Become a FabJob Guide to Motivational Speaker Speaker... · 1.2 Benefits of a Speaking Career There are many reasons why speaking is a popular career choice. The benefitsof a speaking

Get paid to speak!

Tag Gouletand Clayton Warholm

FabJob Guide to

Become a Motivational

Speaker

Visit www.FabJob.com

ContentsAbout the Authors ...........................................................................9

Acknowledgements ......................................................................10

1. Introduction ..........................................................................................111.1 What Is a Motivational Speaker? ................................................12

1.2 BenefitsofaSpeakingCareer .....................................................13

1.3 Inside This Guide .........................................................................15

2. Getting Ready .......................................................................................182.1 ComeUpwithSpeakingTopics .................................................19

2.1.1 WhatTypesofTopicsAreMotivational? ........................20

2.1.2 Do a Skills Inventory ..........................................................21

2.1.3 DoaLifeExperienceInventory ........................................22

2.1.4 Do an Interests Inventory ..................................................25

2.1.5 Find Out What’s Hot ..........................................................26

2.1.6 BrainstormforIdeas ...........................................................26

2.2 DevelopYourAreasofExpertise ...............................................27

2.3 CreateSpeechTitles .....................................................................29

2.3.1 UsingMoreThanOneTitlePerSpeech ..........................29

2.3.2 ComingUpWithTitles ......................................................30

2.4 CheckOutYourCompetition .....................................................30

2.5 IdentifyYourBenefits ..................................................................32

2.5.1 Answer the “So What?” Question ....................................33

2.5.2 GivePeopleWhatTheyWant ...........................................34

2.6 Know Your Target Audiences .....................................................35

2.6.1 AudienceCharacteristics ...................................................35

2.6.2 WillTheyPayMetoSpeak? ..............................................36

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3. Speechwriting ......................................................................................383.1 Hiring a Speechwriter ..................................................................38

3.1.1 Finding Speechwriters .......................................................39

3.1.2 SpeechwritingCosts ...........................................................40

3.1.3 Working With a Speechwriter ...........................................41

3.2 Writing Your Own Speech ...........................................................43

3.2.1 BeforeYouBeginWriting ..................................................43

3.2.2 FindMaterialforYourSpeech ..........................................45

3.2.3 Organize Your Material .....................................................49

3.2.4 Write Your Speech ..............................................................50

3.2.5 Speechwriting Resources ...................................................55

3.3 Copyright .......................................................................................56

3.3.1 CopyrightingYourSpeeches.............................................56

3.3.2 UsingMaterialFromOtherSources ................................57

4. Speaking Skills ....................................................................................594.1 TraitsofaGoodSpeaker .............................................................59

4.2 How to Improve Your Skills .......................................................61

5. Setting Up a Speaking Business .......................................................675.1 GettingStarted ..............................................................................67

5.1.1 ChoosingaCompanyName .............................................68

5.1.2 LegalMatters .......................................................................70

5.1.3 SettingUpYourOffice .......................................................72

5.2 Finances .........................................................................................79

5.2.1 Start-UpFunding ................................................................79

5.2.2 KeepingTrackofYourMoney ..........................................80

5.2.3 Taxes .....................................................................................82

5.2.4 Contracts ..............................................................................82

5.3 PreparingforaSpeech .......................................................86

5.4 EmployeesandContractors ..............................................87




6. Getting Hired .......................................................................................896.1 Who Hires Speakers? ...................................................................89

6.2 APotentialEmployer’sGreatestFear ........................................90

6.3 HowtoApproachPotentialEmployers ....................................92

6.3.1 CallingPotentialEmployers .............................................92

6.3.2 PreparinganInformationPackage ................................100

6.3.3 Other Ways to Approach Them ......................................114

6.3.4 Invite Them to See You Speak .........................................115

6.3.5 FollowingUp.....................................................................117

6.4 ProducingDemoMaterials .......................................................118

6.4.1 ProducingaVideoDemo ................................................118

6.4.2 ProducingAudioCDs ......................................................126

6.5 HowtoGetEmployerstoApproachYou ...............................128

6.5.1 TheImportanceofBeing“AnExpert” ...........................129

6.5.2 GetMediaPublicity ..........................................................131

6.5.3 GetPublished ....................................................................137

6.5.4 UsetheInternet .................................................................142

6.5.5 NetworkWithDecision-Makers .....................................146

6.5.6 GetFreeSpeakingEngagements ....................................147

6.6 PreparingProposals ...................................................................151

6.7 RatesofPay .................................................................................153

7. Types of Employers ...........................................................................1567.1 BestWaysforBeginnerstoBreakIn ........................................156

7.2 Conventions,Conferences,Meetings,andTradeShows ......157

7.2.1 Speaking Opportunities ...................................................158

7.2.2 WhatTheseEmployersWant ..........................................159

7.2.3 HowtoImproveYourOddsofGettingHired .............160

7.2.4 HowtoFindOutAboutUpcomingEvents ..................161




7.2.5 AssociationContactInformation ...................................162

7.2.6 NetworkWithEmployers ...............................................162

7.3 SeminarandTrainingCompanies ...........................................164

7.3.1 OpportunitiesWithNationalCompanies .....................164

7.3.2 LocalSeminarandTrainingCompanies .......................166



7.4 Corporations,GovernmentAgencies,

andNon-ProfitOrganizations .................................................171

7.4.1 TypesofOpportunities ....................................................171



7.4.4 PotentialEmployers .........................................................180

7.4.5 RatesofPay .......................................................................181

7.5 ContinuingEducation................................................................183




7.5.4 RatesofPay .......................................................................186

7.5.5 How to Apply ....................................................................186

7.6 SchoolsandColleges ..................................................................189



7.6.3 RatesofPay .......................................................................192


7.7 CruiseShips .................................................................................200

7.7.1 TypesofOpportunities ....................................................200

7.7.2 WhatitPays .......................................................................201







8. Speakers Bureaus ..............................................................................2058.1 How a Bureau Works .................................................................205

8.2 GettingaBureautoChooseYou ..............................................207

8.2.1 GettingIntoaBureau’sDatabase ...................................207

8.2.2 Becominga“Preferred”Speaker ....................................208

8.3 AFewCautionsAboutBureaus ...............................................211

9. Being Successful on the Job ............................................................2159.1 Ask“WhatElseCanIDo?”.......................................................215

9.2 SellProducts ................................................................................216

9.2.1 ProducingYourOwnProducts ......................................217

9.2.2 SellingOtherPeople’sProducts ......................................218

9.3 ConnectWithOtherSpeakers ..................................................218

9.3.1 SubscribetoSpeakerNetNews .......................................219

9.3.2 Speakers Organizations ...................................................219

9.3.3 Develop Relationships .....................................................221

9.3.4 GetaCertificate .................................................................222

9.4 GotheExtraMile ........................................................................223

9.5 PresentYourOwnSeminars .....................................................224

9.5.1 Deciding Who Your Audience Is ....................................226

9.5.2 ChoosingtheBestDateandTime ..................................226

9.5.3 Booking the Location .......................................................228

9.5.4 SettingtheRegistrationFee .............................................230

9.5.5 Marketing the Seminar ....................................................231

9.5.6 RegisteringPeople ............................................................234

9.5.7 PreparingfortheSeminar ...............................................238

9.6 Conclusion ...................................................................................240






1. IntroductionAsthevoicecomesovertheloudspeaker,theroomfallssilent.Someheads are bowed. Others are tilted upwards. The only sound is the staticoftheloudspeakerandthepowerfulvoiceboomingoverit.Ifeelgoose-bumpsriseonmyarmsasDr.MartinLutherKingJr.’sfa-mous“Ihaveadream”speechbegins.Whentherecordingends,itisclearthatnooneintheroomhasbeenunaffected,althoughithasbeenmorethan40yearssinceDr.Kingdeliveredhisfamousspeech.

Throughouthistory,greatspeakershaveliterallychangedtheworld.Dr.Kingdidit.SodidJesusChrist,NelsonMandelaandMahatmaGandhi.ElizabethCadyStanton’sreadingoftheWoman’sBillofRightsbegan the movement that eventually gave women the right to vote. PresidentJohnF.Kennedy’sspeechthatonedaymanwouldstandonthe moon made people believe what had once been impossible. Busi-




nessleaderssuchasAnitaRoddick,founderofTheBodyShop,areknownalmostasmuchfortheirpowerfulspeechesastheyarefortheirmanagement skills.

Itisnowonderthatsomeofthebrightestandmosttalentedpeopleintheworlddreamofbecomingspeakers.Astheprecedingexamplesshow,manypeoplefamousfortheirspeech-makinghavebeenleadersinfieldssuchaspolitics,business,orreligion.However,peoplefromavarietyofbackgroundshavebeenabletomakeanimpactasprofes-sional speakers.

SomesuccessfulprofessionalspeakersareformerOlympicathletesorFortune500CEOs,butmanyotherscomefrommorehumbleback-grounds.Beforebecomingspeakers,theymayhavebeenstay-at-homemoms,smallbusinessowners,orevenstudentswhodaredtodreamofhavingafabulous,rewardingcareerasaprofessionalspeaker.Informa-tionaboutmanysuccessfulspeakersandsomeofthetechniquestheyhave used to achieve their success is included throughout this guide.

Nomatterwhatyourbackground,thisguidewillgiveyoutheinforma-tionyouneedtobecomeaspeakerwhomakesadifference.

1.1 What Is a Motivational Speaker?Justasthejobtitlesuggests,aspeaker is anyone who is paid to speak in frontofanaudience.Amotivational speaker aims to motivate audience memberstoovercomechallenges,achievetheirdreams,andimprovetheirlife.

Evenifyouareabeginner,youmayalreadyhavesomespeakingexpe-rienceunderyourbelt.Forexample,haveyouever:

• Made a class presentation?

• Given a toast at a wedding reception?

•Trainedagroupofnewstaffmembers?

•Doneareadingatyourchurchorhouseofworship?

•Spokenatameetingofacluborassociation?




Ifyouhaveexperiencewiththeseoranyothertypesofpublicspeaking,youhavealreadytakenthefirststeptowardsacareerinthisfield.Thisguidewillhelpyougetpaidforwhatyouhavebeendoingforfree.

Speakersarehiredbycompanies,conferenceorganizers,associations,andothergroupstospeakatconventions,seminars,meetings,dinners,andotherevents.Inchapter7ofthisguideyouwillfinddetailsaboutthevariousorganizationsthathirespeakers,includingcontactinforma-tionforpotentialemployers.

Usually,aspeakerishiredbyanorganizationtodoasinglepresenta-tion,whichmayrangeinlengthfrom20minutestooneormoredays.(Excellentspeakersmaybeinvitedbackforfuturepresentations.)Forthosewhopreferthesecurityofaregularpaycheck,thereistheoppor-tunitytoearnasteadypart-timeorfull-timeincomeasa“trainer”foraseminarcompany.Detailsaboutwhataspeakerdoes,ratesofpay,andpotential employers are included throughout the guide.

1.2 Benefits of a Speaking CareerThere are many reasons why speaking is a popular career choice. The benefitsofaspeakingcareerinclude:

No Experience Is NecessaryThespeakingbusinessisonethatalmostanyonecanenter.Nospecialeducation,experience,orconnectionsareneededtogetstartedandsuc-ceed.(Inthisguidewewillshowyouhowtogetexperience,andex-plainhowtomakethoseimportantcareerconnections.)

Low Cost to Get StartedUnlikeotheroccupationsthatcancostthousandsofdollarstoenter,youcanbecomeaspeakernomatterwhatyourcurrentfinancialsitu-ation.

High Income PotentialSuccessfulestablishedspeakersearnupto$10,000ormoreforasinglekeynote(20-60minute)speech.Atalentedbeginnercanearnasmuchas$1,000perspeech.




Booming IndustryThe speaking business is a multi-billion dollar a year industry. Although speakingjobsarerarelyadvertised,thereareplentyofopportunitiesfornewcomers.(Inthisguidewewillshowyouhowtofindoutaboutthoseunadvertisedjobs.)

Opportunity to Make a DifferenceSpeakerscaninspire,motivate,anduplift.Theycanhelpbusinessesandindividuals to achieve greater success.

ExcitementManypeopleconsiderspeakingtobeaglamorouscareer(although,likeall“glamorous”careers,itcaninvolvehardwork).Asaspeakeryouarethecenterofattentionduringyourpresentation,andyoumayreceivegiftsandinvitationsas“partofthejob.”

Opportunity to Meet PeoplePeopleareattractedtospeakerswhomakeanimpressiononthem.Asaspeaker,youmaymeetinterestingpeopleyouwouldnototherwisemeet.

Opportunity to TravelWhilesomespeakersprefertoremainintheirhomecommunity,othershave the opportunity to travel around the country or around the world.

FreedomAsaspeaker,youarenolongerpartofthenine-to-fivegrind.Evenifyouhavesteadyworkthroughaseminarcompany,youcanusuallytaketimeoffwhenyouwantto.Ifyoubecomeaself-employedspeakerworkingforavarietyoforganizations,youcanspeakonthetopicsthatinterestyou,andturndownworkyoudon’twant.Youcanevenworkfromhomewhenyouarenotspeaking.

Ifanyofthesebenefitsinterestyou,readontofindouthowthisguidecan help you succeed as a motivational speaker.




1.3 Inside This GuideA student who wanted to know the secret to achieving success went toawisewomanwhohadstudiedthelivesofsuccessfulpeoplefromallwalksoflife,includingbusinessleaders,explorers,inventorsand,ofcourse,motivationalspeakers.

“Oh,wisewoman,whatisthesecretofsuccess?”askedthestudent.

“Goodjudgment,”sheansweredwithouthesitation.

“How do I get good judgment?” asked the student.

“Experience,”saidthewisewoman.

“ButhowdoIgetexperience?”askedthestudent.

“Badjudgment,”shereplied.

Thisstoryisbasedonaquoteattributedtomanywisepeople(includ-ingRitaMaeBrown,WillRogers,andAnthonyRobbins)thatsaysthegoodjudgmentthatcomesfromexperienceisoftentheresultoflearn-ingfromourmistakes.Inthisguidemygoalistohelpyouavoidcom-monmistakessoyoucanachievethesuccessyouwantmorequickly.

Ifyouareexperiencedasapaidspeaker,thisguidewillhelpyouachievegreatersuccess.Ifyouareabeginner,thisguidewillgiveyouwhatyouneedtogetstarted.Evenifyouhaveneverspokeninpublicbefore,thisguidewillshowyoumanyopportunitiestogainexperienceand break into this industry.

Followingabriefintroduction,chapter2coverssomeimportantpre-liminarystepstoprepareyouforbecomingamotivationalspeaker.TheremainingchaptersoftheFabJob Guide to Become a Motivational Speaker alsocover:

SpeechwritingYouwillgettipsforwritingyourspeechesanddiscoverhowtogetspeecheswrittenforyouifyoudon’twanttowritethemyourself.




Speaking SkillsThischapterdescribesthetraitsofasuccessfulprofessionalspeakerand gives suggestions to help you improve your own speaking skills.

Rates of PayYouwilldiscoverhowtosetyourfees,andlearnwaystoincreaseyourincome.

Getting HiredTheseinformation-packedchaptersaretheheartoftheguide.Theyshareindustrysecretswithadviceon:

•Whoishiring(includingopportunitiesspeakingforseminarcom-panies,corporations,continuingeducationdepartments,conven-tions,cruiseships,colleges,schools,andmore)

•Whateachtypeofemployerwants

• The best ways to approach potential employers

• How to get potential employers to approach you

•Theeasiestwaysforbeginnerstobreakin

•Howtoimproveyouroddsofgettinghired

• How to get paid by organizations with “no money”

Speakers BureausInthischapteryouwilllearnaboutpeoplewhocanfindworkforyou.

Setting Up a Speaking BusinessThischapterincludesinformationonwheretogetfreeadviceandas-sistance.

Being Successful on the JobInthefinalchapterofthisguideyouwilldiscoveranumberofwaystoincreaseyourbusinessincludingadviceabouthowtoputonsuccessfulpublic seminars.




And more!This book includes many ideas to help you achieve even greater success inthisexcitingcareer.

Ifyouareabeginnerandwanttogetthemostfromthisguide,wesug-gest you read through it all.

Ifyouareanexperiencedspeaker,youmaywanttoskimcertainsec-tions.However,wethinkyouwillfindsomevaluableinformationevenwhereyoudon’texpectit.Forexample,evenifyouknowwhattopicsyouwanttospeakon,theideasinthesectiononhowtocomeupwithtopics could substantially increase your income.

So let’s get started...

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Become a FabJob Guide to Motivational Speaker Speaker... · 1.2 Benefits of a Speaking Career There are many reasons why speaking is a popular career choice. The benefitsof a speaking