SPEAKER SERVICES http://speakerservices.com advertising packet: http://speakerservices.com/adv_pkt.thml We bring speakers and audiences together Issue 19-May 2000 For best reading print this newsletter out and read it at your leisure. CONTENT: New Speakers A Word from the Publisher Misc. Tips for Meeting Planners /Speakers ________________________________ New & Renewing Speakers & Entertainers Speakers for FEE Heidi Parr: Internationally renowned expert teaches communication skills for ultimate professional success Connie Goldman: Author-speaker proves that aging offers unbounded opportunities for growth Carol Seagrave: Gerontologist explores "magnificence" of conscious aging Lori Hartwell: Kidney-disease survivor stresses importance of communication between professionals and patients Speakers for FREE LivHome: Eldercare specialists offer sensitive and innovative solutions for caregivers Toni Yamen: Fashion consultant creates exciting looks for great first impression Ed Butorac: From the basics of saving and investments to stock analysis Keith Ivey: Simple 60-day plan brings career recognition, appreciation and rewards Claudia Bryan: Career consultant reveals strategies and techniques for executive success Laura Rubinstein: Discover the keys to vitality, joy and success North Wood: Laws of personal change, techniques for reaching goals, creativity and talent. Entertainer for Hire: Katie Ralston: Picture perfect parties and functions with caricature artist _____________________ Our Sponsor: AvidLearn.com Explore the latest and most exciting way to present topics. AvidLearn.com is seeking experts for seminars via the Web. Presentations will be made to a live, interactive audience. Enjoy tremendous exposure and unparalleled convenience. Contact Avid Learn for further info and to book your topic. Ask for Katie Dougherty at (888) 493-2100 or KDougherty@AvidLearn.com _____________________ A WORD FROM THE PUBLISHER...SUSAN LEVIN On May 5th I am hosting an evening in Los Angeles with Ed DuCoin the owner of Avidlearn.com, an online seminar company. If you can't attend encourage you to contact Katie Dougherty at (888) 493-2100 or KDougherty@AvidLearn.com to find out how you can participate in their program. On Friday, May 12th I will be at the Women & Business Expo 2000 in Ontario, CA as an exhibitor. This event is sponsored by the Inland Empire Business Journal. Patty Duke and Maureen Reagen are the keynote speakers along with thirty three choices of workshops and many exhibitors to visit plus lunch for $89. To attend call 909- 484-9765. Stop by and say helloÐÐI'm in the lobby with a table space along with my Healthy Lifestyle Fair partner Geri Hauser sharing information on speakerservices.com, our seminars and selling our audio tapes and books products.and information about the Healthy Lifestyle Fairs, William Hanrahan of Vocal Integration Techniques is offering a 3-week-series July 12, 19 & 26 called Training the Speakers' Voice This interactive class is intended for all levels of speaker from the beginner to the seasoned professional. Class format will include demonstrations, group and individual coaching, presentation exercises, explanation of vocal techniques, and vocal exercises for enhancing the sound, power and strength of your voice. It's priced at $120 (a steal). We are only accepting 15 students-so sign up early. You will learn: 1. How to create a rich, dynamic sound! 2. Enhance the sound and power of your voice 3. Make the sound of your voice convey the image you wish to present 4. Increase your vocal stamina 5. Use your voice to increase your body's energy level 6. Learn breathing techniques that support your voice 7. Explore the effects of accents, correct enunciation problems On Sunday, May 21st we are having a Video Demo Showcase. It's a 3 camera shoot for 12 speakers to create a video demo to show to meeting planners for consideration to get hired. We are requesting an audience and it's free as well a wonderful opportunity for you to see how this process is done. If you can make it let me know and I'll e-mail you the directions. Remember it's in Los Angeles. In this newsletter I've compiled the tips and advice that I've gathered from various newsletters that I subscribe to. Topics covered are Alternatives to full fee and Cruise Ship Bookings. Sources of tips from speakernetnewsÐÐ http://www.speakernetnews.com and eventwebÐÐ http://www.eventweb.com . Enjoy and have a lovely month. Susan Levin Speaker Services _______________________________ ALTERNATIVES TO GETTING FULL FEE -- -- Henry Ford (success_is_you@ameritech.net) In return for negotiated fees, I try to get onsite coverage and/or a story. Objective news coverage is extremely valuable. It lays the groundwork for additional business and adds to speaker credibility. The meeting planner often has access to the local news media. The publicity can do for a speaker what advertising often fails to do. I also ask the meeting planner for the newspaper name(s), address(es) and contact(s) so I can contact them personally, in addition to what the meeting planner agrees to do. In many smaller towns where I speak, the first challenge is to find out what paper(s) serve the area. -- Elizabeth Fried (elizaspeak@earthlink.net) When the client doesn't have the fee, I say, "I'd love to work with you. Let's discuss what you can offer me in-kind service or products that will equalize this so that I can maintain my fee integrity." For a human resources conference, several attendees were airline and hotel companies. They paid for my husband's ticket, extra days on a rental car and hotel at the Grand Canyon. It essentially cost them nothing, and gave me a whole lot. Alternatively, I've received advertising space in their publication. (Use this only if you really feel the ad will draw.) The key is be creative and be open. -- Austin McGonigle (amcgonigle@mindspring.com) 1. Holding fee and doing additional breakout sessions so they don't have to hire additional presenters or pay their expenses. 2. Asking for multiple dates on other projects they control. 3. A copy of the attendee list, if not normally available. 4. Book this year's and next year's conferences at the same time (different topics). 5. Permission to make available sale of product. 6. Ask them to arrange sponsorship from one of their suppliers (much more valuable to their audience than sponsoring a coffee break or cocktail hour (well, maybe not the cocktail hour). 7. Purchase your book for each participant as a giveaway to attendees (often a separate item in the meeting planner's budget). 8. Offer to pick up your own travel expenses (use your frequent flyer mileage instead), sometimes a saving of $500-700). -- Bette Price (bette.price@cwix.com) Should I consider reducing a fee, I'd negotiate for: * Three by-line articles in their publication prior to and after the presentation with a block at the end of the article for credibility and how to reach me; * A booth at the function; * A "love you" letter; and * Referrals to allied professional organizations. -- Vickie Sullivan (Vickie@SullivanSpeaker.com) I advise clients to turn the question around by asking: "I understand that your budget (or whatever the reason) would prevent you from paying ________ for speakers. I'd like to do this, but I want to be fair to the clients who have paid my full fee. What could you give me in return that goes beyond what the clients who pay my full fee would do?" This turns the conversation into a brainstorming session, rather you coming up with a list of demands. And when the planner says "exposure," respond with "I can get that from my full fee clients -- can we think up something else?" Many times, you can get far more than you would usually ask for. -- Nicole Hoffer (nicole@customlearning.com) Most importantly, we highlight anything that has further marketing value. It depends on the audience. If there are many decision makers in the audience with whom we have the option of doing further work, we can offer a discount because of the marketing opportunity. Other factors include back of room product sales, or a certain number of reference/testimonial letters sent out to prospective clients on our behalf by the client. -- Paul McGhee (haharemedy@viconet.com) I've found two excellent ways to negotiate when asked to lower my fee. One is to simply ask for a table (at conventions with an exhibit area). The other is to write a brief article for any publication associated with the organization. At the end of the aritlce I put my 800# for my book as well as my Web site, and this serves as an excellent marketing device. -- Parrish Hirasaki (PH@ParrishH.com) * They supply staff for my product table. * Letters of recommendation to key people in industry/association. -- Mary LoVerde (connect597@aol.com) I ask for a donation to send a foster child to Camp to Belong. This nonprofit reunites foster children with their biological siblings. The camp allows them to have a week of their childhood back. It fits well with my message of connection and life balance, the client feels good about giving to charity and can deduct it, I get to model what I talk about -- and most importantly, a child gets an unforgettable reunion with his/her brother or sister. -- Stephen Tweed & Elizabeth Jeffries (SCTweed@aol.com) We agree to do the date. We arrange the details. Then we tell them what our normal fee would be. We ask them to decide how much they can afford to pay. Then we have them write the check to a charity of our choice. In our case, we started a scholarship in Elizabeth's name at her alma mater. It's our way of serving an audience that may not be accustomed to having speakers of our caliber, and a way to fund our scholarship fund. We limit the number of programs like this each year, and we have to be sure that we're right for the group and that the group really wants us. So far it's has been great, and we've raised some money for scholarships. -- Gordon Burgett (sops@fix.net) If they can't cover your fee, * Will they provide an air ticket to the site for your spouse/mate? * Will they allow you to distribute an order form/and or product selling information to the participants? * Will they allow you to write a paid article or series for their publication? (That comes from a separate budget.) * Will they give you a master of the video and/or audio of your presentation? -- Jeffrey Gitomer (jeffrey@gitomer.com) When there's ABSOLUTELY no way to get your entire fee because of BUDGET, here's an angle to try. Ask them to share half the cost of your products with participants. Half-price items will be bought by 75-90% of the audience (if your presentation is compelling) and will make up the lost revenue (maybe more). Products and books often come from another budget area. The decision maker loves the fact the audience invests in more training, and the audience appreciates the company sharing the cost, and you get full retail for your product -- everyone feels like they got a great deal -- especially you. -- James Ziegler (ZieglerSS@aol.com) I attempt to maintain price integrity at all times BUT there have been several times that I really wanted to do the event badly enough that I created a way for the client to hire me. Once I spoke for a recreational vehicle dealer in Oregon. Factory representatives would be present and officials from national RV organizations. I worked out some pay in cash, paid airfare and travel, PLUS two weeks, at my discretion, unlimited use for me and my family of a $250,000 motor home to tour the Pacific Northwest and Victoria. As a result of this event I picked up two full-fee engagements. Also I once did a part cash, part trade speech that included a three-day Alaska Salmon Fishing trip. -- Jeff Tobe (CRE8IVA@aol.com) Help the client think of a vendor in their industry who will purchase some of your products (books/tapes etc) for each attendee. Offer to print some large, one-color labels with their logo, custom ad message etc. and affix it on each giveaway (e.g. inside front cover of your book). -- Karl Walinskas (topspeaker@pobox.com) I never just drop my fee. There always has to be something that provides the appearance that the client is either giving value or I'm removing some to accommodate a lower fee. I've bartered in lieu of cash. For instance, I was only a couple of hundred bucks too much for my state ASAE. I wanted to join anyway to network with their people. Their yearly membership is $160, which I deducted right from my fee. They took the deal. The membership cost them nothing but provided value to me. I spoke at their meeting and now have hooked up with members for other engagements. -- Margaret Fitzgerald (peg@fhea.com) I have asked for rental of mail lists that exceed my speaker's fee as well as negotiated for free exhibit space. I do limit this to nonprofit professional membership organizations. -- Sheryl Nicholson (Sspeaker@aol.com) I ask if they are going to be using other speakers and tell them that I will stay for the day and do other topics, thus saving them $ and the trouble of looking for additional speakers. I tell them with more time I can go into the topic more in depth for higher retention. This has worked VERY well. -- Steve Stewart(stevestewart@earthlink.net) When the client is having trouble with the fee, remind him/her that the discussion can go beyond the amount to include: * WHEN the fee is paid (maybe you get your 50% deposit now, but the second half might not come for several months after the event, or might be paid in monthly installments). * HOW it is paid (might be paid in cash/check/credit card, or in products and services, or in advertising in their monthly magazine or on their Web site. I'm not interested in anything that doesn't have a rate card). * BY WHOM it is paid (might be paid by sponsor who then also has an investment in you (I actually prefer this because it gives me a paying client who didn't have money invested in me before). Question: "Will I negotiate my fee?" Answer: "Certainly. Tell me how much you want to negotiate it by, and then let's discuss what else you might have to offer that I need and which is worth as much as you are asking me to negotiate." Question: "It's a good cause; can you speak here at no charge?" Answer: "Very often I can. I speak for free up to six times a year as long as it's a fundraiser for a good cause. Unfortunately, all those times have been obligated for this year." -- Ian Cook (ian@fulcrumai.com) Non-profit organizations have influential corporate types on their Board of Directors. When asked to reduce my fee for them, I ask my client contact to send three (or, better, all) of their board members a letter about how great I was and suggesting they use me in their organizations. I also suggest they invite them to the session. -- Joanna Slan (JoannaSlan@aol.com) Here's another solution to the "drop-fee" problem: When the client explained that I was a last-minute addition and their budget was all "used up," I said, "Okay, I'll send you a letter of agreement that states I'll do this gig at a reduced fee provided that you agree to book me next year at full fee." They responded, "What if you don't meet our expectations?" And I said, "Then all bets are off." I did the presentation and they booked me on the spot for the next year at full fee. I figure it was cheap advertising! Other things to negotiate for include their mailing list on disk, the right to include product information in their after-session mailings, or a column in their publication. -- Robert Grede (thegrede@execpc.com) If you are willing to drop your fee to get into an industry, ask the organization for whom you are dropping the fee to help you. When asked to negotiate a fee, I always ask for promotional opportunities in return. For example, will the group also buy one copy of my book for every attendee? Will they allow me to summarize my speech for inclusion (with a byline and speaker bio, of course) in their organization's newsletter? Will they allow me several additional articles in their newsletter over the course of the next year? Will they allow me access to a mailing list of member organizations to whom I might send my speaker video? All are part of the negotiation process. -- Joel Blackwell (GrassRootsGuy@joelblackwell.com) For a market I'm trying to penetrate, I'll negotiate to provide articles for their publication in order to sell books and promote seminars. After a bad experience last year, I will do so ONLY if they agree to run three articles in sequential issues, run the book cover picture and specified copy, all on the start page of the article. The agreement to do so is labeled CONTRACT, because they just want the article and the people making the agreement with me often are not the editor. Editors tend to be hypersensitive about "free advertising," which is, of course, what I want. ______________ -- SPEAKING ENGAGEMENTS ON CRUISE LINES Denise Corcoran (Mydenise@aol.com) 1. They rarely pay speakers but rather simply give you a free cruise including meals. You must pay airfare and transfers unless you have a big name. Be aware that this can cost more than the price of a packaged cruise you buy on your own. 2. They want general audience topics that are unusual. It must appeal to both men and women and be delivered with humor. 3. Watch out for the late fall and early spring cruises due to the prevalence of bad weather. I once did a seminar in 20-foot swells. The audience was green and not with envy! 4. You are better off putting together your own seminars. If you can book 20-30 cabins (depending on the cruise line) you get a free cruise. In addition, you will get PAID for your program. Look for groups that need to have continuing education (CE) program like lawyers, doctors and teachers. Get approved by their governing body and offer the seminars on a ship. 5. Be aware of how many "days at sea" there will be. Short trips like the Mexican Riviera out of California have only 1 day at sea so you can only do a 1-day program. Many groups need two or more days of education to fulfill significant CE requirements. -- Vicki Sullivan * 2 or 3 agents in country (Bramson Entertainment, NYC, gets mixed reviews; Working Vacations on West Coast you pay, Karp Enterprises) * good source: Cruise Travel magazine; many changes in the industry now (lots of mergers) so policies can change; speakers for cruises longer than 7 days; * topics: art tours, geography, naturalists, all depends on cruise; * key contact: entertainment department, cruise lines corporate offices * enhancement destination topics are the most asked for; many speakers worked for state department, diplomats, bulk of career in foreign service, professors. Perspective is important; academy at sea program: take classes on longer cruises, "how to run a theatre," cooking, sports, navigation; lifestyle issues OK, but not a priority; financial lectures not well attended; * very competitive market -- audiences very sensitive to promo of self/book/product -- Sandra Schrift Check out the Travel Resource Center. This Web site provides books, seminars, etc. focused specifically on delivering seminars, retreats and presentations on cruises. -- Mike Larsen * Come up with topics of interest to older people with money, and test them first with local seniors groups if necessary. * Passengers will rate you on how you relate to them when you aren't speaking, so if you want to be invited back, be as nice as you can to everyone. This isn't hard because they're nice people. _________________________ Convention and Visitors Bureau marketing Vickie Sullivan (vickie@sullivanspeaker.com) Convention and Visitors Bureaus (CVBs) are overhauling the way they do business. (CVBs are quasi-government organizations charged with marketing destinations to lure conventions and to promote tourism.) Why? Less government funds for tourism and more accountability by their communities. Changes include becoming more entrepreneurial, increasing services past logistical concerns and partnering with the community. Result: speakers have more opportunities to get work in their own back yard. CVBs are more open to new ideas so start brainstorming. _________________________ Report on how to best remember talk Emily Kimball (Etkimball@aol.com) I got over 40 replies to my question about ways to effectively practice my talk so that I would really remember it. Here is a summary. Almost all replies took issue with memorizing. Don't memorize, they said -- that means you're too much in your head and searching for points and not with the audience. The only thing you need to memorize is your first and last line. One person said those who over-prepare can never be authentic. Instead: 1. Mind map your talk. Have key chunks and sub-points, examples, stories, then "get into a state and do it." 2. Record your talk and listen to it everywhere you go. It will enter your mind subliminally. One practice session on the recorder is worth 10 speaking out loud (without recorder). After listening for a while, try to say the words before the tape does. 3. Re-tape every week as you make improvements and continue to listen. 4. Most important part to practice is your opening and closing. 5. If you're using your own experience you won't have to memorize. Wrap your points around personal stories. 6. Making an acronym helps audience remember, too. 7. Practice in front of non-threatening groups. The more you give it, easier it is to remember. Practice until it "gets down in your gut." 8. It's okay to use notes. Have bulleted points and check as necessary. 9. Practice in chunks. Don't try to get the whole speech down in one sitting. Practice 2 or 3 times a day rather than one long session. 10. If speech is getting boring and you are unenthusiastic, back off and let it rest. 11. Remember concepts. Speak from major point to major point. "Surely you can remember 3 things!" ____________ Resource of quotations -- Loren Ekroth (lorenek@aol.com) The Thought for Today Quotation Archive is great for finding quotations or phrases for that memo, article, presentation, toast, or whatever. It's a good resource, with over 250 topics collected. http://www.webpages.ainet.com/gosner/quotationsarch ____________ Media opportunity for authors Christine Clifford (canclub@primenet.com) "Books Uncovered" is a radio show specializing in authors, that has distribution with 70 Radio Stations throughout the U.S. and Canada. Hosted by Emmy-award winning TV & radio personality Chuck Englund, it is a great way to get exposure for your books. Contact Lori Polizzotto at 888/677-5556, x211. They also have several advertising options available through http://www.seekbooks.com. For advertising, contact Alicia Groce at 888/677-5556 ext. 234 or email her at alicia@seekbooks.com. _______________ SPONSOR THIS NEWSLETTER! Get your message out to speakers 2,000 plus and meeting planners in this fast growing newsletter. $25 a month, limit to 6 lines of text, 60 characters per line issues $125 paid in advance. E-mail susan@speakerservices.com for number of subscribers, payment information etc. Previous issues are available at http://www.speakerservices.com/nl/index.html To contribute information to this newsletter send via e-mail to: susan@speakerservices.com. Letters and comments are happily accepted. To remove yourself from this newsletter send an e-mail message to susan@speakerservices.com with remove in subject. ************************ Meeting planners looking for speakers for free and fee or entertainers for your programs check out our Internet Edition of Speaker Services: http://speakerservices.com. Speakers and entertainers great rates for photo listings for the Internet Edition of Speaker Services: http://speakerservices.com/adv_pkt.html Presentation skills and marketing workshops offered in the Los Angeles area. Customized training , Online Bookstore Audio Tapes Grow Your Business Through Speaking Soul of Speaking, Jack Barnard Storytelling, Jack Barnard Mesmerize Your Audience, Jack Barnard Market Yourself as a Speaker , Susan Levin Books: Market Yourself as A Speakers Resource and Study Guide, Susan Levin We Get Our Cue From You: The Communion Approach to Public Speaking, Jack Barnard ************************ Speaker Services Susan Levin 4023 Meier Street LA, CA 90066 310-822-4922 FAX: 310-822-9025 Toll free- 877-773-2800 e-mail: susan@speakerservices.com website: http://speakerservices.com ____________________________ Speaker Services: http://speakerservices.com Susan Levin, publisher/owner Los Angeles, CA 310-822-4922, FAX: 310-822-9025 Seminars, Customized Training, Audio Tapes & Books Private Consultations: Speaker Marketing http://speakerservices.com/products/index.html Healthy Lifestyle Fair http://speakerservices.com/services/healthy.html Free monthly E-Mail Newsletter and past issues for speakers and meeting http://speakerservices.com/nl/index.html Visit our Online Bookstore with over 200 Titles http://speakerservices.com/products/bookstore.html