712 December 2016 - Behind the Podium

VOL 7, ISSUE 12 • DECEMBER 2016

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SPEAKERS,

WAYS TO PROVIDE CUSTOMER VALUE

ARE YOU DROWNING IN POST IT NOTES? Page 3

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5 TIPS FOR SHOWING CONFIDENCE

GLAM IT UP ON STAGE!

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NEW OPPORTUNITY FOR FREE PR EXPOSURE!

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GIVE THE GIFT OF YOU Page 11

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THIS MONTH FEATURES Behind the Podium (ISSN 1949-5544) is published 12 times a year as a resource for emerging professional speakers, business leaders, technical gurus, educators, and other subject-matter experts.

Editor Bryan Caplovitz welcomes your input (editor@behindthepodium.com) .

Behind the Podium publishes the opinions of experts and authorities from many fields; however, the use of those opinions is no substitute for accounting, legal, investment, or other professional services. Material may not be reproduced in part or in whole in any form whatsoever without the written permission of SpeakerMatch. SpeakerMatch is the world’s largest source for speaking opportunities.

Behind the Podium is published monthly, by SpeakerMatch, 4807 Spicewood Springs Road, Suite 1120, Austin, TX 78759-7944. $24/year, $4.95/issue (US funds). Periodicals postage paid at Austin, TX. Behind the Podium is a trademark of Simply Speaking, Inc. Copyright © 2016 by Simply Speaking, Inc. POSTMASTER: Send address changes to SpeakerMatch Subscription Department, 4807 Spicewood Springs Road, Suite 1120, Austin, TX 78759-7944.

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04 How To Get Organized and Back To Business Being disorganized costs you money. Here’s what to do now.

05 New Opportunity For Outstanding Exposure Showcase your expertise with this great new free source!

06 The 3 Components of Customer Value If you can’t price your value, all you can price is your cost.

07 5 Tips For Applying Courage On The Platform Most audience members are rooting for your success. Don’t let other voices get in your head.

08 Add Hours To Your Week By Optimizing Your Productivity Use these 3 time management strategies to keep your life in balance.

11 Give The Gift Of You! When you offer real solutions to real problems, everybody wins.

LET US KNOW WHAT YOU THINK ABOUT THIS ISSUE! USE HASHTAG (#BTP) ONLINE AT: Facebook.com/speakermatch @speakermatch SpeakerMatch Group feedback@behindthepodium.com

2 | BEHIND THE PODIUM DECEMBER 2016

QUICK TIPS

THE ART OF CONVERSATION Conversation is not just about meeting new people. It is a way to learn and grow. The catch is, not just any conversation has that potential. To have a meaningful conversation, you need to connect with people.

Malavika Varadan, a Bollywood radio host, has a great way to think of conversations, especially if you're the kind of person who is intimidated by starting conversations with strangers. She said in a 2016 TED Talk that conversations are links. Every conversation we have opens the door and builds a stronger link. If you're looking for tips to take the dread out of new talks with new people and move toward more meaningful conversations, here are a few tips.

1) Enter a conversation to learn about the other person. Conversation, especially with new acquaintances, is not an opportunity to hold forth with your opinions. Instead, it is a chance to learn about someone else, who they are, what they love, and what they believe.

2) Don't be afraid to ask a somewhat personal question, within reason of course.

3) Focus on the conversation. It shows greater respect for the people you speak with if you put your phone away and truly concentrate on what is happening in the conversation. According to radio host and conversation advocate Celeste Headlee, “there's no reason to show you're paying attention if you're paying attention.”

4) Do not equate your experience with theirs. If the person you're talking to is going through something, you want to show that you can empathize, but when you start talking about your experience with the same life situation, it has the opposite effect and can make the conversation unpleasant.

5) Be brief, don't repeat, and eliminate the details. When you're trying to prove a point, and you repeat the same information several times, it impedes connection. Don't dig to find names and dates that the other person doesn't know and doesn't care about.

With these five dos and don'ts, you may just find that you're enjoying conversations more, and avoiding the meaningless discussions of the weather and other safe conversations.

EDITOR’S NOTE

WHAT’S NEXT, SPEAKERS? Make your list and check it twice.

Who will you be reaching out to in the coming year? How? How often?

You should have a good list of leads, warm prospects, and past clients in your marketing funnel. Ideally, you’ll have systems in place to automatically stay in touch with them. The idea is to make sure you’re top-of-mind when they need a speaker.

When hiring is slow at the end of the year, it’s a great time to make sure your list is solid. Make sure phone numbers, email addresses, and postal mail addresses are up to date. Update your list with the names of new faces who have replaced your contacts in organizations.

You can be the greatest speaker in the world, but you won’t be booked if no one knows you’re available.

With a good list of names, a good system, and good marketing materials, you’ll generate demand and positive feelings, which lead to more bookings.

Be prepared to start off the new year with a bang! Happy holidays!

Bryan Caplovitz Founder, SpeakerMatch

BEHIND THE PODIUM DECEMBER 2016 | 3

TIME MANAGEMENT

DROWNING IN POST IT NOTES:

HOW TO GET ORGANIZED AND GET BACK TO BUSINESS Being disorganized costs you money. Here’s what to do now.

Do you know what your most valuable asset is?

Time.

Every speaking business model is different, but no matter what your model, your use of time is the difference between success and failure, earning money and being out of business.

Have you ever sat down and asked yourself what was the most valuable use of your time... and then actually made sure that's where you invest it?

It's what we do off stage that determines evolves over time. I use a free online tool if we get on stage. That means that being called Kanbanflow.com. I like it because it organized is actually the top priority. allows me to have a KanBan Board for each of my big projects and I even have a How can you get and stay organized? separate board to keep my big annual event Lady & Champs organized.

Here is what works for me: Take 30 minutes a day to clear your desk, organize your office and plan for the day. As you work through your thirty minutes, you will feel the weight of disorganization lift. You may even uncover some crucial profitable "to dos" that you missed along the way.

Once your time is up, you can go back to being "squirreled" by distractions.

KanBan is simple and easy to work with (even for the technically challenged). I'm very visual and I also like to work on paper, so I do the organizing and planning in Kanban, then I print out a single piece of paper and work with that. During the day I'll write on that and then I'll update the online version and print a new one to work off of.

On to the planning aspect of your 30minute block; a crucial part of becoming Getting organized and planning will bring and staying organized. When I find myself you more peace, more enthusiasm, more off track and overwhelmed, it's usually momentum and more money. because I'm drowning in Post-It notes. It's a reminder that I need to have my major I Darrentee it.

Three years ago, I hired my office manager projects and all my tasks and explained her role in the company: In 1992, DARREN LACROIX took the stage in a Boston organized in comedy club and bombed miserably. In 2001, Darren "Regine, my best use of time is being on outspoke 25,000 contestants from 14 countries to one place. become the World Champion of Public Speaking. stage, creating content, and creating new This is my Now he demystifies the process of creating a products or programs. Your job is to keep master plan powerful presentation through his LIVE workshops me focused on those three tasks as much and it and his online programs. as possible." changes and More info at www.StageTimeUniversity.com When you are disorganized, it costs you money. When you waste time on tasks that could be delegated, it costs you money. When you are scattered, unfocused, stressed, it costs you money.

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PUBLICITY

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Hey, here’s an easy, fast, and FREE way to obtain a highly effective promotional asset that showcases you in all your excellence.

Members of the SpeakerMatch community are invited to be a guest on the EliteWire podcast series, created just for outstanding speakers and experts who are contributing at the highest levels of their topic area.

What makes your services or deliverables simply better?

“I absolutely loved my experience with Annie’s Showcase of Elite Experts podcast.

The process was super easy, and having this interview really helps to bolster my profile as a podcast producer and consultant. It was worth every second of my time. I was thrilled with how the final product turned out!”

— Mathew Passy, Former Producer Wall

The podcast offers tremendous benefits. You get to enjoy a professionally produced “minicommercial” that’s all about you.

Use it to showcase yourself on your website, and share it on social media. Your podcast will also be featured on the EliteWire blog that enjoys thousands of views each month from people seeking just the right relationship with a professional.

Street Journal Radio Network

Here is a sampling of some questions you may want to answer on the EliteWire podcast (you can tweak them if you like): 

Tell us a little about yourself and the services you provide.



What is your philosophy of doing business (why are you special)?

Be appreciated for your hard work. Not only do the other podcasters on EliteWire  share your post with others, I will share it as well with my community of over 75,000 followers. I will also sponsor your post in various social media platforms, offering you additional exposure.

There is no cost to you.

Why do you stand out from the others in your area of expertise?

 Who is your ideal client? How can you help them be more successful?  Would you like to offer a success tip, or a mistake to avoid, which would be of interest to your listeners?  How can listeners get in touch with you? What is your website?

This is a mini-commercial all about you conducted by a savvy and professional interviewer whose skill set will make you look like a million bucks. All you do is answer questions about why you are the best choice for a particular speaking opportunity.

To be a guest on the EliteWire podcast, just complete the online form at: http://www.anniejenningspr.com/ elitewire/speakermatch-podcast-signup/

ANNIE JENNINGS is the founder of the National Publicity Firm Annie Jennings PR and has innovated industry concepts for more than 20 years. She has been a contributing commentator in the national media including Fast Company, Inc., Entrepreneur, US Weekly, TheStreet.com. She has been an invited speaker to hundreds of venues.

BEHIND THE PODIUM DECEMBER 2016 | 5

ENTREPRENEURSHIP

THE 3 COMPONENTS OF CUSTOMER VALUE If you can’t price your value, all you can price is your cost.

How does the prospect view your solution? Will they buy now or decide to wait? Is there a sense of urgency on their part to make a decision?

My favorite saying is, “If you can’t price your value, all you can price is your cost.”

If that’s the case, the customer will more likely view your solution as an expense than as an asset, meaning they can live without it.

Now John has a very easy decision. The value the third speaker brings has just outweighed his competition. In fact the value of the book is $2,500—even though the cost to the speaker is minimal.

Customers buy when the value they perceive outweighs the cost of the investment. There are three components of value that need to be considered.

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can the investment do for the organization and how can it increase productivity, efficiencies and effectiveness for those that use the solution.

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Personal value is the third type to be considered. This is more of an intangible value, which answers the question, what will the decision do for me personally? Will I get a promotion, a bonus, peace of mind, or improve my influence with other organizations?

Economic value is the financial impact of the investment. What will Perceived value must always trump the be your return on investment? What will it Personal value is equally as important as cost of your product or service. do for the company financially? Will it cut the business and economic, and sometimes can be the determining factor Let me give you an example. Let’s say John operational costs, increase inventory turns, increase revenues or cash flow? in the decision.

Smith the CEO of SCG Corporation is Economic value is of most importance to looking for a speaker for his annual Personal value can only be uncovered the economic buyer—someone who meeting and his budget is $5,000. He is when there is trust and a strong makes decisions based solely on the looking at three speakers that fit the relationship with the decision maker. financial elements of theme and he is looking for the one the solution. difference that would set them apart.

STU SCHLACKMAN is a Certified Speaking Professional

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Business All three speakers have written books and value is two of them are willing to sell the book to the primary him at half the price. The third speaker decides to include the book as part of his consideration to the user of fee. the solution. What

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with the National Speakers Association focusing on Relationship Selling and Building High-Performance Teams. He is President of the North Texas Chapter of NSA and is author of Don’t Just Stand There, Sell Something and Four People You Should Know.

Website: www.stuschlackman.com

PLATFORM SKILLS

5 TIPS FOR APPLYING COURAGE ON THE PLATFORM Most audience members are rooting for your success.

Don’t let other voices get in your head.

Professional speakers recognize defining moments and apply courage on the platform. They know this conscious action is vital to their success.

Usually the worst never occurs since it’s only in our head, so take the risk.

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Manifest vision

Talks like “Your Body Language Shapes Who You Are,” and read Presence (both

by Amy Cuddy).

Also, surround yourself with the kind of By developing the following five simple There are no shortcuts when it comes to people you want to become and the behaviors in yourself, you’ll be better able being a courageous speaker. Know where people who are your advocates so you to call upon your courage when needed. you want to go and develop a crystal clear feel supported in your speaking career. vision of your goal.

Constantly affirm your Speak up! strength and determination Become stubborn about attaining your Realize that no one expects you to be vision so you can discard any nonIf you feel uncomfortable in a situation, perfect. They do, however, expect you to productive judgments others put on you— believe your intuition and tell those do your best. Take time for daily reflection such as the 10% of people who don’t give involved why you believe the situation is so you can evaluate your resources and you a good evaluation. not right. how you can best use them.

Let it go—you’re not likely to ever win Don’t swallow your voice! You’re a When you know how your strengths can 100%! speaker! benefit your business, you’ll be able to do Reflect self-esteem Exercise your courageous voice by what you believe is right and see any challenging the status quo and making challenge as an opportunity for All your actions reflect who you are and waves when someone is putting you professional growth. what you stand for. If you’re repeating a down. This behavior is demonstrated Hurdle obstacles certain behavior that you don’t like, look when you apply “where courage meets and take risks inside and ask, “What do I need to grace.”

Every behavior you exhibit and every change? Is there a learned script I am action you take is a conscious choice. Give holding onto?”

SANDRA FORD WALSTON, The Courage Expert, has been yourself permission to choose to be an internationally recognized speaker and author for Sharpen your different so you can creatively navigate over 20 years. She is the author of three books, is skills and your way around, through or over any certified in the MBTI and the Enneagram, and she is a abilities certified coach. She instructs at the University of obstacles that cross your speaking path through Denver, and she is a hospice 11th Hour Volunteer. such as intimidation. When you feel education such reluctance set in, ask yourself, “Why not as watching TED step up? I’m a speaker!”

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BEHIND THE PODIUM DECEMBER 2016 | 7

MAINTAINING A SUSTAINABLE SPEAKING BUSINESS

ADD HOURS TO YOUR WEEK BY OPTIMIZING YOUR PRODUCTIVITY Use these 3 time management strategies to keep your life in balance.

W

hat would you do if you had an extra five hours of time each week? Would you play a round of golf, serve a needy cause or plan a quality outing with your family?

Maybe you would further develop your knowledge base and skill set in your primary speaking expertise.

Whatever it is, go ahead and pencil your answer into next week’s schedule; I’m going to show you how to add five hours of disposable time to your week.

Properly applied, these ideas will be helpful in freeing up your time. Make sure you start incorporating them into your speaking business in 2017 and beyond.

1. ACCESSORIZE Getting your office in order involves many things, including improving your productivity and time management skills.

Something you should come to rely on in managing your time more effectively is the use of ready-to-go accessories (more on this in a minute) to help you complete daily or frequent tasks much more quickly, saving you valuable minutes every day.

Here are some examples that most thought leaders will readily relate to:

speaking business and related offerings.

Templates

If you haven’t yet done so, start creating Word files that already have a title page, legal page, introduction, program information, contract information, etc. already formatted. From there, you can simply make appropriate changes when necessary.

Experts and information entrepreneurs spend a lot of time writing sales letters and content pieces. Using standard Copy and Paste Files templates that you can draw on when creating such content will save you a lot of Ever get the same question from time. customers and prospective speaking clients? Do you find that your coaching Placeholders (e.g.,“Main Headline Goes clients solicit the same kind of advice? Do Here”) can be used in spots throughout you type the same email over and over the page for headline, story, subagain? headlines, bullet points, calls to action, guarantee, etc. Instead of reformatting from scratch, you’ll be ready to just write when creating products. The same template system can be applied to speaker contracts, customizable live program proposals and outlines, and other important documents in your

Anything that you type out more than three times can become a copy and paste message that you store in a text file, email folder, or form filler software program.

Instead of typing it out again, you can simply click a button or two to save time.

Software

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If it can be automated or semi-automated by a software program, app or tool, I’m all for it.

I save time every day by using a password program, which is software that fills in forms with a click. Save time each week by automating or semi-automating repeated tasks with software like this. Search “password manager form filler” on Google for options.

2. DISCARD While accessories create extra time by completing tasks faster, the discard category creates leftover time by NOT completing tasks at all! The idea here is priceless: if something on your schedule (or you are considering for your schedule) isn’t necessary, simply don’t do it.

Spend most of your time on things that are going to help you make more money, and if it’s not making you money, stop doing it.

It’s as simple as that.

3. DELEGATE Start working towards becoming a manager — and not merely a marketer — of your speaking business. Stop doing everything yourself and start relying on other people to take some of your workload from you.

Whether this means outsourcing to a vendor at Upwork.com, handing work off to an apprentice, delegating out to a virtual assistant, or splitting tasks with a partner, getting others to do some of your work can quickly free up your time.

When others can do it faster and more skillfully There’s no reason to do everything yourself — that’s what experts are for in every field. When you’re sick, you go to the doctor, and when you need a webpage created, you call your webmaster. Your time is worth more to you when you use it on revenue-generating tasks instead of other things which someone else could do faster and better.

When it costs you less than your time investment How much is an hour of your time worth to you? If you’re charging coaching clients $100-$200 an hour, does it make sense dedicating hours of your time to doing something that you could hire someone to do for a fraction of your hourly fee?

Make it your goal to discard anything that Here are three scenarios where I highly doesn’t have a significant impact on Whenever you can get someone else to do recommend you delegate some of your growing your speaking business. something at below what your time is tasks. worth for doing it yourself, it’s a no-brainer A step beyond that is looking at the to delegate/outsource so you can free up When you’re stuck amount of impact a given activity has on more time for creating income earning your business. For instance, if you spend If you get to a step in any process that you opportunities and activities. ten hours a week writing blog posts that cannot complete on your own, it’s time to bring in 100 unique visitors to your site, consider getting someone else to do it for If you’ll pick one or more of these ideas but you can instead work five hours a week you. While you may be able to spend the and simply begin implementing them into as a guest blogger to bring in 100 unique next several hours (or days) figuring it out your weekly schedule, you’ll find that you visitors, then make the switch. Replace have a few extra hours of “leftover” time on your own, why would you? activities that produce minimal results with each week to spend as you please.

Aside from the frustration that is certain to higher concentrated activities that produce Learn to start saving time and enjoy weigh upon you, it’s also a waste of your the same or better results in less time. reaping the many benefits! time. Unless it’s a skill that you need to It’s easier to do more business with master (and existing clients and customers than it is to even then I’d RICHARD ANDREWS is the Director of Education at get new ones, so it wouldn't make sense SpeakerMatch Academy. He has a diverse writing, hire training and consulting background in various for you to spend most of your time cold someone to business settings, including Internet marketing, calling prospective clients for your show me ePublishing, branding and online community building. speaking services — while not working at how to do it Richard has worked with leading speakers and experts, better serving your current clients so that initially), your including Jack Canfield, Robert Kiyosaki, Les Brown, and you can generate more repeat and referral time is better others. Richard holds a Master's degree in education, and is a certified business with them. spent on PR specialist. Contact him anytime at richard@speakermatch.com. something else.

BEHIND THE PODIUM DECEMBER 2016 | 9

MEMBER BENEFITS

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Instant Access to Exclusive Interviews!

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10 | BEHIND THE PODIUM DECEMBER 2016

SALES & MARKETING

SPEAKERS, GIVE THE GIFT OF YOU! When you offer real solutions to real problems, everybody wins.

I have two questions for you, both based on the following, hypothetical situation:

I’m willing to bet that you answered both questions with a resounding, “YES!” (Or “Booyah!,” for those of you still living in Suppose I told you that in my spare time, I the early ‘90s.) had developed a solution to one of your biggest life problems — the kind of And why not? Who wouldn’t want a problem that literally keeps you up at solution to the problems that get in the night.  Maybe I discovered a way to help you lose weight and stay in shape effortlessly.

what I do — too loud or too often. I don’t want to be pushy.”

Maybe you’ve thought or said the same kind of thing.

Here’s the thing. The people who make these statements are invariably nice, considerate people. If they weren’t, the concept of being “too pushy” “You need to stop thinking that sharing wouldn’t even occur to them.

your point of view is imposing on people.

It’s not; you’re helping them by giving them But it’s a problem — for both the person saying it and the people who your knowledge and perspective.”

 Maybe I can show you how to save so much money that you can quit that job you hate and living a happy, do what you really want — to be a full way of their healthy, productive life? time professional speaker!  Maybe I have a parenting approach that will get your teenage kids to stop ignoring you and start doing what you ask. (Don’t call me; I said “hypothetical.”)

You get the idea — a seriously big life problem that you desperately want to solve.

OK, here are my two simple questions: 1)

If I had such a solution to your desperate problem, would you want me to tell you about it?

2)

If you and I were friends, and you found out years later that I had neglected to tell you about my solution, would you be mad at me?

Nobody, that’s who.

Why then, are my fellow solo professionals so hesitant to share their knowledge and promote their products and services?

At least once a week, whether I’m delivering a webinar, working one-on-one with a client, or just responding to e-mail, I hear some variation of the following statement: “I don’t want to send my newsletter / publish my blog / promote my product / talk about

could benefit from their services and perspective.

Remember, when you’re offering real solutions to real problems — the kinds of things that you answered “yes” to 20 seconds ago — you’re not taking advantage of people, you’re making their lives better.

But you need to believe it.

You need to stop thinking that sharing your point of view is imposing on people.

It’s not; you’re helping them by giving them your knowledge and perspective.

MICHAEL KATZ is Founder and Chief Penguin of Blue Penguin Development. He specializes in helping service professionals stay top of mind by positioning themselves as “likeable experts.” Sign up for his free newsletter, The Likeable Expert Gazette, here. (LINK: http://bluepenguindevelopment.com/subscribe/) .

BEHIND THE PODIUM DECEMBER 2016 | 11

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GIVE THE GIFT OF YOU (Continued from page 11)

You need to stop thinking that the people who hire you or buy from you are doing you a favor. They’re not; your stuff is good and valuable and they need you and what you have to offer at least as much as you need them.

And most of all, you need to accept the fact that your business focus and the things you sell are your gift.

If you don’t share it, you’re depriving people of the solutions they need to the problems they have.

And when they find out you’ve been keeping it a secret, they’re going to be (understandably) upset.

You’d be out there telling the world, day and night, until everyone who could benefit knew about it.

Here’s the bottom line. Somewhere along the line, many of us have mistakenly come to believe that “marketing” is tricking people and “selling” is taking advantage of them.

Not only would people be happy to pay for it, they’d be angry if you didn’t give them the chance.

It’s time for a new perspective about the work you do.

If you found a cure for a deadly disease, you wouldn’t hide it in your basement.

Your work is just as valuable. Not to everyone, but to certain people in certain situations. Your job as a capable solo professional is to find them and help them.

In a word, Booyah!

PRO TIP: RENT YOUR WARDROBE! Hey, what you spent to look so good will be your little secret.

Web-based companies allow you to rent expensive purses, trendy clothing, and business wear. For speakers, this is a great way to always have a new look on stage!

LeTote.com: Professional clothes for Rootbizzle.com: Tie delivery service. $25 women sizes 0-14. Stylist chooses clothes: per month. Choose from business, skinny $59 subscription plus $5 insurance or whimsical designs. monthly for stains and damages.

Some of the best, according to The Wall Street Journal:

ThreadTread.com: Men's clothes like shirts, sweaters, ties, and belts. Replace items anytime. $50/month.

TheMsCollection.com/ TheMrCollection.com: Trendy clothes for GwynnieBee.com: Trendy professional millennials. Cost $59 for unlimited women sizes 10 to 32. Cost starts at monthly deliveries. Stylist chooses clothes. $50 up to $200 depending on what you choose. Top choices for dresses.