Conference Speaker Arrangements

Two speakers. Same expertise. Same experience. One charges $7K. One easily charges $22K. The difference? The $22K speaker knows the secret psychology of conference budgets. Here's what they don't teach in speaker training: The Budget Psychology Most Speakers Miss: Conference budgets aren't about money. They're about perceived value buckets. Here's how planners really think: The Mental Math: • Under $5K = "Local speaker, probably part-time" • $5K-$10K = "Professional, but is this their main thing?" • $10K-$20K = "Serious speaker, this is their craft" • $20K-$50K = "Celebrity or true thought leader" • $50K+ = "Beyoncé's life coach" Your LinkedIn profile signals which bucket you belong in before they even ask your fee. The $22K Speaker's Profile Secrets: I studied 20 speakers charging $20K+. Every single one had: 1. Dynamic Banner Images Showing:        Massive audiences, book covers, media logos     2. Headline Math That Matters        Not: "Keynote Speaker | Leadership Expert"    But: "Keynote Speaker | 500+ Stages | Author of WSJ Bestseller"     3. The "Expensive but Worth It" Featured Section        • Professional speaker reel (not iPhone footage)    • Media logos from recognizable outlets    • Client list that screams "Fortune 500"    • ONE powerful case study with ROI     4. Strategic Name-Dropping        "Last month, I shared the stage with Brené Brown at..."    (Proximity = Premium Pricing) The Uncomfortable Truth About Speaker Budgets: A Fortune 500 event planner told me: "We have $150K for 3 speakers. I'd rather pay one person $50K who's amazing than three people $15K who are good." But here's the kicker: "If your profile screams $2K, I won't even ask." (Let that sink in.) The Fee Transparency Paradox: Old school: "Never reveal your fees" New reality: "Strategic transparency wins" What works now: • One-sheet with "Investment: Starting at $10K (or your 'starting at' price; this is preferred)" • Testimonial mentioning "worth every penny of the $20K" • Case study showing ROI that justifies premium pricing Why? Because planners with real budgets want to know you're in their league. The 2-Hour Fix: Want to double your speaking fees? Fix these five things: 1. Audit your cover image 2. Add quantifiable credibility to your headline 3. Create a 90-second reel showing audience transformation 4. Get 3 recommendations that mention specific outcomes 5. Add "Investment Range: $XX-$XX" to your speaker one-sheet Remember: Planners aren't comparing your skills. They're comparing your perceived value. Make sure your profile sells the right perception! P.S. - A deeper dive on this coming in a playbook Saturday. If you want the full breakdown just hit "View my newsletter" and drop your email.

If you’re speaking on a panel this month, read this first. I’ve spent 10+ years on panels and moderating them, one pattern is constant and costly. Most panelists don’t struggle with knowledge. They struggle with answering. So they ramble or they stay shallow. Here are three simple structures to answer like a pro, in under 90 seconds. (I teach this to CEOs who have to be on panels) Structure 1: PREP Perfect if you want to get to the point which your audience will appreciate. - P(oint): Answer the question directly with one key point - R(eason): Explain why you make that point - E(xample): Back it up with an example or a piece of evidence - P(oint): Recap the key point Structure 2: STORY-INSIGHT Perfect if you need to first set up some context and also stay memorable. Reply with a story (that you have prepared ahead of time preferably). Follow this structure to tell your story in an engaging way that is within time. - Setting: when and where did story happen - Hero: who was involved (usually someone your audience can relate) - Conflict: what was the big problem - Consequence: what will happen if this problem wasn't resolved (optional) - Sweet spot: what was the positive outcome the hero wish for - Resolution: how was the conflict resolved - Insight: what can we learn from this story Structure 3: ABCIO Perfect if you want to offer depth and spice up the panel discussion. A(cknowledge) - building on (panelist)'s point (a) B(ridge) - we all want (shared goal) C(counter) - but where i differ is (your point) I(llustrate) - in my case, (share story or present evidence) O(pen) - curious if anyone have similar observations/results Want to see this in action? Watch my 90-second response on a panel with the Minister of State at a business panel. This clip went viral on TikTok because my insight (inspired from gaming) resonated with the audience of founders. Any follow up questions on participating in a panel discussion? Ask away in the comment section below.

Confession: I'm a nervous public speaker… (yet I’ll make $1M+ from keynotes this year). Here are 9 strategies that turned my deepest fear into a powerful strength: PHASE 1: PREP WORK Strategy 1: Study the Best. We have the world's best speakers at our fingertips. Use them. Find 3-5 speakers you admire. Watch their talks on YouTube at 0.75x speed. Take notes on their structure and pacing, voice modulation, movement and gestures, audience engagement. Strategy 2: Create Clear Structure. Great speakers don't deliver speeches, they tell stories. Map your journey explicitly: opening hook, 3 key points, memorable close. Tell the audience where you're taking them. Strategy 3: Build Your "Lego Blocks." Don't memorize your entire speech. That's a trap. Instead, perfect these moments: your opening 30 seconds, key transitions, punchlines and closers. Practice in segments, not sequences. When things go sideways (they will), you'll adapt instead of freeze. Weird trick: Practice once while walking or jogging. It simulates the heart rate spike you'll feel on stage. PHASE 2: PRE-STAGE Strategy 4: Address the Spotlight. The Spotlight Effect: We think everyone's watching our every move. They're not. Use the "So What?" approach: Name your worst fear, ask "So what if it happens?", realize it's never that bad. You'll stumble? So what. Life goes on. Your family still loves you. Strategy 5: Get Into Character. Create your speaker persona. Ask yourself: What traits do they have? How do they move? What's their energy? Flip the switch. Become that character. It's not fake, it's your best self. Strategy 6: Eliminate Stress. The "Physiological Sigh" kills anxiety fast: Double-inhale through your nose, long exhale through your mouth, repeat 2-3 times. Science-backed. Immediate impact. PHASE 3: DELIVERY Strategy 7: Cut the Tension. Last week, they asked what song I wanted to enter to. I said "Girl on Fire" by Alicia Keys. They thought I was joking. I wasn't. "It's my 1-year-old's favorite song. Figured he'd be more excited to watch if Dad entered to his jam." Instant laughter. Tension gone. Audience on my side. Find your tension breaker. Use it early. Strategy 8: Play the Lava Game. Your pockets and torso are lava. Don't touch them. This forces you to gesture broadly, open your body, project confidence. Big gestures early build momentum. Strategy 9: Move Purposefully. Don't pace like you're nervous. Move like you own the room. Slow. Deliberate. Purposeful. Use movement to create dramatic pauses. Let your words land. Start with one speech, one strategy: Pick your next presentation—could be a team meeting, a toast, whatever. Choose ONE strategy from this list. Master it. Then add another. Public speaking is a muscle. These strategies are your workout plan. The more you practice, the stronger you get. Remember: Everyone gets nervous. The difference is having a system. Now you have one. Use it. Practice it. Watch yourself transform.

A few years ago, I was in a high stakes meeting with colleagues from Japan. I presented my points confidently, thinking I was making a great impression. But as I scanned the room, I saw blank expressions. No nods. No engagement. Just silence. I panicked. Had I said something wrong? Was my idea unconvincing? After the meeting, one of my Japanese colleagues pulled me aside and said, “Sumit, we really want to understand you, but you speak too fast.” That was my light bulb moment. For years, I assumed that mastering English and business communication was enough to build strong global relationships. But the real challenge wasn’t just the language - it was the rate of speech! Most of us don’t realize that speaking speed varies drastically across cultures. Here’s an eye-opener: ·      In India, we typically speak at 120–150 words per minute. ·      The global standard for clear communication is around 60–80 words per minute. ·      In Japan, where English is not the first language, this rate drops even further. So, what happens when we, as fast speakers, communicate with someone who is used to a much slower pace? Our words blur together. The listener struggles to process. And instead of making an impact, we create confusion. We often assume that if people don’t understand us, we need to repeat ourselves. But the truth is, we don’t need to repeat - we need to slow down, simplify, and pause. If you work in a multicultural environment, here are three things that can dramatically improve your communication: a.   Control your pace: Consciously slow down when speaking to an international audience. What feels “normal” to you might be too fast for them. b.   Use simple language: Smaller sentences. Easier words (vocabulary). c.    Pause & check for understanding: Don’t assume silence means agreement. Ask, “Does that make sense?” or “Would you like me to clarify anything?” I’ve seen professionals struggle in global roles - not because they lack expertise, but because they fail to adjust their communication style to their audience. I’ve also seen leaders who thrive across cultures, simply because they master the art of respectful, clear, and paced communication. If you want to succeed in a global workplace, rate of speech is not just a skill - it’s a strategy. Have you ever faced challenges due to differences in speaking speed? Let’s discuss. #GlobalCommunication #CrossCulturalLeadership #EffectiveCommunication #SoftSkills #CareerGrowth #WorkplaceSuccess #HR

"I keep being offered UNPAID speaking gigs." Okay. Here's what to do!!! ↓ Btw, I hear these almost daily... 🗣 "[Organiser] wants me to speak for free." 🗣 "[Company] say they have no speaker budget" 🗣 "[Host] claims it's a good opportunity." (I've been there myself). Let me be CRYSTAL CLEAR. Speaking for free without a strategy? = A big fat epic waste of time Speaking for free with purpose? = It could make you MORE money Here’s the 3-step plan I give my clients... STEP 1: Ask yourself 2 questions - Is this the right audience for me? - Will I get something valuable in return? If it’s a hard NO → decline. If you’re not sure → keep digging. STEP 2: Categorise the gig There are 4 types of speaking opportunities: 📢 PROMOTION→ You get to pitch your service/product. 💡 PROOF → You get testimonials / marketing content. 📰 PR → You get brand awareness / media coverage. 💰 PAID → You get money for your expertise. Most people obsess over the latter. (They want instant ROI). But the other 3? Done right... They fuel the paid gigs later. (And could make you even more $$$$) STEP 3: Negotiate for VALUE "Exposure" isn’t enough. Even if you don't get paid in money (you can get paid in other ways)... Ask the organiser: - Will you intro me to decision-makers in your network? - Will you cover my travel / video / photography costs? - Can I pitch or promote my services to the audience? - Will you feature me on all your marketing materials? - Will you record my talk (and give me the footage)? - Will you provide written + video testimonials? - Will you share the attendee list (+ emails)? If they say yes to even 2-3 of these? That gig might pay for itself later. You can use this to: Get high quality speaker video footage. Deepen relationships with your ICP. Look more 'bookable' as a speaker. Hone your signature talks/delivery. Stack credibility and experience. So next time you’re asked to speak for free? Don’t panic. Don’t people-please. Don’t say yes instantly. Assess the opportunity. Negotiate for value. Play the long game. Every stage has a price. But if YOU don’t set it (+ on your terms)... Someone else is. Don't get screwed over.

I MISSED THE OPPORTUNITIES! There was a time when I would speak at events and not fully seize the opportunities before me. Too focused on the performance of my talk, I overlooked the chance to build my network and meet potential collaborators. I realised I needed to make the most of each speaking opportunity. So I put together a strategy to connect more effectively with my audience, ensuring every interaction could lead to deeper relationships and future collaborations. Here’s how I changed my approach to audience engagement: ONE ↳ Meet and greet networking - I started actively networking with my audience, treating it like a meet and greet. This face-to-face interaction made my presence more memorable and personal. TWO ↳ Resource kit via QR Code - I created a QR code for attendees to scan, giving them access to a resource kit related to my talk, like a parting gift that keeps giving. This could be my slides or additional content to help them take further action. THREE ↳ Business literature - I ensured that everyone could leave with my contact information through well-crafted business literature, making it easy for them to reach out later. FOUR ↳ Collaboration with organisers - I worked with event organisers to feature in their follow-up emails. This not only reinforced my message but also kept my name in circulation among the attendees. FIVE ↳ Post-talk conversations - Staying behind to answer questions or have further discussions showed my commitment to the audience beyond just delivering a talk. And guess what? It worked. These steps didn’t just enrich my speaking engagements; they turned each appearance into a networking opportunity. I started building a strong network, discovering great opportunities, and developing long-term relationships. Now, every time I step off the stage, the conversation isn’t over; it’s just beginning. Engaging with the audience post-talk has taught me that the true value of speaking engagements often comes after the applause stops. It’s all about the follow-up. To anyone looking to make the most out of their speaking opportunities: Don’t just share your knowledge, be ready to build lasting connections. It’s these relationships that will carry your message further and open new doors. To your successes, Zoe

Most people who want to get paid to speak make the same mistake: they focus on becoming a better speaker. That matters, of course, but it's not what gets you booked. Organizations hire speakers who 1) solve specific business problems for their audience, and 2) have a strong enough reputation that they’re recognized as an expert in their field. I recently hosted a two-day workshop in Miami on the business of professional speaking. In case you’re interested in doing more speaking - including paid speaking! - here are a few of the top takeaways we discussed. 1) Your fee is a positioning signal, not just a price. Too many speakers undercharge because they're afraid of hearing "no." But your fee communicates your credibility before you ever walk onstage. Know your range. You can learn more in my Harvard Business Review article. (It’s from 2018, so you can nudge the numbers up a bit for inflation.) https://lnkd.in/dxndsGD 2) You need a signature talk, not a menu of topics. If you can't articulate what you're known for in one sentence, event organizers can't either. Draft one flagship keynote with a clear promise. Then build 2-3 breakout options around it. Specificity is what makes you memorable — and bookable. Offer a maximum of three main talks. 3) Speaking gigs come from two directions. You can get business in two ways: Top-down: create thought leadership that attracts inbound opportunities — publish, teach, build social proof. Bottom-up: speak for free strategically to earn referrals, pitch associations directly, and build relationships with bureaus. Most speakers only work one side. But working both angles can set you apart. 4) Your talk isn't the end. It's the beginning. The smartest speakers treat every gig as an ecosystem. Capture emails, mention your other offerings naturally, and follow up with organizers. One keynote can generate downstream business for months. I’m grateful to our wonderful and knowledgeable guest speakers Amy Gray and Sara Ross, and a shout-out to the talented people in the room: Leshawnda Larkin, Manbir Kaur, ICF MCC, Margo Boster, MCC, Doug Johnston, Annette Mason, Deborah D. Stine, Eva Klein, Bonnie Speer McGrath, Jessica Stone, Ph.D., PCC, RPT-S, IOC Fellow, Debasis Dutta, Lynn Festa, Tracy Layney, Dr. Moira Somers, Jennifer Lee CDI.D, and Kathryn Valentine. Thank you to Alexis Redding for your incredible help! If you're building a speaking career, here's the thing most people won't tell you: talent is necessary but not sufficient. The speakers who thrive treat it as a business — with positioning, systems, and a long-term strategy. If you’re interested in being notified about our next workshop on the business of professional speaking, comment below and I’ll let you know when it’s announced. ✅ And if you want more on building visibility and getting your ideas heard, I write about it weekly in my newsletter: https://lnkd.in/gV3yKqKX

I used to believe that only "BIG NAMES" got invited to speak at major industry events. I thought I needed 100K followers, viral posts, or years of experience to step onto that stage. I was wrong. Because Feb 2022, I spoke at Josh Talks No, I wasn’t the most famous name in the room. No, I didn’t have the biggest LinkedIn following. No, I didn’t wait for someone to "DISCOVER" me. So how did it happen? Here’s how I did it—and how YOU can too. 📌 Lesson 1: You Don’t Need to Be Famous—You Need to Be Valuable. Most people wait until they have 10K+ followers before they feel "READY" to speak at events. That’s a mistake. Event organizers don’t look for the most famous people. (At Times) They look for the most valuable speakers. If you have unique insights, you’re qualified. If you can solve a big industry problem, you’re qualified. If you bring a fresh perspective, you’re qualified. You just need to position yourself as an authority. (More on this later.) 📌 Lesson 2: The Best Opportunities Don’t Come to You—You Create Them. I didn’t sit around waiting for invites. I put myself out there. I shared valuable insights on LinkedIn. I engaged with event organizers online. I reached out and pitched myself when I saw an opportunity. I treated speaking like a business strategy, not a lucky break. Result? I got multiple invitations in just a few months. 📌 Lesson 3: Authority Isn’t Built Overnight. It’s Built Consistently. I didn’t wake up one day and decide to be a speaker. I spent months (even years) building credibility. Here’s how you can do the same: Share insights regularly on LinkedIn – Position yourself as a thought leader. Engage in industry discussions – Comment on posts, add value. Write case studies, frameworks, or solutions – Show expertise. The more people see you as an expert, the more likely they are to invite you to speak. 📌 Lesson 4: Speaking at Events Boosts Your Brand (But Only If You Leverage It). Most people make the mistake of speaking once and moving on. Big mistake. After every event, I: -Shared a recap post with key takeaways. -Engaged with attendees & speakers on LinkedIn. -Used my speaking experience as credibility in my bio & profile. Which got me more visibility, more inbound leads, and more speaking gigs. The Hard Truth: Nobody Hands You the Stage. You Take It. Most people dream of speaking on big stages… but never take the mic. They sit in the audience, thinking— "One day, it’ll be my turn.” That ‘one day’ isn’t coming unless YOU make it happen. Nobody hands you confidence. You build it. Nobody invites you to lead. You step up. So here’s your moment of truth: Are you going to keep watching from the sidelines? Or are you going to take the first step today? #publicspeaking #joshtalks #motivation

You know that sinking feeling… Someone interrupts your carefully prepared presentation with “But what about...?” and raises a point you never considered. Everyone is looking at you, and you feel the weight of the world on your shoulders. In that moment, the idea or solution you’ve been presenting weighs in the balance. Address the resistance well, and your idea will likely be adopted with even more optimism than before. Address it poorly, and your idea is as good as gone. Here’s a quick overview of my “RAP” formula that you can use in these moments to turn blindside objections into “aha” moments. 1. R: Recognize the type of resistance you’re facing: - Logical resistance (conflicting data or reasoning) - Emotional resistance (values or identity challenges) - Practical resistance (implementation concerns) 2. A: Address it proactively in your presentation: - For logical resistance: Acknowledge competing viewpoints before they’re raised. "Some might point to last quarter’s numbers as evidence against this approach. Here’s why that perspective is incomplete..." - For emotional resistance: Connect your idea to their existing values. "This initiative actually strengthens our commitment to customer-first thinking by..." - For practical resistance: Demonstrate you’ve considered the real-world constraints. "I know this requires significant change. Here’s our phased implementation plan that accounts for..." 3. P: Provide a path forward that transforms resistance into alignment: - Give them space to voice concerns (but in a structured way) - Incorporate their perspective into the solution - Show how addressing their resistance actually strengthens the outcome The most powerful thing you can say in a presentation isn’t "trust me", it’s "I understand your concerns." When you genuinely see resistance as valuable feedback rather than an obstacle, you’ll find your ideas gaining traction where they previously stalled. #CommunicationSkills #BusinessCommunication #PresentationSkills

I am going to allow myself a small pat on the back today and acknowledge that I am told often that I am good at communication. But like any skill, it was built over several years. In my case, unconsciously. It's a journey that started at Cluny Matriculation in Salem. My school in a small town, where we were given endless opportunities to hone our communication skill through debates, composition writing, quizzes, spelling and word forming competitions, the dreaded Wren& Martin. There was this lovely tradition of reading the day’s news aloud in the school assembly, something I excitedly waited for my turn. English was mandatory and slipping into any other language even during recess meant paying a fine. It felt strict at the time, but it taught discipline and brought in language proficiency. At St. Joseph’s, as a school pupil leader, I often had to get onto the stage with little or no preparation. That molded me, literally by fire, and removed any fear of public speaking. I now know that communication comes together through the 3Cs: content, context, and connection. ✅Content is knowing your subject inside out. What are you talking about? Do you understand the data, the facts, the nuances? Are you prepared to answer any questions that come your way? Expertise and confidence in your subject matter form the foundation of any presentation. ✅Context is understanding your purpose and the situation. Are you sharing, persuading, influencing, or seeking investment? Who is in the room, and what do they need to take away? How you frame your content; slides, writing and stories; changes depending on your objective and audience. ✅Connection is about reading the audience, adjusting on the fly, and making your message land. Too focused on your own script, and you miss cues. For example, a silence could mean awe or disinterest. The right connection allows you to pause, tone up what resonates, tone down what doesn’t, and keep people engaged. ⚠️A secret sauce to add to the mix is our personal style. How we like to speak, articulate, and use body language. All of which shapes a tone that is uniquely ours. It should be a style we are comfortable with and reflects our authentic self. As leaders, communication is an essential skill. I also believe it’s a skill you can build at any age. It all starts with intent and mindful preparation. I used to practice speeches aloud when in school; now I visualize the space, the audience, and the reactions I hope to see. I sometimes think through a backup plan also. The key is to go into every presentation not as a test but an engagement. With all this prep, some presentations might still not land. That's where experience will make us better as we learn to roll with the punches. With clarity, mindfulness, and practice, any presentation becomes an opportunity to connect and make an impact. Day 19 of #writingchallenge #communication #publicspeaking #stories