103 October 2009 - Behind the Podium

Behind

SPECIAL MEMBER CALL IN TIME! See page 12

PODIUM

THE

News and Information for the Speaking Community by SpeakerMatch

Increase Your Bookings Significantly

By Adding This Special Clause To Your Speaking Contract

By James Malinchak

When I’m teaching public speakers in my College Speaking Success Boot Camp, we spend a lot of time on several unique and creative James Malinchak ways to quickly gain more bookings and instantly make much more money.

Why? Because I want other speakers to capture all of the extra money that is probably being left on the table.

And I’m about to give you the incredibly powerful idea that you should immediately implement for increased bookings and increased earnings!

The Malinchak Referral Contract Clause Guarantees More Opportunities for Success Why did I name it this? Because the idea came to me one evening early

Tip of the Month Gain More Speaking Engagements the Write Way Marketing on a budget is tough.

The most effective (and frugal) small business marketing strategy is writing and submitting articles to Web sites, e-zines, magazines and newsletters.

Submit your speaker expertise to us at speakermatch.com/tips.

News

Vol. 1, Issue 3 • October 2009 • $24.95

in my public speaking career while I was reading a speaking contract. I immediately added the clause to my contract, and every one since, and I have had countless talks resulting in hundreds of thousands of dollars.

I have taught many public speakers in my Boot Camps and through my home study courses to use it and they, too, have booked an astonishing number of speaking engagements, also making hundreds of thousands of dollars by using the clause.

The Malinchak Referral Contract Clause is simply a clause that is added to your speaking contract that commits the person booking you to refer other potential bookings to you.

And the clause even has a line in it that contractually binds the event coordinator to provide you with a typed testimonial letter after your presentation.

You Should Know

Meeting Planners International recently reported in their publication Barometer Report that “Meeting professionals report a notable recent increase in the number of corporate meeting bookings, but a decrease in the average size of each meeting.” This coincides with our observations that more meeting requests are coming through the SpeakerMatch Web site, and budgets seem to be decreasing. That’s good news for you as a speaker. There are more opportunities that mean more audiences.

The absolute BEST thing you can do to build your speaking business is to get out there and BE SEEN. The more exposure you have, the more in demand you become, and the more events you’ll book.

Be sure to nurture your relationships with meeting planners AND your audience.

Collect contact information from everyone and stay in touch regularly. If you know how to nurture relationships properly, this could be the best possible environment in which to grow your speaking business.

continued on page 5

- Bryan Caplovitz

What’s Inside Letter from the Editor.. . . . . . . . . . . . . . . . . . . . . . . . . .

2

Renowned Speaker and Author Dave Sheffield Shares His Secrets of Speedy Success.. . . . . . . . . . .

4

Time Management – Ease Self-Induced Pressure By Taking CONTROL of Your Life.. . . . . .

6

Lesson of the Month – Learn How Little Things Almost Always Matter.. . . . . . . . . . . . . . . . . . .

LinkedIn Forum – Secrets of Speaker Success Revealed.. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

www.speakermatch.com

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10

Enthusiasm is the greatest asset in the world. It beats money and power and influence.

– Henry Chester

Letter from the Editor

Making the Speaking Business Work for You (Without

Giving Up Your Life Along the Way) Bryan Caplovitz

It’s pretty much common knowledge that it takes a deep level of commitment to start a business — especially one that involves a significant amount of time away from home. While we wouldn’t have chosen this life if we didn’t feel passionate about what we do, sometimes our passion can seep its way into a larger percentage of our life than we ever intended to give.

That’s where having balance is important.

If you are finding that your life is often tilted a bit too much to the work side of life, you’ll find the tools you need to adjust your work/life scale in this month’s issue. Make the Speaking Business Work for You: Balancing Your Professional and Personal Lives is this month’s theme, and in this issue you’ll find a wide range of tips to help even things out.

Interestingly, clearing out the clutter is a recurring piece of advice. This issue’s Time Management article, Ease Self Induced Pressure By Taking Control of Your Life, addresses the importance of cleaning house in order to regain control of your life. Make Room for Your Life, this month’s Action Steps article, provides an easy-to-implement plan for purging some of the things in your life that no longer fit with who you are or what you need today.

Finally, finding humor in everyday life — whether it’s at work or at home — is one of lifes great coping mechanisms.

Karel Murray’s colorful internal monologue, Presenter Paralysis – Eight Ways to Avoid It! puts our worst speaking fears into perspective with some hearty laughs.

I hope this issue helps you lighten your load.

Sincerely,

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Is Traditional Media Still Relevant?

Part 1: The Benefits of Radio & Print Media

By Annie Jennings

With the popularity of social media, many people involved in marketing, branding and publicity may wonder how the role of traditional media Annie Jennings has changed and if it is still relevant. While social media is all the rage, traditional media still packs a powerful punch.

Reaching a Diversified Audience of Millions Can Lead to Unlimited Opportunities The idea is to be everywhere at all times as you don’t know where your next big opportunity is going to come from.

By utilizing major media outlets you can reach a vast and targeted audience quickly. It also gives you the ultimate competitive advantage that allows you to edge out your competitors.

You can Traditional media creates establish an expert The power of a comprehensive media status through traditional media radio interviews, outreach and helps includes the ability appearances on to leverage your national and local TV position an author or media into major shows, and articles in other type of expert as an opportunities such as print that quote you new clients, getting as an expert. You can authority in a given field. hired for lucrative also position yourself speaking events, as the expert in the online version of book deals (publishers are hoping to popular magazines, newspapers, and on land the influential personalities and major Internet sites. experts in their field), ongoing columnist Traditional Media Has Immediate opportunities and regular guest spots on Recognition and Credibility TV and radio. and Supports the Social Media Radio Expands Your Message Concept and Reaches Target Markets Traditional media creates a Quickly comprehensive media outreach and helps On radio interviews you have more position an author or other type of expert opportunity to showcase your knowledge, as an authority in a given field who wisdom and experience on various understands the issues being addressed issues because you have enough time and who can comment on them in depth for discussion. Radio interviews vary in as they relate to issues facing our society. length that is set according to the profile Securing media placements in of the station. Interviews are usually traditional media gives also gives the about 10 – 15 minutes long, but can go expert material to use in social media, up to 30 minutes or even one hour. such as Twitter, in a way that’s not all Radio offers immediate access to your about selling or offering special deals. audience. For those who like instant For example, an expert might tweet gratification, radio is for you. Radio is something such as, “Be sure to catch me usually live and doesn’t have a long on the national news today commenting lead-time with regard to booking the on…” (whatever the topic of discussion show. Radio can jumpstart your media is). The expert is able to showcase outreach in that you can get going fast. his expertise using conversation and Radio works well for authors, experts, answering the Twitter question, “What publishers, and anyone who wants are you doing now?” He also gets to introduce a new concept, share a to reinforce his knowledge, wisdom qualified opinion, and build up a strong and status as a national authority in a media bio. conversational, non-sales manner. continued on page 3 News and Information for the Speaking Community by SpeakerMatch

Is Traditional Media Still Relevant?

Part 1: The Benefits of Radio & Print Media continued from page 2

Radio is an Excellent Training Ground that Creates a Relationship with Listeners and Showcases Your Knowledge Up close and personal is the name of the game in radio — it’s you and the listener. Even though there may actually be thousands of listeners, it still feels more like “one on one.” This helps you engage the listeners and bond with them. Your audience can get to know who you are as a personality and as an expert or author.

Another point to note is that you get the chance to experience different styles of hosts who approach the same topic in their own way. This experience will make you a better commentator. You can also try out various answers to the same questions in either a short nutshell format or a longer answer if the show is allowing you more time.

Radio permits you to initiate a circle back strategy in that you can promote yourself, your Web site, and your book or interests after you have packed your Radio interviews take interview with content place over the phone Many of the stories and provided a topso there is no makeup, notch experience for you read in national hair or travel involved the host and listener. making radio a lot publications will also Remember, radio is easier and affordable appear in online editions, not about promotion; to do than traveling about sharing your to a certain city or meaning added exposure it’s insight and views with to a studio for a TV and outreach for you. the host and listener. segment. Additionally, Finally, radio is less you get to try out your commentary to see how it works for you in pressure than TV because you can have your notes, your segue statements and the fast-paced, content-rich style of radio. your promotional commentary right in Plus, you learn the skill set of answering front of you whereas in TV you are “live questions live and presenting your and on the air.” The experience you get on commentary in a short yet comprehensive radio will pay off when you are “live and way that helps prepare you for other on the air” on TV. media.

Newspaper and Magazine Print Media Are Still Effective in a Multitude of Ways Many well-known print media have built up tremendous power and influence through the years. Being mentioned in one of the top newspapers or magazines associates you with strong, powerful and well-branded media names that have an impact and mega reputation in our society.

Print media of this nature supports your continued on page 5

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. Please e-mail any comments or suggestions to Bryan at editor@speakermatch.com.

Panel of Experts (This Issue) Janet Christensen/Dynamic Awareness, Inc. Annie Jennings/Annie Jennings PR James Malinchak/Malinchak Intl.

Eileen McDargh, CSP, CPAE/ McDargh Communication Mike Moore/Motivational Plus Karel Murray, CSP, DREI Dave Sheffield/ Sheffield Development Group, Inc. 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 2118, Austin, TX 78759-7944. $149/yr, $24.95/issue (US funds). Periodicals postage pending at Austin, TX and additional mailing offices. Behind the Podium is a trademark of Simply Speaking, Inc. Copyright © 2009 by Simply Speaking, Inc. POSTMASTER: Send address changes to SpeakerMatch Subscription Department, 4807 Spicewood Springs Road, Suite 2118, Austin, TX 78759-7944.

Subscription information: Direct subscription inquiries, payments and address changes to SpeakerMatch Subscription Department, Behind the Podium, 4807 Spicewood Springs Road, Suite 2118, Austin, TX 78759-7944. To resolve service problems, call (866) 372-8768 or visit our Web site at www.speakermatch.com. On occasion we make our subscribers’ names available to companies with products or services in which you may be interested. If you do not want to be included in these mailings, please notify us in writing.

Call us toll-free at: 1 (866) 372-8768 Outside the United States: +1 (512) 372-8768

SpeakerMatch Teleseminar Agenda October Thursday, October 1 at 12 p.m. CST

Hitting Number 1 on iTunes and Other Ways To Build Demand for Your Brand Online GUEST: Brian Brushwood

Thursday, October 8

Thursday, October 15 at 12 p.m. CST

“How to get speaking engagements in Corporate America & structure long term training programs that provide you with BIG monthly income”

Topic To Be Announced

GUEST: Roy Flores

Schedule is subject to change. Visit www.speakermatch.com/radio to view the most current information.

www.speakermatch.com

GUEST: Annie Jennings Wednesday, October 21 at 12 p.m. CST

Special Member Call-In Day See back page for more information.

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Renowned Speaker and Author Dave Sheffield Shares His Secrets of Speedy Success Interview by Bryan Caplovitz

Dave “The Shef” Sheffield has coached countless sales professionals, entrepreneurs, and speakers, helping them take their businesses Dave Sheffield to the next level. He’s presented to small businesses, Fortune 100 companies, international groups, colleges, and youth audiences.

Dave is also the co-author of four books, “Unleashing the Leader Within You,” Unleashing the Vision Within You,” One Step From Striking Golf,” and “Massive Dose of Motivation.”

Speaking professionally for only four years, Dave has discovered secrets that have allowed him to increase his fee from $200 per talk to over $20,000 in a short period of time. He has helped hundreds of aspiring speakers and authors kick their businesses into overdrive.

He is a faculty member of the SpeakerMatch Speaker’s Success Summit, which helped attendees receive national media attention, showed them how to sell thousands of books, and helped launch successful speaking and writing careers.

I recently interviewed Dave to get some insights about building a thriving speaking business:

Q. Do you need a lot of experience to build a successful speaking business?

A. No, you don’t. You need to be a good

speaker with a good message, and you need to have good business sense. And you don’t need to be anointed by someone

to become an expert in what you talk about. Life experiences work well in providing interesting things to talk about.

Q. W hy do most speakers fail at the beginning?

A. Approximately 31 out of 32 speakers

get rejected. Most speakers don’t know how to begin, where to speak, and to whom they should speak. They also don’t know how to promote themselves the right way, or how to run a business. Speakers need to know how to get leads and how to work those leads.

Q. D oes it matter what I speak about?

A. It certainly does. See what the market is buying right now and cater to that message. A niche may be very broad, so you may need to break it down into a sub-niche you can target. Use that target market in your branding.

Q. H ow can you make your profile page on SpeakerMatch more attractive?

A. Meeting planners take only a couple

of seconds to become intrigued by a page.

Make sure you get the SpeakerMatch package that includes audio, so the meeting planners can hear you after seeing your picture and learning what you’re about. A big way to present yourself is with consistent branding or a theme with everything you do.

Q. W hat do you put in your application and how do you follow it?

A. There are two ways for meeting planners to see your application. One

Experience is wonderful. It enables you to recognize a mistake when you make it.

way is to have all of the contact info readily available; 20 to 30 percent of meeting planners use this route. The other route is to submit your application to the SpeakerMatch site so that they can find you. And always have a thoughtprovoking headline. But if meeting planners don’t want you to contact them, then don’t.

Q. W hat are the most common mistakes speakers make and how can they be avoided?

A. Speakers think they can find success from business cards alone. That’s wrong!

Find your niche and have an excellent 10-second elevator pitch. Have an answer for how what you do helps them succeed.

Make sure to network! Speak for free if you can to get your name out. Go out and speak, speak, and speak!

Q. W hat is your experience in getting a job in the current economy?

A. Speaking doesn’t make sense, it makes

dollars. Whenever we are in a challenged economy, companies and organizations put credibility in outside sources. And be sure to market in the correct way. Freshen up your material from time to time. There’s so much out there, the dynamic hasn’t changed. Certain soft spots have been significantly affected by the economy, but great opportunities are still out there. I encourage speakers to get out and listen to different things in your particular niche.

For the complete interview with more in-depth answers, listen to the CD bundled with your copy of this newsletter, or visit www.speakermatch.com/ShefSpeaks.

The outer limit of your potential is determined solely by your own beliefs and your own confidence in what you think is possible.

– Brian Tracy

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News and Information for the Speaking Community by SpeakerMatch

Is Traditional Media Still Relevant?

Part 1: The Benefits of Radio & Print Media continued from page 3

credibility, adds power to your media bio and platform and earns you the position as a national expert and thought leader in your field.

Many of the stories you read in national publications will also appear in online editions, meaning added exposure and outreach for you. Additionally, other media, such as radio will pick up the story as well.

Utilizing a variety of formats enables

you to touch your market in a way that allows them to understand and respond.

Some people like to “hear” your message, others like to “see” you on TV and others like to “read” your commentary in the newspaper or a magazine. If you are the expert that has captured your audience’s attention, you increase the chances that they will buy your book, if you have one, or perhaps contact you for speaking or consulting.

Annie Jennings is a Media Strategist and Publicity Expert specializing in optimizing media outreach. She is the founder of the national PR firm, Annie Jennings PR. Contact her by phone at (908) 281-6201 or visit her Web site at www.anniejenningspr. com.

Author’s Digital Provides a Single-Source Solution for Audio Book and E-Book Production Veteran audio producer David Wolf has announced the creation of Author’s Digital, a new turnkey audio book and e-book production and distribution service. Author’s Digital can record, produce and master an author’s title into a market-ready audio book and

manage the file conversion of a PDF manuscript into a downloadable e-book.

For more information about Authors’ Digital turnkey solutions, contact David Wolf at smallbizamerica@gmail.com.

Increase Your Bookings Significantly By Adding This Special Clause To Your Speaking Contract continued from page 1

Sodoku

This clause will not only bring you a lot of referrals, it will also eliminate your having to repeatedly ask the event coordinator for a testimonial letter after the event.

Start Using the Easy-toImplement Clause Today In my Boot Camp and home study courses, I provide a large binder with numerous documents that you can copy word-for-word. All of the work is done for you. How easy is that?

Here is the actual clause that I use in my speaking contract and that I teach all of the public speakers who attend my Boot Camp or who invest in a home study course. You may copy it and use it in your current speaking contract: Key on page 12.

If program is satisfactory, the event coordinator agrees to provide

www.speakermatch.com

speaker with the names and contact information of two associates whose groups may benefit from booking speaker and agrees to provide a typed testimonial letter on group, organization or company letterhead stating a few positive comments about the presentation within 14 days after the event.

Start using this highly effective clause today to increase your speaking opportunities for tomorrow!

James Malinchak is the Founder of the College Speaking Success Boot Camp and has taught hundreds of people just like you how to get paid big money speaking for colleges and corporations.

For a free special report, “The 10 Deadly Speaker Marketing Mistakes” visit www.speakermatch.com/collegespeaking.

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Time Management

Ease Self-Induced Pressure By Taking

CONTROL of Your Life

By Eileen McDargh, CSP, CPAE

Eileen McDargh

Feeling a bit overwhelmed? Using the word “control” as an acronym, here are some ways in which we can begin to gain some relief from self-induced pressure:

“C” Can the Clutter Do you walk into your office and instantly feel a sense that you could get buried in all that mess? Papers are piled on the desk, floor, and in tiered boxes.

Note that if this is your natural style of organization, you’d feel pressure by having items out of sight! But, if you’re like a great majority of people, clutter only adds to the time spent in finding what you need. Do you use everything that you have on display? Can you find items when you need them? If you’ve answered “no,” proceed to the next recommendation.

“O” Out with Excess Paper Examine what surrounds you. What can you throw out, give out, leave out? If you are months behind in journals and other publications, scan the table of contents and keep only those items that you KNOW you’ll need. Throw the rest away.

“N” No, Not, Never, Not Now Say it. Practice it. We frequently nod our heads “yes” like a wind-up toy because of guilt, fear, or sense obligation. Ask yourself, why do I say “yes?” Perhaps a “not now” would suffice. I am convinced that if we do not put limits on our time, it will vanish with our unknowing permission.

“T” Talk Up To curtail long conversations or meetings, learn these sentences: “I would like to be able to talk with you, but I have another engagement. Can you please tell me your request (situation, concern, etc.) in 25 words or less?” First, you won’t be lying with your opening statement. You will always have another engagement — even if it’s with the report in your computer. Second, you have indicated a willingness to respond. You have merely put a concise cast to the conversation.

It’s amazing how “25 words or less” can increase the speed and fluency of conversation. As a variation on this theme, you can also curtail a drawn-out conversation with this question: “How would you like this conversation to end?”

plane grounded allows me to complete a piece of writing I could not have finished.

The shop, which closes just as soon as I approach the door, lets me walk down the street and find other stores that I had never noticed before.

Getting in control is ultimately about getting clear on our work habits, priorities, and our values.

Eileen McDargh, CSP, CPAE, is an international speaker, author and seminar leader. Her book “Work for A Living and Still Be Free to Live” is also the title of one of her most popular and upbeat programs on Work/Life Balance. For more information on Eileen and her presentations, call (949) 496-8640 or visit her Web site at www.eileenmcdargh.com.

“R” Read Only What Matters And what matters concerns your business, your future, and your soul.

“O” Operate Early This can mean everything from getting up early to doing things early. If you pack for a trip, don’t wait until the last minute.

Prepare your suitcase and briefcase in advance. The only things that need to be added are last minute items. Create artificial deadlines that are in advance of the true deadline. You’ll always feel more in control.

Word Search

“L” Lighten Up Perfect isn’t always perfect. Look for and relish the unexpected. There is serendipity when we allow ourselves to surrender to events over which we have no control. The weather-hold which keeps my

To find joy in work is to discover the fountain of youth.

Key on page 12

– Pearl S. Buck

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News and Information for the Speaking Community by SpeakerMatch

Action Steps

Make Room For Your Life - You Deserve It!

By Janet Christensen

For many people, setting goals means adding things to busy lives. If a cup is already full to the brim, there is no room to add more water. If you want to Janet Christensen freshen up the water, some needs to be emptied out first. So it is with your life. Consider emptying out some of the stale things from your life before making your plans and goals.

Doing this involves self-reflection and can often mean making some difficult choices.

to purge from your busy-ness to make room for what you really want to create in your life:

Do you feel fulfilled? Is something missing?

Are there activities in my life that I do because I think I “should” do them, rather than because I enjoy them? Anytime you hear yourself using the word “should” this is a red flag. Often, a “should” is something that is an energy drain, or an obligation rather than a willing choice.

Having it All is Overrated

Are there people or activities in my life that sap my energy or who are negative influences?

You may have other questions to ask that are relevant for you. What is important is to take the time to reflect on where you are and where you want to be.

If where you are and where you want to be are one and the same, congratulations!

If they are not the same, how do you plan to get to where you want to be? What is holding you back that you can leave behind? What can you let go of to make room for your life?

You don’t need to have it all; you only need what fits with who you are and who you want to become. The rest is superfluous and holds you back. To paraphrase Cheryl Richardson, when you get rid of things that are holding you back and getting in your way, your path becomes much clearer, straighter, and easier.

Is there something I am involved in that has become a burden or lost its appeal for me?

Am I spending time doing things that are not creating the life I want to have?

Review your planner. Are you spending time doing things that are not in alignment with your goals and values?

Purging the Pessimism

Do you feel like you’re in a rut? (If you’re in a rut, stop digging!) With whom do your spend your free time?

How do you decide what belongs and what to let go of? Here are some questions you can ask yourself to see what you need

Is there something that if you didn’t have to do, would give you a feeling of huge relief?

Kicking Chaos to the Curb

Then give yourself permission to let go!

Let go of the chaos. Let go of the energy drains in your life. Let go of trying to be everything to everybody — and make room to create the life you want to live that’s in alignment with your goals and values. Give yourself permission to be who you long to be.

Janet Christensen is a speaker, facilitator, coach, and writer. Contact Janet by phone at (519) 434-5397 or by e-mail at info@janetchristensen.com. Visit her Web site at www.janetchristensen.com.

Lesson of the Month

Little Things Really Do Mean a Lot

Age is a high price to pay for maturity.

By Mike Moore

Last summer I was driving alone through northern Ontario, Canada on my way to Lake Superior country for my annual solo camping trip. I do this once a year to find solitude and peace in the beauty of nature and to recharge my emotional batteries.

As I was driving through a small town between Sudbury and Sault Ste Marie, I passed an insurance business that is owned by the family of a young woman with whom I had gone to college.

I reminisced about Margaret, wondering where she was and what had happened to

her since our college days. On the spur of the moment, I pulled into the parking lot and went in and met her brother, who had taken over the business after their father had retired.

After discovering that Margaret was alive and well and now a director of education in southern Ontario, I gave her brother my card with a request to tell her that I had dropped in and was asking for her.

One year later I received a call from Margaret telling me that her brother had indeed given her my message. After a continued on page 12

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MY CONFERENCE LINE Provides the Reliable Teleconferencing Service and State-of-the-Art Features Essential to Speaking Professionals Speakers use online conference calling services for many tasks such as teleseminars, conference calls to clients across the nation, and to conduct online classes. Unlike free conference calling services, My Conference Line is a reliable and feature-rich conference calling system.

different phone company. Additonally, My Conference Line has guaranteed space for the host so there are no concerns about not being able to get on the call.

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We use My Conference Line at SpeakerMatch to make sure our teleseminars run smoothly.

Visit www.myconferenceline.com to learn even more about what My Conference Line can do for you in your speaking business. Also take advantage of the free 30-day trial.

Bill was carrying a small gift-wrapped package when he met Doug at the mall.

Doug asked what his wife wanted for her birthday and Bill said she asked for, “Anything with diamonds.”

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“When I first started to build my business online I used a free conference call service to conduct my first ‘real’ teleseminar – I was interviewing a ‘guru’ in my niche. The call dropped TWICE during the first 15 minutes of the call (I think we overloaded the free service even though we only had approx 35 people on the line). Needless to say I felt like an idiot and was seriously embarrassed. I did learn a VALUABLE lesson though early in my career.”

“I’ve been looking for a conference calling service like My Conference Line for a long time. It has features that I haven’t seen before. Now I can manage my teleseminars, involve my audience, and feel more secure than ever that my call will go smoothly. Plus, I can make the recordings available to anyone!”

Bryan Caplovitz Founder & CEO, SpeakerMatch

Enthusiasm is the greatest asset in the world. It beats money and power and influence.

– Henry Chester

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30-Day

Here is a story that better explains what could go wrong:

Birthday Shopping for the Wife

So he bought her a deck of cards.

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Unlike free conference calling services, My Conference Line has incorporated not only a backup number, but also an emergency backup number that uses a

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Whether you’re an accomplished speaker or on the road to becoming one, My Conference Line is a complete online conference call management solution that can be a highly effective customer relationship building tool in your speaking business.

My Conference Line offers the option of having up to 250 guests dialed into a conference call. The system is very easy to run, and boasts several impressive features. Some of these features include an in-conference hand-raising system that the moderator can control from a Webbased control panel, a recording system that allows you to record your audio at the press of a button with no limits, and a list of local numbers from around the country that allow your listeners (in most cases) to avoid long distance charges.

A Snapshot of Just Some of the Features:

News and Information for the Speaking Community by SpeakerMatch

Humor Column

—

By Karel Murray

Eight Ways to Avoid It!

I first notice that my hands are getting clammy. Wiping them carefully on my pant leg seems to help just a bit. The trickle of sweat running down the Karel Murray middle of my spine is dealt with by leaning back on the chair — firmly.

Handling things well so far…

I allow myself a small smile — until I wonder if I have food in my teeth. They did serve that dessert with poppy seeds on the top. Glancing furtively around the table, I observe that everyone is focused on the business meeting currently in progress. Where is a toothpick when you need one, or a mirror for that matter? I only have minutes. Reaching carefully into my purse, I lift out my business card, pretend to sneeze, and quickly run the edge between my two front teeth.

There… another disaster averted through quick thought and poise.

Funny … I can’t hear very well. My heart is beating irregularly and blood seems to be surging up into my ears.

I feel like guppy out of water and I’m unable to take full cleansing breaths.

Hyperventilating seems like a real possibility right now.

Must clamp down fast!

Grabbing the lukewarm water glass, I gulp the entire 12 ounces down in one long drink. That’s when I notice I really need to excuse myself to go to the restroom. I’m just about to stand up and discretely inch over to the closed ballroom door, when the president of the association looks my way and nods. He’s signaling me — the business meeting is coming to an end and they are about ready to introduce the speaker — me!

Okay … smoothing out the creases etched into the sheet of finely typed words that comprise my speech, I realize

a larger font is needed in order to see the words from a standing position. Squinting, I’ve heard, makes a person look wiser, worldlier. Squinting definitely helps.

Wait! Why does the information on the page look totally unfamiliar? I’ve rehearsed the talk over and over and over.

It’s memorized for heaven’s sake … so why can’t I remember a thing? “Writer’s Block” is a common occurrence, but what do they call it when a speaker blanks out … “Presenter’s Paralysis?”

I need time!

Maybe the lapel microphone won’t work — allowing for 20 minutes of the 30 minutes of allocated time to evaporate due to technical difficulties. Nope. I’ve flipped the switch and it’s working fine.

The president of the association is looking my way and beginning the introduction. I wonder where he got the information he is sharing with the group. Oh, well, too late now. Got to stand up and move forward.

After two steps, my slacks start to creep up my legs. A quick shock-like feeling along the calf announces static cling is ready to make my life miserable. The bottom of the silk pant leg is clutching like fevered hands to my nylon knee-highs.

Wiping the top of my shoe against the hem doesn’t help.

But the shoe looks more polished. Hmmm.

Watching the steps of the platform as I advance upon the podium, I neglect to lift my foot high enough to allow the heel of the pump to clear the last riser. With a quick stumble, reminiscent of Chevy Chase, I’m hurled forward. I grab quickly onto the back of the guest of honor’s chair, effectively shoving his head forward into his coffee cup which he had raised to take another drink.

No damage done — just a dribble down his chin, which is quickly wiped off. www.speakermatch.com

Smiling gamely at the audience, I carefully lay down my paper, take a small breath, and speak. I should say tried to speak. My mouth is full of cotton —chalky almost. My tongue is now a foreign object, swelling to the size of a banana. Clutching the water glass, I take a small sip, wishing I could gargle.

That’s better. I suck in a large breath; throw my arms out wide to begin my speech with a resounding effective opening — and the buttons of my blouse pop open, revealing an ordinary white cotton bra projecting from a pale chest.

A hush settles over the audience of 100 association members, all eyes glued to me.

I look down and view evidence of a disaster already in progress, shrug ruefully and say, “I wish I’d worn the good bra!”

Laughter erupts through the room giving me time to button myself back up and launch into an unplanned humorous routine about life’s embarrassing moments — my crumpled papers forgotten.

Do you feel like you just experienced de-ja-vu?

It’s said that speaking in front of others is one of the most dreaded acts for the human being. And what I’ve described transpired during my first professional assignment. At least one of these “symptoms” recurs every time I speak professionally. The “butterflies” never seem to go away, but I’ve come to understand that this is a good thing!

If you truly care about the presentation you’re about to give, and you value your audience, your body responds accordingly.

It’s up to you to minimize the level of severity so that it does not incapacitate you. Here are some ways to help make that happen: Come prepared — if you are prone to “nervous sweating,” wear darker colors so the moisture doesn’t show, and use deodorant with strong perspiration continued on page 11

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Linked in Forum What do you believe to be the top three (or more) “secrets” of your success? How about your three (or more) challenges that you had to put up with on your way to success, and how did you overcome them?

My top five secrets to success are: 1. I believe I’m no dumber than anyone else — if s/he could do it, so can I. This belief made me general manager and 40 percent owner in a Chinese-Hungarian Export-Import joint venture by age 24, and brought that business to success beyond my wildest dreams by age 27.

2. This is my only chance on earth — I must spend my time with something that I enjoy and allows me to live a life that I totally love.

3. I never give up. I believe in myself and I jump into things without hesitation. I learn from failures and never give up. I try, and try, and try…till I make it.

4. I find mentors (actually, usually they find me) and allow them to guide me on my path to success. 99 percent of the time these mentors just appeared in my life and pushed me “forcefully” in the right direction.

5. I continuously strive to grow in my field. I go to seminars, read books, listen to CDs, watch DVDs, etc. to allow my brain to soak up as much information in my field as humanly possible. ~ E.G. Sebastian

My challenges on the way to success?

1. I used to be extremely disorganized. It took me years to learn to get organized, years to finally start using a planner, and another few more years to actually start checking what the heck I put in the planner.

2. While in my youth I was laser-focused and success came more naturally, I now find myself distracted by many opportunities that I see such as wanting to be active on “5,000” social media sites, wanting to spend more time with my kids, (which I do daily — jumping on the trampoline, rollerblading, tennis, surfing, camping, rock climbing, etc.)

Life has so much to offer and it’s so hard to pick one or two things to focus on.

3. Geographic location. I choose to live

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in a small town by the ocean. I always wanted to live in a place like this with no traffic, lots of palm trees, smiling people, etc. As a speaker, Inscape Distributor, and leadership development coach, I believe that it would be much easier to get more clients if I lived in a bigger city. Currently, I market myself locally, but mostly in the two cities around me that are about 70 miles from where I live. Of course, most of my business comes from online marketing and referrals. ~ Anonymous

Top three secrets of success: 1. I’m pathologically optimistic. I’m on my 4th and 5th start-ups, and my partner and I are working on a 6th. Not all have been roaring successes, but most have done pretty well. I find the current economic climate to be chockfull of opportunities. Good grief, how can I not start another business?!?

2. I see humor everywhere. I laugh all the time. My partner and I go to bed telling each other jokes and laughing. Life is wonderful, absurd, silly. You just can’t take yourself too seriously.

3. I learn. All the time. From everything and everyone I speak to. I let no opportunity pass without extracting a lesson from it. What worked? What didn’t? What did I do well? What could I have done better? ~ Anonymous

Top three challenges: 1. Life’s turkeys: an ex-husband, friends, family members who all meant well and were determined to save me from myself. Allof them said, “I”m telling you you’ll be a failure because I care about you and I don’t want to see you hurt.” Or, “girls/women don’t/can’t…”

In my opinion, these are the most insidious, hateful messages anyone can give.

2. Wanting to take on too much and not taking care of myself. I’ve learned to say no over the years, but it sure took me a while to figure that out. Maybe age

is helping — I don’t feel like I need to do everything anymore.

3. Keeping everything in balance.

Remembering to give enough time to friends and family, and to walk away from work every once in a while. Remembering to block out an afternoon on my calendar, turn down all appointments, and spend some time with the love of my life. ~ MB Deans

Secrets of early success: 1. PERSISTENCE. Commit to doing everything you can everyday to ensure success. There is no “end date,” you do it until you can’t do it.

2. PASSION. Have a tight, clearly-defined message, a theme that you absolutely believe in your core. Call it a personal mission statement, call it whatever, but use it as your focus for everything you do with respect to your business.

3. EXPERTISE. Learn everything you can about your niche (see passion above).

Do not wander from it — embrace and commit to learning and applying, learning and applying. ~ Anonymous

There are others, but these are the top three challenges: 1. Staying focused on what makes money, and not just what is enjoyable. This is a real problem for those of us doing what we love to do.

2. Understanding you are a small business owner who’s lead “product” is yourself.

This can be tricky and lead to some poor decisions if you don’t have a handle on this.

3. Maintaining balance. This is related to #2. Since many of us are doing “what we love,” a nasty side effect of “never feel like we are going to work” is we work WAY TOO MUCH. ~ John Gregory Vincent

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Crossword Across

The headline is a clue to the answer in the diagonal. Key on page 12

1. English TV station 4. __ Full o’ Nuts 9. Is that ___?

10. Great Lake 11. Bronx cheer 12. Very fat 13. Soak up 15. Chemical symbol for balloon gas 16. Eventually become 18. From 20. Legendary 23. Implied 25. Did lunch 26. Accustom 27. ___ and outs 28. Daughter of Saturn 29. N. or S. __, state

Down

1. Ali ___ and the 40 Thieves 2. Amorphous mass 3. Intimate 4. Vertebrates 5. Uproar 6. Bonanza find 7. Bludgeon 8. Trick joint 14. Hot 17. Tartan 18. Ear-related 19. Temple: Arch.

21. 11,000-foot Italian peak 22. Secretary, e.g.

24. Blackguard

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Eight Ways to Avoid It!

continued from page 9

blocking properties. If you are a woman, consider using a product for male athletes.

Avoid baby powder on your back and under your arms. It turns into paste. Trust me.

Have a handkerchief handy to wipe your palms. Bring a small can of static repellant and liberally apply it when wearing clothing that attracts static. I’ve learned to discretely safety- pin my blouses or avoid wearing any outfit that could inadvertently expose more of me than I want!

does have the potential to establish a unique beginning to your talk if you do this while the lapel microphone is on and broadcasting.

Learn to avoid “tricky” foods — as a presenter, you’ll often not know what is being served at the banquet. If the food looks like something that will turn your mouth bright red, leave a stain around your lips, or nestle stubbornly in-between your teeth, don’t eat it. You can eat all you want after the presentation.

Cut the chalky mouth syndrome — this is your nervous system in action. Anxiety commonly dries up the mouth. Susan Wilson, CSP, Executive Strategies Inc., taught me to line my lips with Chap Stick just prior to the presentation. At least your lips won’t be glued shut. I’ve also learned to consume a couple pieces of hard candy.

I tried rocks once (as recommended by a nature survivalist). Pebbles tend to chip your teeth. Besides, it’s difficult to secretly spit them out or find a place to put them when you are ready to talk without looking like a squirrel gathering nuts for the winter.

Establish a “pre-presentation” routine — throwing up is not the recommended option. The thudding heart, inability to draw a deep breath, and fluttering stomach muscles are all signs of adrenaline rushing through the body. Doug Stevenson, NSA speaking coach, teaches speaking professionals to excuse themselves 20-30 minutes prior to the presentation and find a private location. I use the women’s handicapped stall when choices are limited. Doug suggests that presenters should do a few deep breathing and stretching activities while visualizing a rousing and energetic positive experience.

This will effectively calm you down and clear out mental cobwebs. However, it

Avoid drinking large quantities of fluid at least one hour before “show time” — the human system is a marvelous thing.

Discover your tolerance level for fluid intake and output schedules and behave accordingly. Preplanning can create great comfort — literally!

Provide the meeting planner with your introduction — don’t leave the most important aspect of your presentation to chance. Your introduction sets the tone and establishes your credibility for the audience. Have friends and family members give the introduction you have created. Listen closely and re-work it until anyone can introduce you with flair.

Learn to laugh at and exploit your www.speakermatch.com

“disasters” — life has a way of tripping us up when we least expect it. Handle it. I bought better, fashionable bras (just in case my first line of defense fails).

I’ve learned that our audiences want us to succeed — they are our cheerleaders.

Many individuals are in awe of our ability to even get up on stage, let alone speak coherently. Once you understand your conference room is filled with people who are right in the game with you, laughter and a confident attitude will take you a long way.

Remember it’s about the audience — your message is the value you bring. The honesty and sincerity of your presentation intimately impacts those who are on the receiving end. Don’t cheat them by not bringing everything that is “you” to the platform — the wrinkles, static and grape- stained lips. They will respect you for keeping it “real.” Your audiences will embrace you if your message is sound.

Presenter Paralysis is conquered when you speak from your head, heart, and soul. Create programs from personal ingrained knowledge and present them with genuine joy.

After all, you have nothing to lose.

Karel Murray works with organizations that want to make high-content programs more memorable through the use of humor and storytelling. You can reach her at karel@karel.com or 1-866-817-2986. To sign up for her free online newsletter, visit her Web site at www.karel.com.

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all about perception in the speaking business. In the November issue, learn how to make a positive lasting I t’simpression when we focus on Projecting a Professional Image.

Little Things Really Do Mean a Lot long conversation during which we caught up on all the news, Margaret invited me to conduct a one-day seminar with her administration and office staff. I agreed and we made plans — fleshing out the details of the day.

For my efforts I was wined, dined, and housed in a very nice hotel. Best of all, I not only received my full fee for a one-day

seminar, but also a very healthy order for 250 copies of my books.

If I hadn’t stopped on a whim to inquire about a college friend from years ago, I would have missed out on a full-day seminar at full fee, a substantial order for my books, and a glowing testimonial letter from a satisfied school board official.

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Please register in advance so that we know how many people to expect. Sign up at www.speakermatch.com/membercall.

Crossword Key

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continued from page 7

The lesson? Those little, unassuming, spur of the moment gestures of interest in others often open doors of opportunity you haven’t even imagined.

Mike Moore is an international speaker on humor and human potential. Contact Mike at www.motivationalplus.com.

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