'Cultivating $100,000/Year Clients:
How to Stop Chasing Single Speaking Events
and Start Creating Wealth'
Guest Expert: Brian Lee, CSP
Additional resources for this seminar:
Handout-- (PDF, 208K)
The Program:
Selling individual speaking events gets tiresome, and you can go broke on this model. Leveraging your client relationships makes much more sense as well as being more lucrative. There are key elements to make this happen over and over again.
Brian is a master at the long-term model. He's delineated four key components to large contracts. Whether you're a keynoter, trainer, or consultant, you can take away ideas that will apply to you.
You will learn:
- The philosophy you must have that underpins everything
- Key strategies to make 6-figure clients possible
- How to nurture strategic alliances that lead to large deals
- How to deliver executive briefings that increase chances of the big contract
- Why creating and promoting systems are crucial to large sales
More about our guest expert:
Brian Lee, CSP, is one of North America's leading experts in the field of world-class patient satisfaction and employee retention. Brian is a bestselling author and sought-after presenter in the healthcare industry (having presented in all 50 states of the US, 10 Canadian provinces, and 14 countries worldwide).
His publications include "Keep Your Nurses for Life," "Satisfaction Guaranteed," and "How to Satisfy Every Customer, Every Time." In addition, he has published more than 60 audio and video training programs, including "Essential Secrets to Become the Healthcare Employer of Choice."
www.customlearning.com
'Speaking on Cruise Ships'
Guest Expert: Michael Soon Lee, CSP
Additional resources for this seminar:
When you purchase the recording, you will be emailed a link where you can download a handout prepared by Michael, with additional resource information.
The Program:
You've heard of speakers traveling the world to exciting destinations, eating gourmet food and meeting high-end contacts for free by speaking on cruise ships. "Sign me up!" you say.
It's not as easy as contacting cruise lines offering your wealth of wisdom in exchange for a penthouse cabin for a month. There are ways to make it work as well as ways to get banned. You must abide by onboard protocols or you'll never be invited again.
Learn the ins and outs, the do's and don'ts to take an occasional cruise while presenting on an undulating stage!
You will learn:
- developing programs that are popular with cruise passengers
- getting booked by speakers bureaus which specialize on cruises
- getting paid to speak while cruising for free
- becoming a popular speaker with the cruise crowd
- selling products while speaking on cruises
- cruise itineraries you'll probably want to avoid
- best places and times of the year to cruise
- common mistakes that unsuccessful cruise speakers often make
More about our guest expert:
Michael Soon Lee, CSP, has spoken on cruise ships around the world for over 20 years. He spent Christmas 2010 on a cruise with his wife in Southeast Asia where everything was paid for including both of their airfares. He has also organized continuing education classes on cruise ships where he got a free cabin for two and got paid to speak. Michael has spoken on cruise ships in Europe, Southeast Asia, the Caribbean, across the Atlantic, through the Panama Canal and elsewhere.
www.EthnoConnect.com
'Become an Industry Expert ... in a Week'
Guest Expert: Michael Soon Lee, MBA, CSP
Additional resources for this seminar:
Handout-- (PDF, 64K)
The Program:
We assume you're already an industry expert in some field. However, your industry is hibernating, in a coma, or dead. You need to switch to a living, thriving, growing industry soon. No, make that NOW! But how do you do so without months (or years) of painstaking research and experience? Michael will show you.
Michael has successful swapped industries from a challenged one (real estate) to a more sustainable one (health care). He's parlayed his expertise to the issues facing his new industry, while garnering "expert" status by strategic research and partnering. He'll share his journey and give you specific ideas you can apply to your business.
You will learn:
- determine evergreen, growing or thriving industries
- decide if and how you can adapt your topic expertise to these industries
- research the new industry's challenges and jargon
- utilize associations to establish your expert status
- partner with industry subject matter experts to co-author articles, white papers and presentations
- develop longer-term strategies (e.g., articles in key industry magazines, books, other products)
More about our guest expert:
Michael Soon Lee, CSP, was a recognized expert in the real estate and new home construction industries until they collapsed. Taking what he learned in 20 years in the speaking business he positioned himself as an expert in healthcare in less than a week. Michael will share the secrets of how to develop partnerships that can skyrocket your credibility and use associations to give you visibility as well as promote your seminars and products. He is the author of eight business books and dozens of products many of which are sold by associations to their members. Michael's clients include: the American Medical Association, the National Association of Court Reporters, The National Association of Music Merchants, the National Association of Realtors, the National Music Dealers Association, the National Association of Home Builders, the Credit Union Executives Society, Coca-Cola, Boeing, General Motors, and over a thousand others.
www.EthnoConnect.com
'Selling Back-of-the-Room
Without Being Thrown Off the Platform'
Guest Expert: Michael Soon Lee, MBA, CSP
Additional resources for this seminar:
Handout-- (PDF, 120K)
The Program:
Do you have products that just sit in your garage? You're reticent to promote them without seeming smarmy. But you know they would be really useful to audience members, it's okay with the client, and you want to introduce them. You want help now on how to do this in a way that feels comfortable and is effective.
Learn how to sell products from the back of the room without sounding like a commercial and even legally promote them during continuing education programs. Michael sells over $100,000/year of product from the back of the room at conventions, seminars and public programs. Learn how to develop and sell tons of products that fill your wallet not your garage!
Just a few of the secrets revealed in this program include:
- Quickly and easily developing product
- Making money from the back of the room even without developing product
- How to comfortably promote your products from the platform
- Getting agreement from planners to let you promote your wares
- Increasing product sales even when there's an official onsite bookstore
- Using products as income-generating marketing tools
More about our guest expert:
Michael Soon Lee, MBA, CSP, has been developing products and selling them back-of-the-room for over 20 years. He began by selling information on one piece of paper for $9.95 and now sells over $100K a year at his programs without resistance from attendees or sponsors. Michael is one of the highest-paid trainers in the country, who uses products to add value to his programs and get clients to book him for multiple-engagements, not just one seminar. He is the author of the new book Black Belt Negotiating from AMACOM Books.
www.EthnoConnect.com
'Tapping Public Radio to Spread Your Message'
Guest Expert: Cathy Lewis
The Program:
Would you like to be in front of a higher-income audience to share your message? Then the public radio market may be right for you.
Many public radio stations air local talk shows which focus on local issues and ideas. But the techniques that apply to trying to get a spot on local public radio shows are different from those for commercial broadcasts, and when you address those issues skillfully, you can become a go-to expert to a highly engaged audience.
Your guide through public radio is a talk radio host who has built a legacy radio broadcast in the Hampton Roads market, with over 15 years behind the microphone. She's an active speaking professional and has been president of NSA Virginia. She understands the world of speaking/training/consulting and has advised a number of speakers on how to approach public radio producers and how to be an outstanding guest who gets invited back. From pitch to performance, Cathy takes you through the process of adding public radio to your media mix.
You will learn:
- why public radio listeners are great prospects for speakers/trainers/authors/consultants
- what are the key differences between public radio and commercial radio processes and audiences
- how to locate stations interested in local authors/speakers
- how pitching public radio is different from commercial radio
- how to be a great guest so you're recommended to other stations and invited back
- other opportunities to create a win/win
More about our guest expert:
Cathy Lewis is an award-winning public broadcaster who is on a mission to change the way we speak to each other in our homes, offices and public spaces. Her Department of Homeland Civility (homelandcivility.com) is an effort to secure our future, one conversation at a time. Cathy is also the executive director of the CIVIC Leadership Institute, an organization of senior-level leaders in southeastern Virginia working to improve the region through service on non-profit boards and organizations. At the time of this program, she was also president of the Virginia chapter of the National Speakers Association.
www.CathyLewis.com
'Executive Coaching: Powerfully Increase
Your Long-Term Revenue and Client Impact'
Guest Expert: Steve Lishansky
The Program:
You love presenting and you also love helping people achieve long-term results. You may have done some coaching, or just considered adding it to your offerings. Either way, you know there must be "practice principles" and "rules of the road" for selling and delivering these services with maximum effectiveness and success. How you sell coaching, how you add it on to a speaking, training, or consulting engagement, how much you charge, how long a typical contract is, how you can ensure success all these will be answered by one of the deans of the executive coaching field.
You will learn:
- What is coaching, really?
- What distinguishes executive coaching from other forms of coaching?
- How do you differentiate yourself in the marketplace?
- What do I need to know and do to be effective as a coach?
- How important is it to have a coaching system or methodology?
- Who can I trust to develop my skills and education in coaching?
- What are the keys to effectively selling coaching engagements?
- What are the best ways to set up an engagement?
- How do I get paid for the value of the coaching, rather than an hourly or monthly rate?
- What are the biggest causes of failure in coaching?
- What are the biggest drivers of coaching success?
More about our guest expert:
Steve Lishansky has been coaching senior executives, facilitating team and organizational performance improvement, and delivering customized executive learning programs for more than 15 years, during which he has worked with leaders and managers from more than 35 countries. Prior to beginning this phase of his career, Steve founded and was the CEO of two wholesale consumer goods companies, and the Executive VP for Sales and Marketing of a third.
Steve is the co-author of two books Exceptional Achievement and Masters of Success and working on his third book, Becoming an Indispensable Partner: The Keys to Avoiding the Expertise Trap.
Steve was one of the first executive coaches in the US, and is the founder and co-leader of The Executive Coaching Institute, the oldest coaching school focused exclusively on developing high-level executive coaches. He is among the first people awarded the International Coach Federation's highest coaching distinction, the Master Certified Coach, and was a founder and the first co-chair of NSA's Business Coaching PEG.
www.KoaneticConsulting.com
'Instant Fame:
How to Pitch Editors and Producers
to Get Immediate Press Coverage'
Guest Expert: Pam Lontos, CSP
Additional resources for this seminar:
Handout-- (PDF, 336K)
The Program:
Wouldn't it be great if the media called you every day wanting to quote or interview you? You'd never have to pay for advertising. Your name would be in major outlets tied to your expertise, granting you celebrity status and raising your fees. However, most of us have to work to get anyone interested in what we have to say. So how can you propose yourself as a source without alienating key media players?
Pam Lontos has learned from decades of pitching her clients as valuable resources. She's discovered what works and what doesn't work. She knows what will help you get in a producer or editor's database and what irritates them. Her strategies have not only helped her clients get immediate coverage, but long-term exposure as well.
You will learn:
- how to start the telephone conversation to interest the editor/producer and what will cause them to hang up
- the most common mistake speakers/trainers/consultants/authors make when connecting with the media.
- what you need to have researched before you pick up the phone or shoot off the e-mail enquiry.
- how to wrap your expertise around breaking news or current events
- how to follow up without being a pest
- what TV and newspapers look for that's different than magazines
More about our guest expert:
Pam Lontos, MA, has been in one form of sales or another for over 25 years. She has worked extensively in the radio industry; from salesperson to Vice President of Sales for Disney's Shamrock Broadcasting. She was a professional speaker for 20 years and is a long-time member of the National Speakers Association (where she has earned the CSP designation). Her full-time occupation now is as head of PR/PR. Her ability to get publicity for herself is legendary and led to a highly successful full-time speaking career. Now, she is getting the same kind of publicity results for her clients.
www.prpr.net
'How to Be the Easiest Speaker to Find on Google'
Guest Expert: Heather Lutze
Additional resources for this seminar:
Free download Discover your "Speaker" Findability Formula on the Internet Top 5 Profitable Strategies to Improve Search Engine Marketing Results on Google and More!)
PowerPoint slides (PDF, 7.5MB)
The Program:
Do you have a focused marketing strategy for the Internet, or are you a dabbler a little search engine optimization, a little pay-per-click advertising, a blog, a page on FaceBook, occasional Web site updates? Would you like to know where to focus to get the biggest payoff for your efforts?
Internet marketing expert Heather Lutze will help you get into the mind of your prospects how do they think when they do a search? and then set up a system to help insure that they find you. Working with companies large and small, she has found that a single focused approach gets much better results than a "do it all now" approach, and it also gives you specific information about what works and doesn't work, so you can later add additional marketing facets that will appeal directly to those looking for services like yours.
You will learn how to:
- understand your customer/prospect's buying patterns and search habits
- determine relevant keywords to reach your target audience, wherever they may be in the searching/buying cycle
- make the first Web page a prospect sees grab and hold their attention
- test different offers to learn what most attracts your customers
- use "negative" keywords to fine-tune your "findability"
- refine your keyword strategy as you discover more
More about our guest expert:
Heather Lutze has spent the last 10 years as CEO of Lutze Consulting, a Search Engine Marketing firm that works with companies to attain maximum Internet exposure. As a nationally recognized speaker and author, she is releasing the forthcoming book, The FindAbility Formula: The Simple and Non-Technical Approach To Search Engine Marketing (Wiley and Sons) Spring, 2009. Heather is a lead speaker for Pay Per Click Summit, and previously spent two years speaking for Yahoo! Search Marketing.
www.LutzeConsulting.com
'Make Six Figures Annually Speaking to Colleges'
Guest Expert: James Malinchak
The Program:
Many people think the education market is for low-fee speakers. But colleges have large budgets for booking speakers, authors, trainers, coaches and consultants. The trick is knowing who has the money and how to approach them so they'll respond favorably. You'll learn how to pitch the right people who can book you for these lucrative speaking gigs, and much more.
You will learn:
- which topics are most in demand at colleges and why
- which departments have the budgets to book you
- who are the people you must contact to get booked as a college speaker
- how to create marketing materials that will get you noticed and booked
- the biggest mistakes speakers make
More about our guest expert:
James Malinchak is called "The King of the College Speaking Market" and has taught numerous authors, trainers, coaches consultants and aspiring, beginning, and experienced speakers how to take their message to the college market and make a ton of money!
James has delivered over 2,200 motivational presentations at colleges and conferences and was named Consummate Speaker of the Year by "Sharing Ideas" magazine. He's been featured in USA Today, The Wall Street Journal and hundreds of other publications. The author of twelve books, he's recognized worldwide as one of the top speakers on the college circuit and was twice voted College Speaker of the Year. He's co-author of Chicken Soup for the College Soul and Chicken Soup for the Athlete's Soul. Don't wait any longer it's time for you to make BIG MONEY by speaking at colleges!
www.malinchak.com
'The Ten Most Important Things to Do
to Finish Writing Your First Book'
Guest Expert: Mary Marcdante
The Program:
Change the tape that says you just can't find the time, the topic, the muse, or the right voice recognition software to write your book. Don't let another year (or two or ten) go by without that masterpiece. Discover a powerful and immediately usable organizing system and support program that will keep you focused and writing. Find out what successful NSA speaker/authors recommend that will guarantee you'll stop procrastinating and finish that bestseller you've been promising to write. Handouts and organizing system included.
You will learn:
- The biggest hidden obstacle to finishing your book and how to overcome it
- The two most important questions to answer to get you writing
- How to leverage your speeches and audiences to help you write your book
- How to organize your thoughts, stories, and research to make it easy to write
- To use or not to use an agent, editor, co-writer, or ghost-writer
- Three simple strategies to get you back on track when you start to procrastinate
- The remarkable story of how Mary's first book came to be written and published with a major NY publisher and how to use your intuition to guide your writing process
Additional resources for this seminar:
Handout -- (PDF, 205K)
More about our guest expert:
Mary Marcdante is an inspiring and dynamic professional speaker who helps people talk about what's important. For the past twenty years she has given over 1500 speeches, seminars, and workshops around the world to a diverse group of clients including the Deloitte & Touche, Kaiser Permanente, National Association of Women's Health Professionals, Boeing, Hewlett Packard, and the IRS. An award-winning speaker, Mary has helped over 200,000 people improve their communication skills, make healthier choices, and take action to live their dreams.
Mary is a published author and writer who helps people remember what's most important to them long after she has finished her speech. She is the author of My Mother, My Friend: The Ten Most Important Things To Talk About With Your Mother (Simon & Schuster, Mother's Day 2001), and the postcard book, Inspiring Words for Inspiring People. She is a contributing author to three Chicken Soup books, and A Woman's Way to Success in Business. She is also a regular contributor to client publications, and writes personal development articles for Skin, Inc., a national skin care salon owner's industry magazine.
Mary is a successful businesswoman and entrepreneur. She founded her personal development company in 1980. Her business background includes vice president of marketing for the world's leading technology futurist, award-winning fashion stylist for media and print, and image consultant to corporate America. Mary individually consulted with over 6,000 women and men, helping them project a more positive and professional image. Her advice was sought nationally and highlighted in a nationally released image video sponsored by Burlington Sheer Indulgence. Her educational experience includes a B.A. in Fashion Design from Mount Mary College in Milwaukee, Wisconsin, graduate studies in Psychology and Art Therapy, and personal development seminars with leading experts in the human potential field over the past twenty years.
Mary is an industry and community leader who understands the needs of the meetings industry. She is the past president of the Wisconsin and San Diego chapters of the National Speakers Association (NSA), and the current chair of the NSA Meetings Industry Council. She is also a member of the National Association of Professionals in Women's Health. Mary was a grand prizewinner in Self Magazine's "Realize The Dream" contest for her work in helping women realize their potential.
www.marymarcdante.com