'Beyond the Speech: How to Dramatically Increase
Your Clients' Results and Your Income '
Guest Expert: Bill Bachrach, CSP
The Program:
You know in your heart that a one-hour—or even a one-day—presentation rarely creates long-term change. Yet you don't know how to create a system (which could include books, tapes, DVDs, software, workbook, coaching) that will truly help people make lasting changes—and compensate you well. Bill faced this same dilemma and knew he wanted to make a bigger difference in his audience's lives beyond a one-hour or one-day program. He'll share his decisions along the way and how you can take your content and create an ongoing system. Bill's business generates well over $3 million annually thanks to these strategies that could help you move to a higher level, too.
Warning: this program is for professionals who really care about making a difference in others' lives—or as Bill puts it, "this is for people who give a crap that someone does something with their content!"
You will learn:
- What kind of content lends itself to an ongoing system
- The questions to ask yourself to determine what kind of system will work for your material
- How to sell a systems-approach before or after a one-time presentation
- The pros and cons of having a system to implement
- How other staff can support the users to get results
- How having a system expands your revenue and personal satisfaction—and determining if is it worth the trouble
More about our guest expert:
Bill Bachrach, CSP, is the author of the best-selling book Values-Based Selling: The Art of Building High-Trust Client Relationships for Financial Professionals. He is the creator of the Values-Based Selling® Mastery System, the Values-Based Selling® Academy, and the Trusted Advisor Coach® program for top-producers.
Bill is considered to be the industry's leading resource for helping financial professionals make the transition from being salespeople to being Trusted Advisors. In January of 2001 the readers of Financial Planning Magazine named Bill Bachrach as one of the four most influential people in our business.
Values-Based Selling® and Values-Based Financial PlanningTM are widely acknowledged as the only proven, transferable methods for teaching financial professionals to predictably build high-trust client relationships. Many people and books talk about the importance of creating trust but nobody other than Bill tells you exactly how to do it.
Bill has given well over 1000 presentations world-wide at some of the industry's most prestigious conferences, including 4 appearances at The Million Dollar Round Table, 7 appearances at The Financial Planning Association Success Form, and 2 appearances at MDRT Top of the Table.
Top-producers invest $17,500 to be one of 30 people in a one-year personal coaching program with Bill Bachrach. He conducts the Values-Based Selling® Academy twice per year and he has a daily accountability and weekly mentoring program called the BeingDoneTM Study Group.
www.bachrachvbs.com
'High-Profit Business Practices
That Put More Money in Your Pocket
Guest Expert: Rogene Baxter, RN, MA, CMC
The Program:
Having a successful speaking/training/consulting business takes careful focus on consistent practices that can make or break your profitability. You've heard about spending time ON the business, not just IN the business — but what fun is that when you'd rather be speaking? Talented presenters have gone broke because they didn't know how to squeeze the most profit from each engagement. If you don't know how to do this you might be one of them.
Rogene has had a highly successful practice for nearly three decades. Clients flock to her for six-figure engagements. She's figured out the small business practices that pay off big and keep her and a bevy of subcontractors thriving.
You will learn:
- why to start with a business mind-set
- how to develop formulas to more accurately determine fees in proposals so you are not underpricing your services
- what key components to include in a contract to ensure your IP is protected
- how to make sure you are paid on time and ramifications if you are not
- how to you make sure you're paid regularly for more than one-time engagements
- ways to assure you are making what you think you are
- what you should know about using subcontractors to extend your impact and business
More about our guest expert:
Rogene is founder of The Bridgewater Group, a management consulting firm that specializes in leadership, management and team development, and customer service. Her work has brought increased organizational capacity and talent retention to companies across North America, Europe, the Middle East and Asia.
Rogene has been awarded the Certified Management Consultant (CMC) designation from the Institute of Management Consultants, and currently serves as president of IMC's Northern California chapter. A Registered Nurse, she holds a BA in Behavioral Science and an MA in Career Development.
www.bridgewatergroup.com
'Make More Money and Find New Customers
on the Other Internet — the Invisible One'
Guest Experts: Michael Benidt and Sheryl Kay
Additional resources for this seminar:
Handout -- (PDF, 1.5MB)
The Program:
You've heard of colleagues making lots of money by getting new clients through the Internet. But you've tried Search Engine Optimization (SEO), AdWords and other techniques with only a trickle of new business. You want to find ways to reach new customers, but without continuing to make an Internet marketer or your webmaster rich, while you reap just a little.
Instead of waiting for business to come to you, go get it! You'll learn how to mine the "Invisible Web" for high-quality leads, the Web that few people know how to tap. Studies show that even the best search engines scour less than 20% of the Internet. The big secret is that this is often where the most valuable stuff can be found. The bigger secret is what happens when you combine the power of the Invisible Web with the most extraordinary sales weapon of all time — your brain.
Beginner or expert, Michael and Sheryl will share practical, easy-to-implement skills, sites and strategies you can use to put the Internet to work for you TODAY. You'll be amazed at the free and low-cost wealth that is just waiting for you. Optimizing your Web site's not half as important as optimizing your brain.
You will learn:
- how to get the skinny on your prospects in seconds
- how to find people, phone numbers, addresses and emails no one else will find
- why "the news" is your most sophisticated sales lead tool
- 4 expensive software packages you can throw away right now
- how to turn your blog into a powerful lead generator
- how to put a Fortune 500 research library to work for you
More about our guest expert:
Michael Benidt was a Regional Director for Waldenbooks, serving 25 years in the retail book industry. He finally escaped the corporate world to start his own computer training company, Golden Compass, because he felt that computer and Internet training did not focus on the practical and immediately useful benefits of technology. Mr. Benidt has also been a speaker for the Pryor/CareerTrack seminar company and an instructor for MicroCenter Education.
Not all experience is corporate. After raising a family, Sheryl Kay started her own training business, SK Enterprises. Sheryl has taught computer classes and tutored the most challenged students in our society — in senior communities, assisted living facilities and even Alzheimer's homes. Even though she holds a Master's in Education, that hasn't stopped her from being able to take technical topics and make them understandable in her compassionate and supportive way. Her experience with Toastmasters has helped her make the move from the classroom to the seminar format (and back again) with ease.
www.goldencompass.com
www.hiddenbusinesstreasures.com — Business blog
www.hiddenspeakertreasures.com/ — NSA blog
'Make Many Products from Every Presentation '
Guest Expert: Debbie Bermont
Additional resources for this seminar:
Handout -- (PDF, 236K)
The Program:
In today's world, you can't just rely on the income from speeches or workshops to a limited audience as your source of income. This program goes beyond back-of-the-room sales and shows you how to leverage your presentation into many additional sources of income without having to publish a book or spend a lot of time in product creation. Debbie has turned a single speech into a six-figure income with no marketing costs and very little effort in just a few days. She'll show you the simple strategy she used, along with other simple and profitable revenue streams that are easy to implement.
So if you'd like to learn how to leverage every engagement into lots of products — and sales — tune in to Debbie's session. You're leaving money on the table if you don't.
You will learn:
- leverage every engagement into saleable products
- avoid common pitfalls for product marketing
- sell products in advance
- use tools you'll need for product marketing
- apply the fundamental formula for product creation
More about our guest expert:
Debbie Bermont is the President of Source Communications, a marketing consulting company and author of Outrageous Business Growth — The Fast Track to Explosive Sales in Any Economy. She has been quoted in over 200 newspapers and magazines around the world and published in four other business books. Debbie combines her 27 years of marketing expertise with her extensive background in energy work to show entrepreneurs how to open up the energy flow in their business through the alignment process so they experience a substantial increase of sales in a short amount of time. Many of her clients and students refer to Debbie as their "secret weapon" because they have doubled their business in just a few months using her techniques. Debbie is also past president of the San Diego NSA chapter.
www.outrageousbusinessgrowth.com
'Keep Your Phone Ringing in Tough Times:
Using Referrals to Drive Business'
Guest Expert: Joanne Black
Additional resources for this seminar:
Keep Your Phone Ringing -- (PDF, 150K)
No Such Thing as a Warm Call -- (PDF, 150K)
The Program:
The economy is lagging and dragging. Most speakers, trainers and consultants around the world have felt the effects. Clients are cutting travel, training, meetings, marketing, and any discretionary expense items. Many budgets are frozen. Ouch! So what do you do to make your phone ring?
What if you could reach your market without incurring any hard costs? The only cost is simply your time and referrals budget — your time to ask for referrals! When a qualified prospect is referred, the close rate is often more than 50 percent. Some see numbers as high as 90 percent. That means for every 10 qualified prospects, we get at least 5 new clients. Additionally, we are pre-sold. Our selling time decreases. Credibility increases. And, we ace out the competition.
Turn more than 50 percent of your contacts into clients, work less, increase your revenue, reduce your stress and get appreciative, cooperative clients who will be delighted to refer you. Find out how to get hot sales leads without cold calling. Get that treasured introduction to people you want to meet and who want to meet you, close more business faster, and make an immediate impact on your business' bottom line.
When the pipeline starts to dry up and our anxiety level goes through the roof, many of us think that since there's nothing we can do, so we should just do nothing. But "nothing" is futile thinking.
Don't let the lagging economy trickle down on you. Take charge and make your phone ring again!
You will learn:
- Why referrals are common sense, but not common practice
- The 5 action steps to make referrals work every single day
- The 1 thing that stops us from asking for referrals
- Which clients you want to attract and retain (and which types you want to avoid)
- Two new criteria for identifying your ideal client
- The 3 ways to identify your best referral sources
- The proven, step-by-step process to ask for referrals
- The role of networking in building referrals
- Six traps to avoid
More about our guest expert:
America's leading authority on referral selling and founder of No More Cold Calling®, Joanne Black helps salespeople, sales teams, and business owners get more referrals and attract more business fast without increasing costs.
Joanne is the author of No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust (2006 Warner Business). In this groundbreaking book, Joanne teaches you how to hit your numbers without hitting the phones, with less sweat and with results you can bank on.
Some of Joanne's views are contrarian, and in the established school of traditional sales, considered heretical thinking. But for Joanne Black, and her clients, the only smart approach to client acquisition is referral selling.
Joanne is a member of the National Speakers Association/Northern California Chapter. A captivating speaker and an innovative seminar leader, Joanne regularly speaks at sales and incentive meetings, sales conferences, and association meetings. She is changing the business of sales.
www.NoMoreColdCalling.com
'How Strategically Published Books
Can Promote a More Profitable Career or Business'
Guest Expert: Dianna Booher, CSP, CPAE
The Program:
Someone has said to you, "You should write a book on that." Or perhaps you're passionate about a topic and want to write a book on it. But what if you spend weeks, months, years writing and publicizing a book that does little to propel your career? Although it sells some copies, it doesn't skyrocket your speaking or consulting business. Dianna will tell you how to avoid this fate. She has created mega-book and product sales by being strategic in what she has written and produced that resulted in profitable spin-offs.
You will learn:
- Determine which book to write to leapfrog your career
- Plan your sequence of books and products, not just one
- Plan your family of products for a 5- to 10-year life span
- Identify clauses never to allow in your contract with a publishing house
- Modify key sub-rights clauses in your contract, which will allow you to produce your own products
- Redeploy your work for different markets
More about our guest expert:
As author of more than 40 books, Dianna has published with Simon & Schuster/Pocket Books, Warner, McGraw-Hill, Prentice Hall, HarperCollins and Thomas Nelson. Her latest books include Speak with Confidence! Powerful Presentations That Inform, Inspire, and Persuade; E-WRITING: 21st-Century Tools for Effective Communication; Communicate with Confidence®!; and Get a Life Without Sacrificing Your Career. Several have been major book club selections. Her work has been published in 16 foreign editions and is also widely available on audio, video, and online courseware.
As a speaker, Dianna is a recognized communication and productivity expert who captivates, motivates, and inspires audiences around the world. She delivers very focused programs addressing clients' specific communication issues as well as personal productivity or life and career balance.
Dianna has received the highest awards in the professional speaking industry, including induction into the CPAE Speaker Hall of Fame. She is a member of the prestigious Speakers Roundtable. Additionally, Successful Meetings magazine named Dianna on its list of 21 Top Speakers for the 21st Century!
www.booher.com
'Think Like a CEO:
Get More Business by Getting Into Their Heads'
Guest Expert: Robert Bradford
The Program:
Decision makers want to know what you do and how it will help them. But you have to be succinct — in a sentence or two. If a meeting planner believes your claims, you will be able to charge much higher fees and spend less time selling!
Learn how to earn the trust of people who will pay you top fees for your speaking. Set yourself apart from the charlatans by using a few simple tools that Robert has taught to some of the most successful speakers in the world.
Robert is a master at wearing the C-level hat. He shares how these folks think and what you need to do to ensure you don't have the rug pulled out when potential clients ask you details about your services, claims, and background. What's more, you'll learn how to get prospects calling YOU, rather than you calling them!
You will learn:
- how to show executives you can create the results they're after
- what speakers do that costs them credibility
- how to couch what you do in bottom-line terms
- how to react when your claims are challenged
- how to get higher fees
More about our guest expert:
Robert has spent the past 22 years teaching business strategy — and coaching strategy. Not only has he created billions in wealth for his clients — he has built a one-person speaking practice like yours into a multi-million-dollar business.
Web site
'Drinking from the Firehose:
Managing Your Information Overload '
Guest Expert: Ken Braly
The Program:
Ken BralyEvolution didn't prepare us for this: prehistoric humans did not need the ability to read the Wall Street Journal. As speakers, we are in the information business; we are deluged with information coming at us from all directions, and the sense of overwhelm can rob us of productivity and make us feel eternally behind. How do we keep track of all the business and non-business tasks we are working on? This session will offer some practical strategies and tactics for managing the volume of information we are faced with every day, so that we regain control.
You will learn:
- How improving info management skills will boost your business
- How to tell if you're an infomaniac
- The aspect of information overload that most speakers never think about
- The worst place to store information
- How to stay on top of a dozen projects at once
- High-tech and low-tech tools you can use
Additional resources for this seminar:
Sources mentioned
More about our guest expert:
Ken Braly has been helping businesses and individuals manage information for more than 30 years. He has developed software systems, designed computer interfaces, been an engineering project manager at Apple, and run a Web design business. Ken understands how to communicate technology as well. A member of NSA for 25 years, he presented NSA's very first convention session about computers in 1984. Among his current activities, he is co-publisher of SpeakerNet News. When it comes to information overload, he has a direct understanding of the problem: his current stack of unread publications is nearly four feet high.
'Give Live Speeches Around the World
from Your Computer
(WEBINAR) '
Guest Expert: Terry Brock, CSP, CPAE
Webinar video:
If you order the CD or MP3, you will get a link to the recorded video of the online webinar.
The Program:
Your client really wants you to present at their managers' meeting of 500 but they have no funds for your travel. Or, you have a heavy speaking schedule and a favorite client asks you to present for 30 minutes at their executive retreat. Or, there's been a major event that makes traveling to the meeting venue impossible. Sound familiar?
What do you do?
You set up a webcast and the client shows you speaking to their group on the meeting room large screen. You save the day by appearing virtually and delivering your important message. You didn't have to get on a plane. You save the client some money and your body some wear and tear. Yet you still added lots of value to their event. And you generate revenue without leaving home!
Sweet!
You will learn:
- the benefits of presenting virtually
- the ins and outs of the technology needed on your end and at the venue
- to adapt your style to this presentation mode
- to set up your office for best projection
- how to prevent the most common tech glitches
More about our guest expert:
Terry Brock, CSP, CPAE has presented numerous times using Skype for groups in distant cities. He has learned what to do and what (important) mistakes you want to avoid. This webinar can put some money in your pocket as an alternative and additional method for presenting.
Terry is known throughout NSA as a tech wizard who makes technology understandable. He recently was asked by Skype to head up their Enterprise Blogging and Social Media efforts. During that assignment, he gained a lot of insights into using Skype for professional speakers where you can benefit! Take advantage of this rare opportunity to learn the inside secrets Terry has accumulated from many long-distance Skype presentations and working with Skype technicians and presenters. You don't want to miss this webinar!
www.terrybrock.com
'Building a Million-Dollar Business:
Questions and Decisions to Consider'
Guest Expert: Marjorie Brody, CSP, CPAE, CMC
The Program:
What does it really take to build your business into a money-making machine? What questions do you need to ask along the way to make sure you're building a business that you love, rather than one that drains you. What are key decision points to help you decide to grow your business the way you want? Marjorie Brody details the issues and challenges she faced in building her highly successful speaking, training, consulting and coaching business.
You will understand:
- Questions to determine what you want your business — and life — to look like
- What kind of business background you need, if any
- How to determine your role: what you really want to do, and not do
- When to add staff
- To clone or not to clone: when to hire others to do what you do
- How to decide among the many options for growth
- Myths and challenges of owning a big business vs. being a lone wolf
More about our guest expert:
www.MarjorieBrodie.com