living. Yes, I know you love speaking. And yes, I know it’s a joy just to be able to share your information with an audience. And yes, of course you get plenty of benefits from speaking even if you don’t make a dime. But as one of my mentors, Jeff Herring has always said, if you go out of business because you’re not making enough money to support yourself, then you’re doing the world a disservice, robbing them of your unique gifts. So get paid when the opportunity presents itself.
There are too many complex steps to “closing” on stage with audiences so you get the maximum results to discuss in a blog post. Even so, with some audiences, you don’t need a bunch of tricks and techniques; and they may not be appropriate for that audience anyway. Even if you never try a single “closing technique,” all you simply have to do is tell your audience members, “You might be wondering about how the details of what we’ve been talking about today can help you. I also do consulting in my business where I talk to my clients on the phone for an hour and we work out the details to [fill in the blank]. Normally I charge $250 for this hour. Today I’m offering a [discount/bonus/wh
atever] so you’ll get that hour for just $197. If [what you do] is something you’ve been struggling with, let me know today and I can help you.” You’re not hard selling. It might take you all of 30 seconds to say. You’re just sharing in a friendly, helpful way.
Using that simple strategy, Brian was excited when he was approached by a couple people who wanted his offer and one ready to give him a
check on the spot. Had he not offered it, the opportunity could easily have been lost, the moment past, and the cash left on the table. Instead, by simply offering a service, someone in the audience gets to benefit from Brian’s substantial brilliance. And I couldn’t be happier for him or his new client!
Do you always offer something for sale when you speak? How has that worked for you? I’d love to hear your thoughts and experiences in the comments below.