If you know something and are willing to share it with others, you can make $1,000 to $5,000 a day or more as a speaker, trainer, seminar promoter, or workshop leader - guaranteed or your money back!
Dear Speaker or Aspiring Speaker:
If you know something of value to others ... and can explain it to people in such a way that they understand what you are saying ... you can make a small fortune by teaching what you know to others.
By "teaching," I don't mean getting a job teaching at an elementary or high school somewhere.
When I say "teaching," I am talking about instructing grown men and women ... mostly (but not exclusively) businesspeople ...
... in seminars, training classes, workshops, speeches, lectures, tele-seminars, Webinars, and other venues where adults go to learn new skills or otherwise improve their knowledge in a specific field of endeavor.
Today we live in an information society. People need knowledge, wisdom, solutions, methods, and ideas to succeed at home or on the job.
Others will pay you handsomely for that knowledge ... provided you can deliver it in an entertaining and educational fashion.
By "entertaining," I don't mean becoming a ham or cornball.
You don't have to tell jokes or act in a dramatic fashion ... or have your audience rolling in the aisles (although if you can do it, by all means, feel free).
You DO have to deliver valuable content in a clear, easy to understand manner, without boring the pants off people.
For example, a few months ago, a big financial services company asked me to fly from NJ to Chicago - all expenses paid.
They wanted me to train their staff writers on how to write more effective direct mail sales letters.
I spent 2 days with a great group of people. The client and his staff loved the seminar. And when I left, I had a check for my speaking fee of $7,500.
If I had done no other work that week, I would have made $7,500 working just 2 days. Do that every week, and you earn more than $350,000 a year ... working only 2 days a week!
Take the other 3 days to fish, golf, watch TV, loaf, or do whatever strikes your fancy. Or, if you're like me, work at your other job - mine is freelance copywriting - refreshed and raring to go after your 2-day speaking gig.
Make maximum wage in minimum time.
By "make a small fortune," I don't mean that you'll become a millionaire overnight (it took many years for me to amass my first million).
But I DO mean you'll earn ... on a per hour or per day basis ... fees that will make your friends and neighbors gasp with envy!
** Some time back, a client and I decided to conduct a tele-seminar on a specialized topic.
We charged $60 per ticket, and had more than 400 people sign up. They handled the logistics; I gave the talk.
My telephone lecture lasted just one hour. After it was over, we split the revenues 50/50.
After expenses, my share was around eleven grand ... literally for a one-hour talk I gave while sitting at my desk over the phone!
** A software company in Italy wanted me to come to their offices and teach their marketing staff American direct marketing techniques for a day or so.
I got an all-expenses-paid round-trip to Milan - and close to ten thousand dollars as my speaker's fee.
** Last summer, I gave a high-priced weekend seminar to a few dozen aspiring copywriters on how to make six figures in freelance copywriting. My net profit for 2 1/2 days: around $55,000.
** Some times, the money isn't as great. For another organization, I gave a half-day marketing seminar on a Tuesday morning from 9am to noon for a reduced fee (they're a nonprofit) of only $1,750. But even that comes to nearly $600 per hour.
Generate a speaking income of $100,000 a year or more!
In our program, Talk for Money: Getting Started in Speaking, Seminars, and Training, Fred Gleeck and I share with you proven, utterly pragmatic methods you can use to quickly and easily build your speaking business into a lucrative spare-time avocation - or even a full-time career ... starting in as little as 90 days!
In this 4-CD audio course, you will discover:
- Why the highest-paid "teachers" don't work in elementary schools, high schools, or even colleges ... and where you'll find them instead.
- How to make at least $1,000 a day - and possibly much, much more - speaking for money ... even if you don't have a college degree or have never given a single lecture.
- The common mistake most speakers make in starting their careers ... and what you should do instead.
- Which speaking career is more lucrative and in demand - generalists (e.g., motivational speakers, humorists) or content-driven specialists ... and why?
- What is a speaking "niche" - and how can you find yours? Plus: Aristotle's golden rule for finding lucrative target markets.
- The 3 easiest lecture topics to sell on the speaking circuit ... and the 3 most difficult.
- The "3H" rule for finding your target market.
- Best formats and venues for making money as a public speaker.
- The late Howard Shenson's amazing secret for doubling or tripling the audience for, and revenues from, your content.
How many different topics or niches can you speak on? The answer may surprise you. In the remainder of the program, I'll show you how to make thousands of dollars a day in these seven in-demand - and lucrative -- speaking opportunities:
Speaking opportunity #1: The college circuit.
The first opportunity to earn $1,000 per talk and more is at colleges.
But not by earning a Ph.D. and getting a full-time job as a college professor.
Hundreds of colleges nationwide run active "continuing education" programs targeted to adult learners ... and need part-time experts to teach these courses on evenings and weekends.
I did this for several years, teaching writing and marketing courses at New York University's School of Continuing Education.
Talk for Money shows you step-by-step how to get regular "speaking gigs" at local colleges.
- Qualifications you need to teach adults at college-sponsored continuing education programs (hint: it's NOT an advanced degree or prior teaching experience).
- How to get your local college to sponsor the course you want to teach.
- Money talks: how much can you earn speaking at college continuing education programs?
- The average continuing education course has one class a week for 10 to 12 weeks. But here's how you can do it all in just one day.
- The "modular outline" method of creating -- and preparing to teach -- your first-ever college course.
- Can you make money on the side selling your services and products to students? Should you?
- How to "recycle" your continuing education course into books ... audios ... DVDs ... private consulting ... and other information products that can multiply your revenues from the program 10X or more.
- The best things about teaching at a college ... the worst ... and how becoming a "continuing ed" instructor can advance your speaking career long after you've stopped teaching at the college.
Speaking opportunity #2: Keynote speeches and break-out sessions.
One of the most lucrative and rewarding speaking gigs is giving a keynote speech or a "break-out" session at an association meeting.
A break-out session is one of multiple concurrent workshops running throughout the day.
Length is typically an hour, for which your fee could easily be $1,000 to $2,000.
The keynote is the main speaker, who usually kicks off the event in the morning or gives the lunch or dinner talk.
For a 60 to 90-minute keynote, a non-celebrity speaker can earn $3,000 to $6,000 or more.
For celebrities like Magic Johnson, Jon Stewart, and Lance Armstrong, the sky's the limit - with paychecks for a keynote talk of $50,000 ... $100,000 ... even $200,000 and more.
In Talk for Money, you will discover:
- What association meeting planners are really looking for when searching for a speaker for their upcoming event (most speakers don't have a clue).
- When to charge your full fee for a talk ... a discounted fee ... and when (and why) you might want to do it for free.
- Are your meeting talks canned or custom? If canned, how much customization and research do you do to tailor it to each group? And does your fee include research ... preparation of the talk ... handouts?
- The awful truth about PowerPoint ... whether you'll be required to use it ... and how to design a great slide presentation if you are.
- How to save time and money when planning your travel itinerary for out-of-town speaking engagements.
- An amazingly effective, perfectly legitimate, but little-known technique for ensuring that your audiences give you a stellar evaluation - every time. Plus: how to make the meeting planner so happy, she invites you back for a repeat performance.
- How to get lucrative association speaking engagements -- without ever asking for them.
- Are "local venues" -- like the Chamber of Commerce and Elk's Club -- a good market for fee-paid speakers?
- The most difficult challenge you are likely to face when speaking at an association meeting ... and how to handle it.
- How much do you have to know about an industry or group to give an effective talk at their meeting? Shortcuts for gaining that background quickly and efficiently.
- Tips for warming up an indifferent or hostile audience - and getting them on your side.
Speaking opportunity #3: Corporate America.
By far, my favorite "speaking gig" is corporate training: being invited by a corporation to train their employees in a particular topic in which you have expertise or experience.
You get treated first class ... all your expenses are paid ... and the money is really good: I charge $4,500 for a full-day (6-hour) program.
Best of all, most speakers - for reasons I can't fathom - prefer keynotes and break-out presentations at association meetings.
Therefore, the corporate training market is less crowded and competitive - which makes it easier to get contracts at high fees.
Several professional speakers have confided in me that they like the shorter formats (most association talks are 60 to 90 minutes) and the large audiences (louder applause at the end).
But I find you can make much more of a difference in your audience's lives - and give them ideas and skills that can really help them succeed - in a full-day class with a smaller group, which is what corporate training offers.
In Talk for Money, I share with you:
- Why corporate America spends more than $30 billion a year training their employees - often in basic skills (listening, writing, speaking, communications) you'd think they would have learned before they started working.
- Who should you market your training program to? A decision-making manager or executive (e.g., contact the sales manager to get hired to do sales training) with P&L (profit and loss) responsibility? Or the training department or human resources director?
- How to reach out to corporate clients and get them to hire you to train their employees using direct mail, the Internet, and other proven marketing methods.
- Popular topics for corporate training ... types of employees you'll speak to (management, technical, support staff, plant workers) ... most common formats (half day, full day, multi-day) - and how to charge for each.
- How to handle a class where the attendees don't want to be there but were forced to go by their supervisor.
- Creating your visuals, workbook, and "needs assessment" tools. Plus: are the workbook and needs assessment included in your basic training fee - or do you charge extra?
- How to customize your presentation to each client and group ... without spending an inordinate amount of time doing so.
- A simple technique for ensuring that your attendees are getting their needs met - and their questions answered -- throughout the day.
- Livening up even the dullest topic with lecture ... slides ... hand-outs ... reference materials ... individual exercises ... group activities ... gimmicks ... and more.
- The secret to creating a great exercise that will excite, engage, motivate, and teach students in a way that makes the lesson stick.
- How to close more sales, get more engagements, and make the hiring manager happier by offering a simple but valuable "bonus service." It has an enormous perceived value ... yet most clients will never actually use it - so it costs you next to nothing to give them.
- How to write and design an effective evaluation form ... ensure that your students actually fill it out - and give you rave reviews.
- What are the contractual arrangements? Does the client pay expenses? Fee in advance? First-class airfare? Meals? Luxury hotel?
Speaking opportunity #4: Tele-seminars and Webinars.
Tele-seminars and Webinars are pretty new, and have been around for only a few years.
What's exciting is that tele-seminars can potentially earn you more money per hour than any other speaking activity: I've literally made as much as ten thousand dollars an hour giving tele-seminars!
In this program, I will show you:
- What is a "tele-seminar" vs. an "audio conference" vs. a "Webinar"?
- Why tele-seminars are an absolutely fantastic product for speakers ... and a terrifically convenient learning medium for attendees.
- The 7 key elements of paid tele-seminars: PDF transcripts, PowerPoints, MP3s, CDs, and other elements of the tele-seminar product mix.
- What's the ideal length for tele-seminars (an hour ... 90 minutes ... longer)? Plus: best method for soliciting and answering attendee questions (live Q&A vs. e-mail).
- When to use a one-shot tele-seminar vs. a tele-seminar series. For a series, how many calls should there be -- and at what intervals? Weekly? Monthly?
- Profitable pricing strategies for one-shot tele-seminars ... tele-seminar series ... entrepreneurial audiences ... corporate audiences ... customers who want to purchase the recording or transcript but cannot attend the live event ... having multiple participants listening at a single site.
- Should you aim to make a profit from the tele-seminar -- or use your tele-seminar to sell something else ... or even build goodwill with your list?
- The 2 most important ingredients in making money with tele-seminars.
- The only way to profitably market tele-seminars. Nothing else seems to work.
- How many weeks in advance of the tele-seminar date should you begin promoting the event? The answer may surprise you.
- Maximizing tele-seminar profits: recycling and reselling the content over and over again.
- When should you consider a Webinar instead of a tele-seminar - and what are the pros and cons of each?
- The 2 pieces of equipment your attendee must have in his home or office to participate in a Webinar. Warning: many people at home don't have both.
- Preparing your Webinar visuals.
- Where to find service vendors who can help you produce and manage your tele-seminars and Webinars.
Speaking opportunity #5: Pitching from the platform.
I never sell products from the platform: all my income is from fees - either my daily fee as paid by my corporate or association client ... or the registration fees paid by my attendees.
Fred Gleeck, on the other hand, derives at least half of his speaking revenues by selling information products from the platform.
So I asked Fred to share with us how it works, why he does it, and how you can increase your seminar profits by at least $5,000 a day or more with product sales:
- Why some speakers prefer product selling from the platform as their business model for the speaking business over fee-based engagements.
- A paying audience expects to get valuable content in the talk for their money. Isn't saying "buy my product" sleazy and inappropriate? Doesn't it turn people off?
- What kinds of seminar promoters allow or even encourage product selling from the platform? Which discourage or forbid it?
- How much of your talk should be content and how much is sales pitch? And WHEN in the presentation do you give the product pitch?
- Many speakers I meet want to sell their book when they speak. Here's why Fred Gleeck says this is a terrible idea - and what you should sell instead.
- How to construct a one-page "offer sheet" - the 3 levels of offer you should make, and the best price points for each.
- Why the pricing on your "offer sheet" should be good only during the seminar - and why you should NOT honor the pricing if someone calls after the event, even the next day.
- What to do if an attendee complains, "I paid for an informative seminar - why are you selling me stuff?"
- Should you bring physical product to sell on a table in the back of the room? Why that can be a fatal error ... and why just having an offer sheet may actually increase sales.
- How Fred Gleeck can help you hone your platform selling skills -- and learn to be comfortable with it - even great at it.
Speaking opportunity #6: The Learning Annex and other adult education.
In nearly every major city, there is a "Learning Annex" or other large public seminar company that advertises a variety of inexpensive short courses via a catalog.
The courses are inexpensive. And as an instructor, you typically get a small percentage of the registration fees. So the pay is minimal indeed.
Yet some speakers - Fred Gleeck and others - have turned these "low-pay/no-pay" events into highly profitable revenue sources ...
... most often by boosting attendance through marketing to their own list, or selling products from the platform, or both.
Both Fred and I have taught extensively at the Learning Annex and similar venues - and in Talk for Money, we give you straight talk about the pros and cons of doing so:
- Why Fred regularly makes the round trip from his home in Las Vegas to NYC to do his Learning Annex program - even paying all his own travel expenses.
- Why a growing number of seminar promoters are actually encouraging their teachers to sell product from the platform ... and if they do, will they want a piece of the action?
- Doesn't the Learning Annex attract small audiences for non-celebrity speakers and pay you only 15% or 20% of the registration fees? How can that be worthwhile to you as a speaker?
- Why the Learning Annex paid Donald Trump $1 million for a one-hour lecture ... and why you will never get close to that from them (but can still earn a handsome wage speaking at their events).
- How to drive your own customers and prospects to your Learning Annex courses - without even mailing them a Learning Annex catalog.
- Other low-pay/no-pay venues: YMCAs ... local libraries ... Barnes & Noble ... and more. Plus: how to reach out to the right person at these places - and convince them to do your program.
Speaking opportunity #7: Conferences, seminars, and boot camps.
Fred and I have both made as much as $6,000 a day - and in his case, much more than that - sponsoring our own public seminars, conferences, and boot camps.
In Talk for Money, we give you the inside story on the profitable public seminar and workshop niche, including:
- What's the difference between a seminar ... workshop ... conference ... boot camp? And which is most profitable?
- The best cities in the U.S.A. for holding your public seminars and other events ... best days of the week ... best (and worst) months of the year ... most popular length (half day, one day, two day, longer).
- Price points and strategies for maximizing attendance and revenue at your public events. Some promoters charge $5,000 per attendee for a boot camp. But this may not be the most profitable pricing strategy for you.
- How to promote your seminars and workshops through newspaper advertising ... direct mail ... radio ... online ... affiliates ... and other marketing channels.
- A simple formula for calculating your total seminar revenues.
- How do you recruit speakers to your conferences and boot camps? Do you pay them? If not, how do you get them to come?
- Doesn't the market have a limited bandwidth of how many boot camps it can absorb? How do you know when there's too much competition and it's best to stay away?
- What topics sell best for high-priced weekend boot camps - general (e.g., "Get rich with Internet marketing") or specialized information (e.g., "Pay per click advertising")?
- How to write a program title that compels people to sign up - no matter what the costs.
- Proven marketing techniques for putting "butts in seats" at your public events.
- Elements of a successful boot camp promotion: title ... who should attend ... what you will learn ... speakers and their topics ... venue description ... materials ... testimonials ... about the promoter ... pricing ... early bird discount ... guarantee ... cancellation policy ... hotel and airlines ... workbooks ... bonuses ... prerequisites.
Bonus speaking opportunity: Toastmasters and the National Speakers Association.
While both Fred and I have spoken at -- as well as attended -- numerous National Speakers Association and Toastmaster events, Fred has been more heavily involved in NSA than I.
In our final conversation in this program, we have a free-ranging discussion on both Toastmasters and NSA - and in particular, what they can do to advance your speaking career.
- Is NSA membership something you should be considering at this stage in your speaking career - or at all?
- Can NSA and Toastmasters teach you how to be a better speaker? To make money as a speaker?
- Why speaking at NSA meetings can actually be profitable for speakers who cover certain topics of interest to other speakers ... and how you can get invited to speak.
- What type of speaker does NSA cater to - entertainment speakers (motivational, humor) or educational (content speakers) - and why?
- What is the biggest mistake NSA members make in their speaking careers?
- Other groups ... venues ... resources ... and Web sites of value to both new and experienced speakers.