Public Speaking: Be a Professional Speaker | TJ Walker | Skillshare

Public Speaking: Be a Professional Speaker

TJ Walker, Public Speaking and Media Training Expert

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11 Lessons (58m) View My Notes
    • 1. How to Be a Professional Speaker Promo

    • 2. Intro

    • 3. How to Be a Professional Speaker Pick Your Niche

    • 4. How to Be a Professional Speaker Create Content

    • 5. How to Be a Professional Speaker Your Tribe

    • 6. How to Be a Professional Speaker Business Model

    • 7. How to be a Professional Speaker Marketing

    • 8. How to Be a Professional Speaker Fees

    • 9. How to Be a Professional Speaker Speaker Bureaus

    • 10. How to Be a Professional Speaker Platform Skills

    • 11. How to Be a Professional Speaker Conclusion


About This Class

Public Speaking: Learn how to position yourself as a professional speaker and market yourself

Public Speaking: Be a Professional Speaker

Imagine yourself speaking in front of thousands, spreading your message and insights, and improving lives. You can be a professional speaker addressing large and small crowds with your expertise.

In this " How to Be a Professional Speaker" Public Speaking course you will learn all of the essentials of how to launch a professional speaking business. Many people aspire to be professional speaker, but few actually turn their dreams into a successful business. In this course you will learn how you can turn your passion into a marketable business that can grow and prosper. Professional speaking is about more than good platform skills and a love for speaking; it is a about creating a sustainable business model that includes sharing your expertise on the platform.

Why wait even one more day as an amateur or mediocre speaker? Sign up today for this Public Speaking course today.

There is a 100% Money-Back Guarantee for this Public Speaking course. And the instructor also provides an enhanced guarantee.

What will students achieve or be able to do after taking this Public Speaking course?

  • Speak Professionally
  • Develop a Niche
  • Create a Marketing Plan


1. How to Be a Professional Speaker Promo: Do you want to learn more about the exciting, sometimes lucrative field of professional speaking? Hi M T. J. Walker. I've been coaching people on how to speak, and I have been speaking and training all over the world. For 30 years, I've worked with presidents of countries, prime ministers, Nobel Peace Prize winners, even Miss Universes. And I've spoken on stages throughout the globe. I can tell you what it takes to be a professional speaker. I can also help you save money because I'll be honest with either a whole lot of Charlotte ins out there who are selling this myth, this fantasy of easy money being a professional speaker, I'm here to tell you it's not easy money, but it can be a part of. Your revenue can be a part of your income. If you position yourself the right way and go about it the right way for interested in the hard work of being a professional speaker, then sign up right now. 2. Intro: become a professional speaker. Work from home made $20,000 an hour. It's easy money. You'll get rich. Hold on. That's the hype. I'm gonna teach you the reality. Now you can be a professional speaker and you can make money, But you need to go into this with your eyes open. I'm gonna walk you through it. I've worked with scores at scores, thousands of speakers, business leaders, politicians and professional speakers, too. And some of them make a lot of money. Some of them make very little money. One of my first years in the National Speakers Association, a survey was done, and the organization found that the average member only made $28,000 a year. And I'm not talking. 50 years ago, this was around 2001. Folks, you can make more money than that. Flipping Burgers is an assistant manager at Burger King, So the reason to try to be professional speaker isn't because it's easy money that I can assure you you can make money. You do it the right way. You can make a lot of money. But here's the real reason, in my view, the only reason to want to be a professional speaker, and that is, you have a set body of expertise that you want to share with the world in every way possible in your books, in your block, on TV interviews, radio interviews and, yes, in speeches to reach audiences. That's the reason you got really expertise, and you're trying to change the world. You may be a political leader and want to change government policy. You may be an energy efficiency expert, and you want to reduce people's energy bills at home, your whole area of expertise, maybe just how to organize people's garages more so they don't go crazy looking for junk in the garage. There's a 1,000,000 different areas of expertise you have, but if you don't have a passion for some subject matter, it's gonna be very, very hard for you to make it. It's professional speaker now. Let's define some terms. There are some celebrity speakers, people like Oprah, already famous. She's making a $1,000,000,000 a year with other stuff, and yes, she can make a speech any time she wants to make 200,000. She's a professional speaker. She's making a lot of money, but that's not her primary business. Same with Bill Clinton. Bill Clinton gives 300 speeches a year, the vast majority for free, but he does make 1/4 $1,000,000 a speech when he does speak to corporate audiences. That sounds pretty professional to make. So there's a category of professional speakers of people who are just while the famous. If you are someone who has won 10 n B A championships, well, you're gonna be able to speak even if you're not the greatest speaker. If you've been the president of a country or prime minister, a Jew seven country, yeah, you'll be able to speak for a living and make a lot of money every time you speak. Now, for the sake of definitions of this course, I'm going to assume you're not a household name. You are not already wildly famous, so my advice is going to be four. People who are trying to build a business, have some area of expertise, some element of professionalism, and they're trying to figure out how speaking can be a part of it. That's what this course is about. Let's hop it 3. How to Be a Professional Speaker Pick Your Niche: so the title of this course is how to be a professional speaker, and this may confuse some of you, and you may want your money back right now, and that's fine. I'm happy to give it back to I don't believe your goal should be to be a professional speaker. What I believe is that your goal should be to have true, deep expertise in something and to be able to share it to the world. It is many possible ways, as you can through books, through blog's through audios through radio appearances, TV appearances, you two channels and, yes, through speaking in front of live audiences. Now there was a time way back when I'm talking in the forties fifties and sixties, when there were people who just were professional speakers because more and more associations were having conventions and they didn't want to know what to do. So this person gave a speech and someone said, Hey, we need a speaker. I saw Bill goes speak last week. Let's get him And Bill Go, a former mentor of mine, was one of the first professional speakers have made a very nice living, really, just delivering a keynote For the most part, those days are gone. The idea that you could just sort of sit back, watch an Anthony Robbins video, goto a less brown event. Look a couple of other motivational speakers on YouTube and said, You know what I can do that put my own spin on it and an insular I'm a speaker that cannot be done anymore. Ladies and gentlemen, let me just tell you right now you are wasting your time. If you think you could just sort of watch a few blended together, have your own spin and come out. It's much, much harder than that because there's so much competition. You doubt me. Go to Google and type in professional speaking professional speakers. Keynote speakers. It'll break your Internet. There'll be so many hundreds of millions of websites coming. There's tremendous competition. You have to differentiate yourself. So I think the first thing you have to really decide is not whether I want to be a professional speaker. How to make myself a professional speaker. The first thing you've really got to define, what is your core area of expertise? What's the thing you know so much about that people want to hear you talk about now. I play tennis. I play tennis my whole life. I want a tournament or two. In 1977 I play tennis. Now I have a tennis court Now I play a couple times a week. I like to talk about tennis, but you know what? You'd have to be insane to pay me Dah lecture about tennis because my knowledge level is very, very common. It's low on a 1 to 10 scale with tennis radio, probably a two. I am a hack player. I barely know who was in the top 10. So it would be virtually impossible for me to sell my self as a speaker about tennis because my knowledge base is so low. I haven't written about. I haven't studied, haven't thought about it. So it's not enough to have a mere passing interest in tennis. I played with guys every Monday night in the league. That doesn't make me qualified to speak about tennis. So the first thing you've got to do is figure out what is the number one thing that you like that you care about, that you're interested in that you could speak about but What would you be talking about if no one even paid you? Too many people go into this idea of I want to be a professional speaker because they went Teoh some positive speaking rally or some Peter Lowe thing. And it was a speaker after speaker and it seemed glamorous and hear these people selling their information products, and they're all making $50,000 a day, and I want to be up on the stage. I might not be a good singer to be a rock star. I might not have enough talent to be on Broadway, but I could get up and talk and be in front of us Big stage full of people. That's not the attitude toe have. You will never get there if that is your motivation. So for starters, you gotta figure out what is it that you're good at? I would suggest actually getting up a Venn diagram and try to plot out, for example, everything that you're good at. So if here's a diagram of every single thing a circle of old things you like, stuff you like to dio, here's a list of things that people already pay for. So you may like to collect seashells, but there's not a huge demand for people who like to collect seashells of getting paid for that. You gotta look at the marketplace. What does the public want, what corporations pay for and what is it you're good at? So, for example, I love talking about politics. I love getting my analysis on current affairs, but guess what? That's an interest of mine. Aren't any corporations willing to pay for that? Unless you're really, really famous and you worked at the White House, then maybe you can get a gig at Fox or MSNBC or CNN. Other than that, you can't get it. Public is not paying for political analysis, then get it for free on every website, every blawg and on TV. So that's an example of this being over here in this part of the Venn diagram, complete, utterly useless. You have to find something that's in this intersection of all three circles. So for me, I have had a lifelong interest in public speaking and in media and politics, helping people communicate effectively well, is that a good topic? Corporations hire people to do that all the time. Corporate communications departments hire people to speak on that and a train on that. Individuals buy books on that and higher trainers for that. So that was my sweet spot, something I like to do something I'm good at. Corporations pay for it, and individuals pay for it, too. That's my sweet spot, and that's ultimately a lot more important and having the best voice in the world or the best stage presence because you can have you can frankly teach a monkey to have good stage presence if they're just giving the same old motivational spiel of Have goals focused on your goals associate with people already. Success, you know, could be able to differentiate yourself. You're not gonna get booked, and you're not going to get paid. So here's the first bit of homework for you. If you could only talk about one thing in, I'll give you 10 words. But I would really prefer five words or less. What is that subject matter? What is the topic? It can't be. I help people with sales, customer service, negotiation, speaking skills and Baba Baba. You might be good at all of those things, but there's no way you're going to be able to market yourself to the world as good enough to speak on those topics. You're far better off focusing on one thing, one thing only. Then build out the others if you can get. There are exceptions to these rules. Alan Weiss. You should read his book on $1,000,000 speaker. He who knows what he does, but he speaks all the time and he says, Don't position yourself. I think that works for Alan Weiss and it works for people who've been in the business for 25 35 50 years. I don't think it works for anyone today. It's so hard to get any moment, um, to get yourself established and well known by anyone and toe have a following. You're gonna confuse the marketplace. If you try to be good at five things or to speak on five things, pick one thing. That's your homework right now. In one sentence. 10 words or less, preferably five. Tell me, what is it you do to help people in the world? Write that down now 4. How to Be a Professional Speaker Create Content: Once you've found your niche, you have got to figure out how to create something interesting to add to this niche. I recommend that you create new content every single day. Enough for years. I did it seven days a week. I minimum create content five days a week. Now you figure out what's best for you. But if you're only creating a new piece of content once a month, it's just not gonna add up to much. Frankly, unless you're really doing something special, I would recommend that you write Ah, blawg post every single day. It may only be one idea, maybe one paragraph, but right about what it is you do based on other readings, other research thoughts, reflections, your own original ideas, synthesizing not stealing, but synthesizing what others were doing so that you could be a guide to this particular subject matter doesn't matter if its corporate strategy it doesn't matter if it's a state planning. Whatever your subject, is there other people writing about it, talking about it. You need to be the person that people trust to synthesize what's going on end, to say what's significant and to deliver new insights. So I would recommend that you write every single day on this subject matter, even if it's only one paragraph. Two of my 1st 8 books were nothing but collections of blood post. The more you write, the more you write, the easier it gets, the faster it gets, the more you are disciplined. Always be looking out for ideas, and the little light bulb is churning even at night. If you know you have to read. If you have to write content on your area of expertise now you want to be a professional speaker. So I would recommend that you speak every day on your matter of interest. Your subject matter now. So how do you do that in the old days? You'd have to go through the phone book and called the Rotary Club Head. Do you need a speaker? I'll speak for free and not suggesting you don't occasionally speak some place like that. But that's a tremendous amount of work. Just to find an audience of 20 people thes days, you shouldn't have to work that hard. Simply speak. Turn your video camera on on your Web cam. Record yourself speaking. Put it on YouTube. If you don't have a YOUTUBE channel now, what are you waiting for? It is absolutely one of the best tools ever for professional speakers and aspiring professional speakers, because here's a chance for you to speak every day to get feedback, to hone your skill, to get more comfortable and to go deeper into your ideas. Now some of you might not like my style might not even like me. But I doubt any of you think I'm nervous now uncomfortable, and I could tell you fire any more relaxed I'd be asleep right now. I'm comfortable because I've done 10,000 videos on YouTube and I have done 100 courses online. Plus, I have given thousands of speeches and because I'm speaking every single day I get comfortable with, it gets easier. You get better at it. So in a sense you're far, far advantaged over people trying to enter the professional speaking special, the by the way he ever make a mistake and you're on the platform. Just don't tell anyone. Smile and keep on going. So you have a huge advantage over people who were trying to enter professional speaking 30 years ago. They might only give one speech a month, and that's begging, spending hours begging for time. To do that, you can give a speech every single day. Now, a typical day. I speak to 2000 people every day. Now. That's not a huge audience compared to Lady Gaga style audiences on YouTube and Justin Bieber. But 2000 people a day watch my videos on YouTube, and until just a few years ago, that would have made me probably one of the top 10 speakers in the entire world, if not the number one speaker in the entire world. If you compare that to speaking to live audiences, so it's never been easier to find an audience to try out your ideas. Now it's every one of my videos, brilliant and have 10,000 views. Now do I sometimes have an idea that isn't perfect? Sure, two people criticize me sometimes in a mean, vicious way, saying, You're old, your bald, your ugly, your obedient Yeah, but every so often someone gives me insightful criticism that's very helpful. That makes me think that makes me grow. That makes me get better. And that's what you can get by putting yourself out there. Speaking because if you're new to the professional speaking gig, yes, I believe it's not a simple matter of calling up a speaker bureau. So hey, I'm ready. Just start booking me at major conventions, a $10,000 a pop. It's not going to work that way, But you can book yourself today on YouTube, and you can book yourself today on your own block. So that's what I recommend you do. You need to become a content creation machine. If you want to be a professional speaker, you look at the best speakers of the world, and quite often you look a South Gilligan. For example. Huge fortunes, public speaking turns down most of his speaking request. He could speak anywhere. He wants huge, huge speaking fees Well, he's also written a dozen books best sellers. He has a blawg every day that's read by millions, starting to see the connection there. Look at someone like a Jeffrey get Immer wildly successful sales guru speaks all over the world. Hundreds of speeches per year. He's written a dozen books, virtually all of them New York Times best sellers, he writes. Every single day I've been in his office and studios. He reads sales book every single day, he writes. Every single day he creates videos, if not every day, very, very frequently. Any give speeches all over the world constantly. So if you want to be a speaker and really have long term success, you've got to pick the niches we've talked about earlier. And you gotta pick a niche that you care enough about to write about daily, to speak about daily, to analyze other news on that subject area. And to be a true true industry expert. As you've heard me mention before that the rial success for people these days, some people who just call themselves I'm a professional speaker. It's for people who have a deep, deep, deep industry expertise, evening of sales. And a lot of people do think Jeffrey get over. He is a sales gurus very, very good at what he does and has a huge, huge following. Who is the expert in your industry and how can you do better? I'm not suggesting you copy that person, but you should certainly be aware of what they're doing where you disagree, how they communicate and how they create content. So that's my challenge to you. Now I need you to come up with a plan, an actual editorial Tallinder of what you are going to create. If you are serious about being a professional speaker, then you need to be prepared to write every single day on your blog's on a particular subject, and you need to be prepared to speak every single day on your subject. Now, folks, a lot of people say this. I practice what I preach, especially with the speaking every day. Go to my YouTube channel youtube dot com slash t j. Walker, and you will find 10,000 videos. Some of them don't have that many views, but you put it all up. I have 3.5 1,000,000. Plus, that's more views than the National Speakers Association YouTube channel. It's more than Toastmasters. It's more than Anthony Robbins. So, folks, I'm practicing what I preach, and I don't make a lot of money off my YouTube videos, but I do get clients now, and I do get advertising revenue from the YouTube videos to. You can do that, too. So in a sense, you could be a professional speaker tomorrow or even today. Speak monetize the video and you'll make some money. Now, unless you're doing something generating millions of views, it's not going to be a lot of money. But when you look at what creating YouTube video does, it helps you refine your expertise, improve your speaking skills, and it markets you to the entire world in the second largest search engine in the world and people can see you speak. And instead of paying for this marketing, you get a few pennies occasionally even a few dollars back to me. That's the greatest deal in the world. So don't wait to be invited on CBS Evening News or your favorite primetime show on and Network News Channel. Don't wait for that. Don't wait for the 1st $25,000 keynote speech to build yourself a big professional studio. Just use your $10 webcam if you need to, or nothing else, hold your cell phone up to capture video. Some of the most successful videos I have with tens and tens of thousands of views were ones where an idea came to me and I just spoke right to my cell phone, uploaded it to YouTube while at the barbershop so do not wait. I need you to come up with an editorial calendar. How? When on your schedule and how much are you going to write daily? How many videos are you going to produce every single week? Ideally, every day when I say produce a video, I just mean simple talking hit. I would not. If you want to be a professional speaker, waste a lot of time on all sorts of editing special effects. Green screamed. Just talk. You're being hired as a speaker. You're not being hired as the video producer you're hired to speak. So although my videos in fact you can even see in this course here, I don't have any production values other than a good light, good audio and a good camera. There's no editing. There's no graphics. There's no post production. It's very simple. I would recommend you do the same thing, so come up with your editorial calendar right now. What are you going to produce on a daily basis? It's critical to your long term success as a speaker 5. How to Be a Professional Speaker Your Tribe: So you've got a plan for creating content. I hope you really can stick to it because this is the sort of thing. If you write a block every day for a month and then you say, Well, you know, I'm a little busy I'll pick up again. Once we get through this tough week, you'll never write the block again. Six months go by you. Look, it'll be empty and it will be worthless. You have wasted your time. Same with the YouTube channel. If you say Well, I'm gonna do five this week and let me take a week off, and then you'll never come back to it. You need a regular schedule for your YouTube followers. Now, here's why we're doing all this. You need to be a part of a community and B. You need to be a leader of that community, and you need to have your own tribe. Seth Golden really stresses this concept of the tribe, whether you call it a tribe followers, people who love your stuff, fans, it doesn't really matter what you call it. You've gotta find a group of people who just who care about your stuff, your ideas they might not love. You want to marry you, but they respect your ideas and think of you. When that subject comes up, that's what you need. That's all you need. Now that's the good news. That's all you need is a tribe. The bad news is it's really hard to find a try because you are competing with billions of other people out there who are posting on Facebook of posting on their broad and creating YouTube channel. It's hard to cut through the clutter, and you can't just be pushing your stuff all the time. You've got to be engaging people, anyone, no matter how time consuming it is. Anyone who puts a comment on one of my YouTube channels, I respond unless they're just saying nasty name, distinct things about me that I might not. But if it's anything of substance, I respond. Someone posted coming in my blood, I respond. You have to engage people. It's not just about being the expert. There was a time pre Internet pre social media 15 2030 years ago, where it was all about. You're the expert on too young. You're Martha Stewart. You're the expert. You're pushing it down and people are looking up to you these days. It's not quite like that. You need to be a part of a community. The best person is really an expert on this, and I would recommend his books. Gary Vaynerchuk of TV Wine Library Guy Now Ah, vein, er media. Hey, his rule of from is, you know, for every our you spend creating content, you should probably spend about eight hours responding to other people's questions, responding to what they ask. It's almost all response in his mind. He would spend 15 minutes on his TV wine library, show a night and then spend hour after hour in the evening answering every single person's question about wine. And what's the best wine for fish? And that's how we get famous. That's how he created entire imp, and that's how he gets speaking gigs at $40,000 or Maura Pop because he became so famous because thousands, hundreds of thousands, even millions of people cared about him and they watched his show. They went to his block. They followed him on Twitter, and he's been able to use that audience for all of his other business ventures and best selling books and keynote speeches. So that's the hard part about all this is you have to find tribe of people who care about your stuff. Now. It doesn't have to be huge. Some leading experts on marketing contend that if you just have 1000 people who really care about yourself, that's enough to make a nice living, not just from keynote speaking by from selling your products services, it's more important to define your niche and be the leader of that niche than to be the number one expert on motivational speaking in the world. Pick your niche wisely, and then you've got to create great content. You got to create new content. You gotta create original content, and you have to take the time to engage with people. And there are no shortcuts. Believe it. There's all sorts of gimmicks out there and software program. You can buy 200,000 Twitter followers. That's not what I'm talking about as a complete, utter waste of time. The value of having 200,000 Twitter followers is if those people actually read your stuff like it, respect that retweeted and occasionally do what you suggest they should do. If you bought the 200,000 Twitter followers or the 500,000 Facebook likes, it's completely worthless. I would rather have 50 Twitter followers who liked me and cared about me and respected than five million Twitter followers. If it's just something that it was purchased, are manipulated somehow. So that's the bad news. Is there really aren't any shortcuts to creating a tribe these days? Because content is everywhere. You can Google any subject matter in the world and come up with millions of pages. Content is everywhere. You've got to figure out what can you do, where you really add something that's special. That's different. That's unique. How can you add something to the conversation already to build a tribe, to build fans to build followers? If you saw this problem, the speaking gigs will come if you don't follow. If you don't solve this problem, then the whole speaking gig thing is going to be a constant effort. It's going to be a really challenge, and it's going to be just like pulling teeth. It's not gonna be a fun process, so don't skip this process, and I realize we can't just do it now and one homework assignment in five minutes. But I do need you to give some real thought to who your tribe. But I want you to describe this person who is the sort of person. How old are they, what kind of company they work and what industry do they work in? What are their concerns? Why does this person? I need your expertise and want your expertise? If you are an expert on corporate strategy in the tech industry than your audience, very well, maybe CEO Seo's in the top 100 tech companies might not be a huge audience, but that's an audience that hires a lot of speakers and the hell out of money for consulting and everything else. So that's what you've got to figure out right now is who's likely to be your tribe. Where are they now? What websites are they going to now? Constantly amazed by people who tell me I want to be a professional speaker and I speak on change management. I so really well, so tell me who were the top 10 authors and experts you respect? What blocks do you go to whose YouTube channels you already watch who do you think are the best experts in the field? And who do you think your operated? And often it's like? Uh, well, I don't know, but I know I'm good. Really? You can't be a real expert on something unless you know what all the competition is doing. So I need you to focus right now and figure out paint a picture. Who is your audience? Who are who are the possible people who are gonna make up your tribe doesn't have to be a 1,000,000,000 people. Doesn't have to be a 1,000,000 people, but it's got to be more than you and your immediate family and friends. So think of that and write your notes down. 6. How to Be a Professional Speaker Business Model: If you're really going to be a professional speaker, you need a business model and your business model can't just be well. I wrote this great book over the last three years. I'm going to send it off this of New York publishers, and then I'm sure it's gonna be published. It will be a best seller and I'll get on the Today show on Good Morning America and I'll be rich and famous. And then all the speaking burials will want me. That's not a business model that's a lottery ticket. And if you're serious about being a professional speaker, that's just not going to cut it. So as I mentioned to you earlier again, if your goal is to be a professional speaker, that's frankly a waste of time. Your goal should be. I have a particular area of expertise and I want to help the world in a lot of different ways, and one of those ways will be giving a keynote speeches. But if you're really serious about the expertise, there should be a lot of different ways you can make money from it. Consulting should be one of those revenue models writing books very may very well be party revenue model, although be careful. Most people I know who write books, even best selling book don't really make any money. I've written eight books, and I can tell you, if I had to live on what I made from books, I would be a very thin and lean right now, Books primarily are a means of promotion, as opposed to making a lot of money. But every so often someone does write a book that makes them a lot of money. And more important, it's important credential for your business these days. I would recommend before you even write a book, create an online course. There are a lot of good places online where you can create courses and sell them and make money places like you to be in other courses like that. Other online platforms that are open that will allow you to speak record on video and create a course around it so you can have a revenue source from online courses. From books. You can have revenue from YouTube ads. You can have revenue from keynote speeches, which will talk about consulting. If you're already a unemployment lawyer, you have a law practice. That's a part of your business model, ideally, and something that doesn't have quite the glamour of professionals speaking on the stage with 1000 adoring people looking up is training giving seminars, breakout sessions. That's primarily my niche Now. I do give keynote speeches for money, and I do make money from YouTube. But I do get royalties from books and even DVDs and CDs, and I do make money from online courses. But most of my money most of my revenue for my business comes from corporations and governments and non government organizations hiring me for 1/2 day or a full day of public speaking, training and media tricks. So I'm speaking, but often to small groups, so training very well me admit it may very well may be a part of your revenue mix, so don't neglect that. You need to come up with all the different ways that you could make money. But here's the kicker. Here's what everyone gets wrong. The important thing is not having multiple streams of revenue, and the important thing is not having passive income. Someone starts telling you about passive income, grab your wallet and run there been Mawr speakers who have potential speakers, aspiring speakers who have lost their house because some con man sold them on the idea. Passive income. I have never worked so hard in my life as I have for so called passive income. You've got to come up with your business model, and the first thing you need is your main driver. What's the one thing that's gonna make most of your money? You look at the most successful people in the world who speak. They typically have one base. Rush Limbaugh has written best selling books. He's had a TV show. He gives speeches. He's had his own tie line. But all flows from that daily radio show. Howard Stern has TV shows, guest appearances on other shows, books, movies. But it all flows from that daily radio show. Now I'm not suggesting you had to be a radio star. What I am suggesting is you need a base because I have seen countless aspiring professional speakers spinning their wheels of Oh, I'm gonna write a book here, and I got a DVD product here and I got a CD product here and I have this recurring revenue , passive income here and you add it all up in its pennies. And three months later they made $300 they can't pay their rent, and they have to go back to work. Managing Burger King. That's not professional speaking. You've got to figure out a way of making money. Now, if you're currently a full time teacher or an insurance adjuster, there's nothing wrong with that. Keep your job and keep doing this stuff on your other free time. You can make your YouTube videos at 10 o'clock at night. It can work around your schedule. Does your booking yourself so you need a source of revenue? I don't care if you're goal was to give all the money away to charity and help poor, but that's fine, but you're not going to help anyone else. You're not gonna be taken seriously if you're not dressed nicely. You no one wants to see someone up on a stage. You have to be in a suit and tie, but you can't look like you don't know where your next meal is coming from and make it as a professional speaker. I'm sorry. It's just not going to happen again. You know what the wear, a suit and tie. You've gotta wear something that is appropriate to what your message is about. So you need a business model. And if that part of that business model is doing the old job, you hate until you get things going. Do that. Don't quit too soon. Because then your family and friends were gonna be sick of you living on their couch and they're gonna be laughing at you, calling yourself the success coach and you're unsuccessful. There has to be something that's plausible there. So that's what I need you to do. Now come up with a business plan. I want to know all your sources of revenue that you see yourself making money from. But most important, I want to know your main source of revenue. I want to know that if you could only do one thing, maybe it's consulting. Maybe it's billing by the hour. As a practicing attorney, I want to know what is the one thing you would do that you can do that you will dio that will already support you. If none of the other stuff came through, it's critical that you have this down. Think about it, ponder it, write it down now 7. How to be a Professional Speaker Marketing: So you've got your business model. You've got your area of expertise. You're creating content. What's the best way of marketing yourself as a speaker? Well, this is the question that people grapple with. It's the question of the ages for professional speakers and aspiring professional speakers and the fact that it changes. There was a time when you could buy mailing list, get your demo tape, do a lot of mass mailing, send out DVDs. And if the timing was right, your subject was how you could really catch fire that did work. Those days are over. The best way to market yourself is to define your niche. And when someone goes to Googling, has never heard of you and types in sales guru, they find you. If you're the sales guru, if they want to know change management, they're looking for expertise in that they find you first. How do you get to be number one in Google for your search term? Well, you need to be creating great content every single day and have people talking about it, linking it, retweeting it, and you're probably going to need a search engine optimization company as well, which means you need money, and that's why we talked about the business model. So that's why you need to be consulting and keeping your day job. You need money for those things. You need to really establish yourself so that if someone types in your phrase on Google, they find you. If they go to YouTube and type in the phrase they see your video, they go toe Amazon type in the phrase, and the 1st 3 books are all written by you. That's the number one way to market yourself as a speaker. You want to just bombard people. You won't have people saying, My God, I see you everywhere. If they follow your particular niche and your particular industry, that's the number one way of marketing years that can't be done overnight. You can't simply higher Ah, Speaker marketer who's gonna put together that demo tape and send it out. And, boy, you can start cashing the checks and getting the first class tickets to Hawaii to speak at that dental conference just doesn't work that way anymore. So my advice is you've got to focus on creating great content, create a tribe of people who care about you and let them constantly see you speaking. That's why you had to do videos. It also it means you have to speak in front of real audiences is often a spot, even if it's free for now, because that why you can get more video of yourself. Which, by the way, even a so called free speech is never free because you're going to be selling your online courses, your books, your video, your consulting. You're using that as promotion. The rule of thumb I have for free speaking is if it's in my town and they don't have any problem with me marketing other things I'm doing, then I may do it if it fits my schedule. I certainly am not gonna travel normally. Recommend you travel anywhere where you're speaking for free. The other option for speaking these days is through Skype video. I give speeches all over there up giving a speech to business groups in New Zealand. I'm getting ready to give a speech in Iran, believe it or not, without having to leave home. I speak through Skype, so one of the things you should have is not a fancy, expensive studio, but for example, what I have here. This is just a TV screen. It's an old TV. It's not even a big TV and TV screens these days. Practice cost practically nothing. Here. See, I'm turning it off now. I'm turning it back on. It's very, very simple thing. You could see the TV I do have on old closet, and I've turned into a TV studio, a couple of rights and broadcast quality camera, and that's really all it is, too. It. And now, because I turned that off, you'll see what's going on in the backdrop. So it's a very simple production. These are some of the things you need if you really want to be taken seriously as a professional speaker, so I want you to focus on that right now. I think of all the different areas where you can speak, think of how you can monetize it and think of how you can let people know when people saying This is great, you're fantastic. We're gonna get more of you. Let him know. Hey, I give professional speeches. Let me know if your organization needs a speaker 8. How to Be a Professional Speaker Fees: fees. What do you charge? Everyone always wants to know. What's your feet, How much you make? How much should I charge? If you are a professional speaker aspiring and you're not used to getting fees, this can feel awkward. This can feel scary. You certainly Likas much money as possible. But you want experience and you want more video and you want to be in front of people. Here's my recommendation. If it is a business organization, a trade association and they say, What is your fee? Just say my standard fee is $5000. Don't say anything after that. Wait and see what they have to say. If it's a serious organization and they are looking for professional speakers, that's considered about the bottom there. That shouldn't be a problem now. There are plenty of exceptions to these rules. If you are speaking to the bar association and you're a lawyer and you want to speak about international patent law and all the other speakers, their lawyers and no one's getting paid, chances are you're not gonna get paid, but it still might be a great opportunity for you because someone in the audience might give you a client that generates millions of dollars of fees for your firm. So I'm not saying you should never, ever, ever speak without being paid. Everybody speaks without getting their full feet. Plenty of times when you two goes on David Letterman, they're not getting it where they're getting the union scale of $1000 but they're not really getting paid for that. They're doing it to get in front of a larger audience, to sell albums and CDs. So don't kid yourself. There are a lot of people in the professional speaking circuit. Judge Belfi Integrity. You can't ever drop a single penny. Everyone charges differently from time to time. George Clooney charges $2025 million for some movies, other movies he might do for 200,000. It just depends. Any time you fly somewhere, every person on that airplane they be paying a different fee for that ticket. It's variable pricing, so there's some flexibility here, but you do need a starting point, and I do believe if you want to be treated seriously is professional. You need to have a set starting point, and you probably shouldn't go less than $5000 The easiest way to increase your fees, frankly, is to be so busy doing other stuff that you can easily say no. Now you can also just arbitrarily decide this is my value. This is what I want and I would thoroughly recommend. Alan Weiss is books on professional speaking and selling on value versus time. Excellent, excellent writer and someone who has shape the professional speaking industry. So I would recommend his books to give you more guidance on charging. But here's the thing. Whatever you do, it can't be like 2000. The second someone hears doubt in your voice, they're gonna think we're gonna get this person for free. This person is going to be paying us to speak at this event so you can't be hesitant. You can't have doubt. You can negotiate. Sometimes. Maybe this particular organization you're speaking to has an audience of people who could be major major corporate clients to your consulting firm and generate millions of dollars. And maybe there could be times when it's more valuable for you to have a full page ad in the convention hand out the convention manual catalogue. Bennett whipped to get a $10,000 feet. Whatever it is, you've got to decide what your value is your time and what value you want from this organization. What they can give you cash money is obviously the best value, the most convertible and most flexible. But there may be other things as well, So sometimes you do have to get creative but have a starting point. Have a base and be ready to tell people that with absolute complete confidence. 9. How to Be a Professional Speaker Speaker Bureaus: So we're almost at the end of this course, and only now am I going to talk about speaker bureaus? Why is that? A lot of people assume Hey, I'm speaker now. I've got a business card that says I'm a professional speaker. All I have to do is write to all the speaker bureaus and they'll start booking me. Sorry to tell you, it just doesn't work like that. If I were you and you're not firmly established in your speaking career, I just wouldn't spend any time communicating with speaker bureaus because you're not a value to them. Speaker bureaus work on getting a commission of the sale so they get could be as little 15% . It could be as much as 30%. 2025% is more the average. So if someone is going to spend a lot of time marketing you booking, you collecting all the paperwork back and forth, ask yourself, Would you rather get 25% of a beginning speaker who makes $1000 a speech? Or would you rather get 25% of Hillary Clinton's $200,000 for basically the same work? Well, obviously, they want to go for the larger speakers. They're looking for well known speakers now. Not every Speaker bureau represents Hillary Clinton. She's represented by Harry Walker and no relation. But still Speaker bureaus want to represent people who are established brand names, been on the circuit for 10 15 20 years and are making $20,000 or more quite often. And they really don't like to deal with people who are charging less than $7500 because when you're looking at the 25% commission, the numbers are just too small. So that's why it's simply a waste of time. You're not what they're looking for. It's very difficult to move out to Hollywood, and you were the star of your high school musical and just show up at Endeavour. I see em or say, Hey, George Clooney, where's your agent? I need an agent. It just doesn't work that way typically, although it's probably easier doing that in Hollywood than with the speaker bureaus. You need a track record. The thing that's going to get speaker bureaus interested in you is that you have a brand name. People are talking about you as the expert people who have seen you speak and are saying what a great speaker you are and for you to have a track record of being paid a lot of money per speech for a number of years. You do those things and then we can talk about the whole speaker bureau thing in your demo riel in all that. But your best demo reel, frankly, should be your YouTube channel, which should be updated every single day. So again, it's not the speaker of yours or bad people. Some of them are great people. But if you are an aspiring professional speaker, they are not the solution. There's no easy solution. No one is gonna market you except for you, and you've heard me say it, but it's it's really true. 10. How to Be a Professional Speaker Platform Skills: So this is the very last lesson in this entire course. And only now are we gonna talk about your platform skills, your actual speaking. So why is that? Some people think that's crazy on to be a professional speaker. You got to be a great speaker, right? Well, yes, you do have to be a great speaker. But the reason I place this last is based on all my research and everyone I know in the industry having been in the speaking world at some capacity for the last 30 years, this is the easiest part Now I'm a speech coach. Everyone has a bias. I think I could train a dog at this point to be, Ah, fantastic keynote speaker. That's the easy part. The hard part is, do you have a real passion for the subject? Are you really creating great count? Do you have a tribe having a tribe of people who care passionately about your ideas? That's hard, having a business model where you make a lot of money and some of that money goes back into more promotion. That's hard. Speaking in an interesting, captivating, compelling way is relatively easy. Now I have a lot of courses on how to be a great speaker, and you're right to me. After seeing that, I'll give you a pass to that for free. But all you really need to know is, if you want to be a great speaker, you've got to focus on a handful of ideas. You have to have a story for each idea to flush it out and make it interesting, compelling and memorable. You want to be a professional speaker, you have to walk around and look at people in gesture. You can be standing behind a lectern like some boring professor or some tedious, scared CFO. You can't be reading bullet points on a power point. You can use power point, but you got to use images and you have to be compelling and interesting. You got to be memorable. You can't simply be a competent speaker. There's a huge, huge difference between being somebody and your corporation that's seen as a good confidence speaker and being a professional speaker. You could be a competent speaker, and most corporations, as long as you know, put everybody to sleep or drool our mess up. The power point order you're seeing is a good speaker. Well, that's obviously not going to be enough. In the professional speaking world, you have to have the intellectual content. You have to have the emotion with the stories, and you have to have the stage mechanics in play so that you're comfortable. You're walking around, You're gesturing, you're not nervous. You can't be holding script and you can have notes if no one sees them. But you can't be using teleprompters unless you're incredibly famous. These are the basic performance skills you have now. I'll give you the one hour course in 30 seconds. Here. You get good at speaking. You keep practicing on video. Watch yourself. Do more of the stuff you like. Do less of the stuff you don't like and do it again and begin and keep watching yourself on video till you think you're great. Do that. You'll have the speaking skills you need. That's easy having a tribe having a business model much harder, but by all means, go ahead and start building your speaking skills. They need to be not good but great 11. How to Be a Professional Speaker Conclusion: This concludes this course on how to be a professional speaker. And in summary, I think he realized by now I don't think you should aspire to be a professional speaker. Now I do want you to speak. I do want you to make money, but you should aspire for world class excellence in the subject matter. And then you should aspire to share that knowledge. This insights to help as many people as possible to every means possible through your blog's through your YouTube channel through Facebook, through books, through video through online courses. And, yes, by speaking in front of large audiences as a keynote speaker as a professional speaker. And the way to do this is by forming a tribe being so passionate about a subject matter going so deep, knowing more about it than anyone else, having more insights than anyone else and having a huge group of people or even a medium sized group of people who really care about your insights. Do that and let the world know that you speak and speak and speak and you'll get better and better. And here's the ultimate marketing tip for speaking. The more you speak the more you'll speak, especially if the speech you give on Tuesday is a great speech. More and more invitations you'll get Wednesday to speak the next month in the next month in the next month. So I wish you great success in your speaking career. But more important, I wish you a huge success in your career as a world class expert in your field. I'm t. J Walker. I hope to see you on the platform.