Speaker- June 2010

THE ART AND BUSINESS OF SPEAKING

june 2010

That’s

Entertainment!

Connecting with audiences via music and song

Build a

Niche Market baolns Glo unicati

Use the Media for

Comm

StraGtE 12egy PA

Maximum Exposure

The Power of Music Pastor Wintley Phipps transforms lives through song

T h e O f f i c i a l M a g a z i n e o f t h e N at i o n a l S p e a k e r s Asso c i at i o n • w w w. n s a s p e a k e r . o r g

Jimm RobeRts / oRlando

THE ART AND BUSINESS OF SPEAKING

14

JUNE 2010

Driving on Ice, Riding the Wind

Pastor Wintley Phipps sings, speaks and lives the power of transformation.

By Jake Poinier

Pastor Wintley Phipps will keynote at the 2010 NSA Convention.

20

That’s Entertainment!

How three speakers connect with audiences through comedy, music and song.

By Kier, Megon McDonough and Willie Jolley, CSP, CPAE

FE AT U R E S a Niche 26 Cultivating Three successful speakers discuss the benefits of serving a niche market.

By Stephanie R. Conner

30 Get Your Name Everywhere!

Use the power of the media to increase your business.

By Pam Lontos, MA, CSP

CO LU M N S 6 Reality Check Putting a fine point on the speaking industry

8 It’s Your Business

D EPARTMEN TS 12 Beyond Borders Exploring culture, countries and comfort zones

34 Relevant Resources

Advice for enterprising speakers

Time-saving tools and technologies

10 Welcome to My World

36 What Would You Do?

A snapshot into the lives of the people who hire us

Casting a reality check on real-world conundrums

38 Turning Point

4 News from Headquarters

A career-changing moment or experience

40 Index of Advertisers 41 Calendar of Events

42 Humor Me Quips, tips and parting shots

National Speakers Association is a member of the Society of National Association Publications (SNAP). Speaker magazine has been honored with a bronze award in the prestigious 2009 SNAP Excel Awards in the Magazines: General Excellence Category for best writing, content, graphic design and overall packaging.

June 2010 | SPEAKER | 3

news from headquarters

National Speakers Association Officers Phillip Van Hooser, CSP, CPAE, President Kristin Arnold, MBA, CPF, CMC, CSP, President Elect Laura Stack, MBA, CSP, Vice President Ronald P. Culberson, MSW, CSP, Secretary Ron Karr, CSP, Treasurer Sam Silverstein, CSP, Immediate Past President Stacy Tetschner, CAE, Executive Vice President/CEO Founder Cavett Robert, CSP, CPAE Board of Directors Marjorie Brody, PCC, CMC, CSP, CPAE Kirstin Carey, CSP Jarik Conrad, EdD, MBA, MILR, SPHR Ed Gerety, CSP Scott Halford, CSP Shep Hyken, CSP, CPAE Linda Keith, CPA, CSP Scott McKain, CSP, CPAE Sarah Michel, CSP John B. Molidor, PhD Ford Saeks Jean Houston Shore, CPA, MBA, CSP Francine Ward, JD

Reported by Stacy Tetschner, CAE NSA Executive Vice President/CEO NSA U Webinar Series Mark your calendar for two great upcoming NSA University Webinars.

Marcia Reynolds, CSP, will help you develop virtual and live coaching programs so you can increase your income from home or on the road on June 7.

Rebecca Morgan, CMC, CSP, will show you how to make money without getting on a plane when you take advantage of products that repurpose your expertise on June 21. For more information and to register, visit www.NSAUniversity.org.

Ethics Ruling Based on its recent investigation in accordance with ethic procedures, the NSA Ethics Committee has voted to censure NSA member Fred Gleeck for a period of three years for violation of Articles 2 (Professionalism), 5 (Respect and Collegiality) and 7 (Business Practices) of NSA’s Code of Professional Ethics. During this period, he will not be allowed on any NSA platforms and will not appear in any NSA publications.

2010 NSA Convention Don’t miss the event of the year where you’ll learn how to build your business, your brand, and your income with this rare collection of general sessions,

hands-on concurrent sessions and exciting networking opportunities. Join us at the Orlando World Center Marriott in Orlando, Fla., July 17-20. Register now at www.NSAConvention.org.

NSA Partners with CIC to Promote Meetings NSA recently committed funding to partner with the Convention Industry Council (CIC) to create a messaging campaign that promotes the value and strengthens the business case of conventions and face-to-face meetings. CIC is spearheading this half-million dollar effort, and hired PricewaterhouseCoopers to conduct research to support development of the message. NSA will keep members apprised of this effort, which is being underwritten by a variety of CIC industry partners.

NSA Foundation Benefit Hoop-la Join your fellow Convention attendees for an exciting night of food, games and camaraderie to benefit the NSA Foundation. We’re taking over NBA City Orlando on Sunday, July 18, from 6 p.m. to 10 p.m. Be sure to pack your favorite team jersey!

To register, visit the “Foundation Events” page at www.NSAConvention.org.

This Month on V o i c e s o f E x p e r i e n c e ®

NSA’s monthly audio magazine

Back Stage: Jon Wee and Owen Morse, The Passing Zone

Off Stage: Rene Godefroy with Elaine Dumlar

Starfish Humor: The Passing Zone

NSA Convention Update: Gerard Braud

Dissecting Starfish: Ron Culberson, MSW, CSP, and David Glickman

If You Could Do Just One Thing This Month: Bill Cates, CSP, Chris Clarke-Epstein, CSP, Ford Saeks and Mike Rayburn, CSP

Category of One: Joe Calloway, CSP, CPAE, with Dale Irvin, CSP, CPAE Ones to Watch: Jane Atkinson with Toni Newman

4 | SPEAKER | June 2010

President’s Message: Phillip Van Hooser, MBA, CSP, CPAE

NSA Foundation The Foundation serves NSA members and the public through: • Financial help for NSA members and their families who are facing health or natural disaster emergencies; • Grants to NSA members who need help with their dues or meeting registration fees; • Scholarships for speech/communications students and professors; • Oversight and funding for speaking-related research; and • Grants to help charitable organizations communicate through technology.

Founder and Chairman Emeritus Nido R. Qubein, CSP, CPAE Chair Stephen Tweed, CSP Immediate Past Chair Randy Pennington, CSP, CPAE NSA Foundation Board of Trustees Lenora Billings-Harris, CSP Terry Paulson, PhD, CSP, CPAE

Jane Jenkins Herlong, CSP Sam Silverstein, CSP Don Hutson, CSP, CPAE Laura Stack, MBA, CSP Ron Karr, CSP Phillip Van Hooser, CSP, CPAE John B. Molidor, PhD Al Walker, CSP, CPAE Speaker Editorial Advisory Board Molly Cox, Chair Eileen McDargh, CSP, CPAE Jill Konrath Gina Schreck, CSP Terri Langhans, CSP Dennis Stauffer

Managing Editor Design Barbara Parus switchstudio.com Publications Specialist Jason Nielsen Editorial Office and Subscriptions: National Speakers Association 1500 S. Priest Drive • Tempe, AZ 85281 Tel: (480) 968-2552 • Fax: (480) 968-0911 Web site: www.nsaspeaker.org.

Advertising Sales Mandy Schulze, CMP Sponsorships, Advertising & Exhibits Manager Tel: (480) 264-4297 • Cell: (480) 600-3512 Fax: (480) 264-4298 email: mandy@NSAspeaker.org Speaker (ISSN 1934-9076) (USPS 012-886). Volume 4, Number 9.

Published monthly except February and August by the National Speakers Association, 1500 S. Priest Drive, Tempe, AZ 85281.

Periodicals postage paid at Tempe, Arizona, and at additional mailing offices. Contents Copyright 2009 National Speakers Association, all rights reserved. Subscription rate for NSA members is $35 of $425 annual dues allocated to Speaker; non-member sub­scription rate is $49 for 10 issues. Add $10 for Canadian or international postage.

POSTMASTER: Send address changes to Speaker, National Speakers Association, 1500 S. Priest Drive, Tempe, AZ 85281.

Alan Weiss has garnered these honors and recognition: • One of only two people in history inducted into the NSA Hall of Fame® (CPAE) and also elected as a Fellow by the Institute of Management Consultants (FCMC).

• The only non-journalist in history to be presented with the Lifetime Achievement Award by the American Press Institute, and one of only seven in its 60+ year history.

• Author of 36 books from 8 publishers printed in 9 languages.

• Over 2,000 entrepreneurs and corporate executives coached and mentored.

• Over 300 corporate consulting clients.

• Over 1,000 keynote speeches.

• In 4 consecutive years keynoted the national speaker conventions in Australia, the US, Canada, and the UK.

In his newest book, Thrive!, Alan reveals the practical, daily techniques to: • Jettison baggage that’s weighing you down and holding you back • Overcome fears, trepidation, self-doubt, and low esteem (pandemic among speakers and consultants) • Relate to anyone as a peer and partner • Discriminate between good advice and horrible advice (never “dumb down” anything) • Embrace the fact that wealth is discretionary time • Create, nurture, and sustain rewarding personal relationships • Make yourself an object of interest to others • Escape the subliminal victim mentality that others load on us • Implement the 5 traits of masters of their fates • Stop wishing and start doing • Avoid the rut – there is always a bigger boat!

I can’t recall the last time that I read a book that I couldn’t put down. Thrive! is engaging and reminds us that we have the power to change the way our life is working.

Like all of Alan Weiss’s books, this one makes you think about why people do the things they do. Many of his insights are counterintuitive, such as how it is powerlessness rather than power that corrupts, or the critical nature of self-esteem in business survival.

Like Richard Fineman’s What Do You Care What Other People Think Think, this book rigorously challenges “politically correct” thinking and points out its unintended consequences. -- Dr. Larry Kutner

Coming from McGraw-Hill in 2010: Million Dollar Speaking (the successor to the wildly successful Money Talks Talks) and Million Dollar Coaching Coaching.

Thrive is about living life to the fullest, helping others to succeed, and becoming master of your own future.

Alan Weiss’s writing style has always been clear but I find the style of Thrive! to be incredibly engaging – it’s a real page turner. I love the titles and subtitles – I’ve never laughed while reading a table of contents before!

The book summarizes the wisdom and life’s lessons of a reflective and successful man. The thing that separates this from other inspirational books is the wealth of practical advice. -- James Bradford

I plan on reading it again, as soon as I can tear it out of my husband’s hands! -- Roberta Matuson

To order Thrive!: Visit Amazon.com or http://www.summitconsulting.com.

realit y check Putting a fine point on the speaking industry

Spotlight on the Convention Industry Council

A

s the economy slowly recovers, NSA continues to be aware of the challenges our members face, and is constantly looking for ways to provide help in overcoming them. Our goal is to help all members speak more and earn more money. In addition to offering education programs, NSA seeks to partner with other groups, such as the Convention Industry Council (CIC), to achieve this goal.

CIC, a group in the convention and meetings industry, provides a forum that allows 30+ conventionrelated organizations to exchange information on trends, collaborate on industry issues, and advocate the value of meetings, conventions, exhibitions and events. NSA has been a member of CIC for over 15 years, and I currently sit on CIC’s board of directors as the chairman-elect and as a representative of the speaking segment of the industry.

CIC is involved in various initiatives to speed the recovery of the industry, including the U.S. 6 | SPEAKER | June 2010

Economic Impact Study and messaging campaigns, which are explained here in more detail.

U.S. Economic Impact Study The industry has lacked quantifiable information to better define the impact that meetings have on our economy, as well as meeting attendees and their businesses. Earlier this year, a group of industry organizations within CIC funded a $500,000 study, which is being conducted by PricewaterhouseCoopers, to gather data to illustrate the positive impact of meetings in the United States. This information will be shared later this year in a variety of formats with legislative leaders, industry partners and corporate decision makers to continue to make the case for the value of meetings. NSA has signed on as a partner in this study so we can actively participate in conveying this message.

Messaging Campaigns CIC is active in creating industry messaging for placement in key publications and for members’ use in their own publications. The latest is an effort to

promote face-to-face meetings through the “FACE TIME. It Matters” campaign. For details and tools you can use, visit www.facetimematters.org.

In addition to these efforts, CIC owns and administers the Certified Meeting Professional (CMP) designation for meeting professionals.

Thanks to the efforts of Ed Scannell, CMP, CSP, we continually have information about using professional speakers in front of this group.

It is major progress for professional speakers—and NSA—to be viewed as part of the meetings and convention industry. Nearly 20 years ago, NSA applied for CIC membership and was twice denied because speakers were not considered an integral part of the industry. Through the perseverance of Scannell and a few other leaders at the time, however, NSA was accepted into the CIC. Today, I feel honored and privileged to represent speakers in my role as a CIC leader. I am excited to share the many ways NSA continually seeks partnerships to enhance the use of speakers. If you have ideas for organizations that NSA can partner with, please send an email to stacy@ nsaspeaker.org.

Stacy Tetschner, CAE Executive Vice President and CEO National Speakers Association

Imagine booking 5, 10 or 20 more speaking engagements from the strategies you learn at the 2010 NSA Annual Convention!

You CAN’T miss this event. It will seriously blow you away!

Phillip Van Hooser, MBA, CSP, CPAE 2009-2010 NSA President

Mark Mayberry 2010 Convention Chair

2010 NSA ANNUAL CONVENTION Orlando World Center Marriott • Orlando, Florida • July 17-20 Main Stage Presenters

Breakfast Reunion

Exhibit Hall

These fresh faces will help you take your business to the next level.

Connect or reunite over breakfast with other members who joined NSA in the same year.

It’s better than high school!

Engage with vendors and colleagues while learning about products, services and solutions that will enhance your speaking business.

Monday with the Masters

Location! Location! Location!

Emcee Ed Robinson, CSP, will host this innovative, fast-paced general session that will stretch your imagination and show you how to increase your business, featuring:

The Orlando World Center Marriott is a championship golf resort and the world’s largest Marriott. It’s located just minutes from Orlando International Airport and all of the area’s major attractions.

• Stef du Plessis • Chad Hymas, CSP • Mark Gungor • Wintley Phipps • Karen Cortell Reisman, MS

Million-Dollar Sunday This all-day session is designed exclusively for members who earn $1 million per year.

Meet the Pros - Sign up early!

Back by popular demand! Spend up close and personal time with some of NSA’s most notable members who will offer professional advice on boosting your speaking business.

“Ideating” Concurrent Sessions Find insight and inspiration from fellow speakers “ideating” as a part of small facilitated sessions on selected topics such as social media, business practices and life. Learn from your peers’ business practices and experiences in growing their business, exceeding client expectations and expanding their brand.

• Ty Boyd, CSP, CPAE • Joachim de Posada • Jean Gatz, CSP • Michael McKinley, CSP, CPAE • Ruby Newell-Legner, CSP

• Full-service spa • Fitness center • Children’s activity center • 10 dining rooms and lounges

Each speaker will deliver a 20-minute presentation, followed by a question that will inspire you to take immediate action.

NSA’s Got Talent!

Friday night fun awaits! Get jazzed for the NSA Annual Convention experience by watching NSA’s most talented, wackiest and funniest members bring the house down with performances outside their usual platform. Hosted by NSA funny guy Mark Mayfield, CSP, CPAE.

• 6 pools, waterfalls, whirlpools and a 106-ft. water slide NSA has negotiated a special guest room rate of $144 single/double occupancy for 2010 NSA Convention attendees. To reserve your room, visit www.NSAConvention.org or call (800) 621-0638 and mention “National Speakers Association.”

Sponsored by

For more information and to register for the Convention, call (480) 968-2552 or visit www.NSAConvention.org

It’s your business Advice for enterprising speakers

Create a Product Revenue Stream

A

business acquaintance once asked me to speak at her luncheon of 100 attendees, and quickly added that she could not pay me to speak. This is the classic situation when a potential client says, “But you will get great promotion—everyone speaks here for free.”

I told her that if I could put an offer together and hand out that information at my display table, I would be happy to speak pro bono because I knew I could generate some revenue with product sales.

At the event, my bright yellow table showcased my bright yellow books and workbooks bundled in cellophane bags that also contained chocolate bars and a coupon for 30 minutes of very “laser” focused, phone-based coaching on a specific date. What a great value to attendees for only $119! My well-designed flyer, included in the bag, focused on the offer.

The talk went extremely well and incorporated examples from my book and workbook. After the presentation, I sold 40 packages. In a room of 100 attendees, that was nearly half of the audience. I also gained three longterm corporate clients because my book was a “sample of me,” giving a client a taste of what I can deliver to audiences.

This is not unusual for many speakers who can really tie in a message to those looking for a solution to their business or personal woes.

8 | SPEAKER | June 2010

Give Audiences a Piece of You Your revenues as a speaker/trainer/consultant are limited until you develop a robust library of products, including books, audio, Webinars and multimedia offerings, to supplement your speaking fees.

After you give a great presentation or speech, some attendees will want to take a “piece of you” back to the office or home with them. You can satisfy their need for more information by selling your book or a companion workbook and training program at the back of the room, as I did, to reinforce your message, position yourself as an expert and increase revenues.

Can’t Write?

Speakers usually are not prolific writers, so you should devise a simple plan for creating your product offerings. One way is to dump your content knowledge into a single document and then hire a professional writer or editor. If you don’t write, then speak into your digital recorder or download an app on your Smartphone. When you’ve recorded your “story,” a graphic designer can produce a well-designed

layout and the cover of your dreams.

Rather than toiling for hours to accomplish all of this on your own, create a local or virtual team to make it happen. By focusing on your strengths and outsourcing the rest, you can be selling your published products in no time. Your stream of revenue products can ship while you are sipping an icycold beverage at the beach.

Lori Richardson speaks, trains, blogs, teaches and consults on increasing revenues through sales growth and on fundraising throughout the United States. She is author of 50 Ways in 50 Days to Score More Sales (book and workbook), and co-author of 360 Degrees of the Customer. Follow her “Fabulous 50-50-5050” project at www.scoremoresales.com.

SP EC IAL OF FE R!

2010 CONVENTION

Orlando World Center Marriott • Orlando, Florida • July 17-20 675

only $ before June 25

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Federation, and Academy members. �

4-Day Convention Event

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NON-MEMBERS 4-Day Convention Event

July 17–20 at the beautiful Orlando World Center Marriott—Orlando, Florida

Special NSA Room Rate

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A special guest room rate of only $144 single/double occupancy. Simply call (800) 621-0638 and mention “National Speakers Association.” (See Convention Web site for more details: www.NSAConvention.org/ HotelInformation.aspx—NOT INCLUDED IN REGISTRATION PRICE.)

A special guest room rate of only $144 single/double occupancy. Simply call (800) 621-0638 and mention “National Speakers Association.” (See Convention Web site for more details: www.NSAConvention.org/ HotelInformation.aspx—NOT INCLUDED IN REGISTRATION PRICE.)

Plus, Exclusive Bonus. See Below!

Plus, Exclusive Bonus. See Below!

FREE EXCLUSIVE BONUS JUST FOR REGISTERING FOR THE EVENT!* Available for Immediate Download After Registration

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3 .mp3 audio files (a $56.00 value) Don’t Just Tell It, Sell It: The Three Imperatives to Making Money with a Blog, Sam Horn and Terry Brock, CSP, CPAE Attention Speakers: There are A Lot of Ways to Get Paid for Your Expertise! How to Use Multiple Forms of Education and Products to Boost Your Bottom Line, Marty Grunder, CSP

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2 video files (a $58.00 value) The Money Side of the Speaking Business: What-if scenarios to match what you can (or want to) get done with what you want to make!, Linda Keith, CSP, CPA Taking Your Speaking and Training Business into Second Life, Teleplace and other Virtual Worlds, Gina Schreck, CSP

From Cold Call to Bold Call: How to Win the Keynote Booking War, Rob “Waldo” Waldman, MBA, CSP Total Value: $

114 00

*If you have previously registered for Convention, you will receive an email with this special gift.

Yes,NSA!

I want to register for the 2010 NSA Annual Convention coming up on July 17–20. I want to take advantage of the networking opportunities, concurrent sessions, and all of the other tools and techniques so I can begin to grow my speaking business immediately!

Three ways to register today:

Online: www.NSAConvention.org

Fax: (480) 968-0911

Mail: National Speakers Association 1500 S. Priest Dr. • Tempe, AZ • 85281

welcome to my world A snapshot into the lives of the people who hire us

Bureau Gives Speakers the Eagle Eye

S

itting at her kitchen table with a phone in her hand, Esther Eagles started booking speakers more than 30 years ago. Based on her success booking her husband, Gil Eagles, CSP, CPAE, she built Eagles Talent Connection in South Orange, N.J., which books speakers, sports stars, celebrities and entertainers.

Here, Eagles tells Randall Munson, CSP, CPAE, how she selects speakers.

Randall Munson, CSP: What makes your bureau special?

Esther Eagles: We truly care about our clients, so we do lots of repeat business.

We have worked with some clients for more than 20 years.

What do you look for in a speaker?

I look for a speaker who can fulfill my client’s meeting objectives and deliver 10 | SPEAKER | June 2010

content tailored to the audience.

Stage presence and delivery style also are important.

How can speakers get recommended to your clients?

I appreciate a quick response when I ask about availability and fees, because a bureau must respond to its client quickly. When they’re on the road, I appreciate speakers who have someone in their office who can answer questions and are authorized to put a hold on the speaker’s calendar. I will recommend a speaker who is easy to work with, but not a prima donna.

What does the CSP designation mean to you?

The CSP designation lets us know that this is a professional speaker, which is very important if we haven’t worked with the speaker before.

What materials matter most to you and your clients?

When we make initial contact with speakers, we usually acquire their bios, program descriptions and a current

The CSP designation lets us know that this is a professional speaker, which is very important if we haven’t worked with the speaker before.

—Esther Eagles

I look for a speaker who can fulfill my client’s meeting objectives and deliver content tailored to the audience.

Stage presence and delivery style also are important. video. All of this information is entered into our database, and we appreciate e-mail notification of any changes so we can keep everything current.

When do you get the speaker involved with your client?

First, we check for availability and have the speaker put a hold on the date. Then, we recommend the speaker to the client and send a onesheet created from our database. If the speaker’s demo video is not on our website, we’ll duplicate his/her DVD and send it along.

If our client is on the fence about which speaker to use, we’ll often arrange a conference call so they can determine if there is a good match.

After a date has been confirmed and signed, we encourage the speaker to contact the meeting planner to discuss the meeting details.

What can speakers do to make your life easier?

Don’t call too often to ask about holds. We know how important it is to find out if a date is booked or not, and we promise we’ll be in touch as soon as we can.

We really appreciate speakers who call the agent who booked them— immediately after the engagement—to report how it went. If it didn’t go well, be honest; it will better prepare the agent for his/her follow up with the client.

What drives you crazy?

Speakers who don’t get back to us promptly, and those who use net fees.

As a bureau, we want to be confident that a speaker is not quoting a lower fee when called directly. We prefer speakers whose fees are commissionable.

What topics are gaining or losing interest these days?

Topic requests remain fairly consistent from year to year. Standards include motivation, leadership, teambuilding, the economy and futurists. Olympians are requested more often during the Olympics. In an election year, we often seek politicians.

Are Webinars affecting the speaking business?

People will always want in-person speakers at their events; Webinars won’t replace that. We see value in booking Webinars as an add-on following a keynote.

What do you wish speakers understood?

We may recommend a speaker many times but, for whatever reason, book that person less often than we would like.

Speakers shouldn’t take it personally. It’s better to be in the mix than not at all.

Also, bureaus love speakers who pass along spin-off business, so they are the ones we want to recommend the most.

Speakers should view their relationship with us as a partnership. Helping each other will guarantee more business for everyone.

Thirty years ago, Esther Eagles stopped working in the corporate world to start her

How has the current economy affected business?

Last year was tough for everyone in the hospitality industry. The biggest changes are budget cuts and fewer speakers being hired. Meeting planners are leaning more toward content speakers to justify the fee. Now, more than ever, speakers must customize their programs.

own speaker bureau. She claims that having a clear vision, hiring carefully, dealing with integrity and enjoying what you do is the foundation for a successful business. Eagles was born and reared in Brooklyn, N.Y. She and Gil, her husband of 34 years, have one son. Visit www.EaglesTalent.com Randall Munson, MS, CCP, CSP, addresses groups in more

Do you see significant changes in the bureau business?

than 30 countries. His custom

The two biggest changes are tighter budgets and booking speakers closer to the performance date. We used to book speakers a year in advance.

The information delivery system also is shifting. Meeting planners prefer watching videos on the Internet rather than waiting for a DVD in the mail.

within an entertaining,

keynotes deliver solid content motivational experience. Munson consults with businesses to deliver effective Webinars and create marketing that increases sales. He has performed at MGM Grand in Las Vegas, Walt Disney World and the White House.

Munson also authored or co-authored nine best-selling books.

June 2010 | SPEAKER | 11

Beyond Borders Controlling cultures, countries and comfort zones

Communication Seals the Deal

S

o, you’re coming out of a difficult decade to find that your business is re-inventing itself!

Whether you are getting new business in the United States or globally, there are new considerations for speakers with diverse audiences—wherever you find yourself.

Speakers need to increase their awareness and change their behaviors, Robert Reich, UC Berkeley Professor and former Secretary of Labor, wrote in his book The Work of Nations. According to Reich, “We are living through a transformation that will rearrange the politics and economics of the coming century.

There will be no national products or technologies, no national corporations, no national industries. There will no longer be national economies … all of that will remain rooted within national boundaries are the people who comprise a nation.”

Business leaders are challenged by a rapidly changing marketplace, characterized by overwhelming ambiguity, confusing paradox, multiple definitions of value and the need for rapid response in a multicultural context.

As a speaker, that’s where you come in.

Successful speakers know their value is determined by the participants’ view of their message, the context of that message 12 | SPEAKER | June 2010

and the ability for the audience to implement changes based on that message, whether cognitive, affective or behavioral.

Your message gets interpreted through the filters of your audience, whether you’re in the United States, India or Venezuela.

Communicating effectively in cultural environments is based on understanding cultural values and differences, and acquiring interaction strategies/skills. By creating a global communication strategy using the “AAA” approach, you will have a framework for success when presenting across cultures.

Assess: Identify and assess the situation.

You have been working with a referral contact in Malaysia for six months and have resubmitted your proposal four times.

Whenever you ask, “I believe this solution will meet your expected outcomes. Do you agree?” you hear the response, “Yes, you have captured our thoughts very well.” But you don’t get a signed contract.

It’s time to ask yourself: • What’s going on here?

• What cultural values are involved?

• What might prevent clear communication?

Apply: Use a culturally appropriate approach to the situation.

If you’re not communicating with the real decision maker, how can you get

past the gatekeeper? Consider the direct question, “Do you agree?” Your contact’s response implies agreement, but it only indicates that you were heard, not that any action will be taken.

• How can I communicate more effectively?

• What do I need to do more or less of based on my natural style?

• What approach is culturally appropriate and effective?

Adapt/Adjust: Continue to adapt/ adjust your approach to increase effective communication.

• Visit www.countrynavigator.com to learn how to interact in various national cultures.

• Can I ask my in-country contacts to serve as a cultural liaison and review my outline, approach and examples?

What cross-cultural techniques were successful in the past?

What cultural challenges have I encountered in the past? Did I learn anything that will ensure success in this presentation?

Apply the AAA approach to your global business communications to effectively bridge cultural barriers and help your audience hear and implement your message. After all, your role is to help transform your audiences through your message!

Amy Tolbert, PhD, CSP, is principal of ECCO (Effecting Creative Change in Organizations) International, specializing in developing global competence and executive communications.

Dr. Tolbert is president of NSA-MN and a best-selling author with HRD Press and a Fellow at Carlson Executive Education. She has authored diversity assessment tools and Reversing the Ostrich Approach to Diversity: Pulling Your Head Out of the Sand. Visit http:// eccointernational.com.

The Ultimate Online Source for Speaker Education

Do you want to hone your presentation skills and increase your knowledge of the speaking profession —but you don’t have time to attend meetings and conferences?

Now you can learn what you need to know to take your business to the next level—right in the comfort of your own home, office or even while you’re on the road.

NSA University is your online education destination for obtaining digital recordings from conventions, meetings and other content-rich programs, and participating in the:

NSA-U Webinar Series February 2010 – August 2010 Get expert-level content delivered by expert presenters whenever and wherever you want education.

Program Schedule for June: JUNE 7, 1 P.M. to 2 P.M. EDT Extending Your Reach: How to Use Coaching to Increase Your Income from Home or on the Road Marcia Reynolds, CSP, MCC JUNE 21, 1 P.M. to 2 P.M. EDT Make Money in Your Jammies: Creating Income from Teleseminars, Blogs and Subsequent Products Rebecca Morgan, CMC, CSP

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For more information about the NSA University Webinar Series, to register for a Webinar, and for a complete listing of NSA University offerings, visit www.NSASpeaker.org or call (480) 968-2552.

Steve Waterhouse, CSP Dean, NSA University

Laura Stack, MBA, CSP Webinar Director, NSA University

National Speakers Association

“Singing is the most powerful way of impressing the mind with a thought or an idea—even more than speaking or an impactful story.”

—Pastor Wintley Phipps 2010 NSA Convention Keynote

14 | SPEAKER | June 2010

Driving on Ice, Riding the Wind Pastor Wintley Phipps sings, speaks and lives the power of transformation.

By Jake Poinier

H

e may have been born in the tropical climes of Trinidad and Tobago, but Wintley Phipps chooses a metaphor for professional speaking that’s more indicative of his childhood in Montreal. “I’ve been addressing conferences, corporations and churches on a weekly basis for 35 years, and I can say unequivocally that it’s like learning to drive on ice,” says the long-time minister and twotime Grammy Award-nominated gospel vocalist. “You can read all the books, you can study the craft from a technical perspective, but it is only when you are out there on the ice that you really learn the nuances necessary for success. Because there’s no way to learn how to drive on ice except for driving on ice.”

While many speakers battle the staleness that can come from delivering a similar speech topic to new audiences, as a pastor, Phipps notes that speaking to the same group of people on a regular basis presents its own set of challenges. “To move to another level of development, another level of driving on ice, there are strategies you have to acquire that you don’t need for a stump speech,” he says. “Keeping it fresh is a different mandate, because that usually means keeping it fresh for you, so that you’re still excited about it.”

Phipps describes his methodology as incorporating three components: 1) a lot of reading and studying, 2) a lot of thinking and processing of thoughts, and 3) a lot of praying. “There are people who think that they’re the only source of new ideas and new perspectives,” he says. “To me, there’s a spiritual component and, if you’re open to it, you’ll hear thoughts that are greater than your own intellect and greater than your own genius. Sometimes, your thoughts are so profound that you dare not take credit for them yourself.”

Hitting the High Notes Because he incorporates singing as well as speaking, Phipps describes himself as a full-service communicator. In fact, he starts most of his performances with one of the several hundreds of songs in his repertoire, tailoring his choice to the audience and message he is trying to deliver.” It brings the mind and heart to attention,” he says—tailoring his choice to the audience and message he’s trying to deliver.

He generally sings with accompaniment, but his true love is being backed by an orchestra. “It’s the difference between driving a Ford Focus and a Bentley,” he says.

“Singing is the most powerful way of impressing the mind with a thought or an idea—even more than speaking or an impactful story,” he adds. “You get the whole message. The power of music is being able to communicate on more than the aural level.”

Phipps’s transcendent talent has provided an audience with world leaders and every U.S. President from Ronald Reagan to Barack Obama, including opportunities to sing at several National Prayer Breakfasts. Many of the interactions have been in private, a fact that Phipps cherishes. “I’ve been blessed,” he says. “When you strengthen the confidence of a person who is touching millions of peoples’ lives by your words of encouragement, when you say to them something at a critical moment that they will never forget as long as they live, that’s a huge deal. That has been very humbling and very enriching.”

Even in such high-flying company, Phipps maintains his perspective. “I was asked to sing and speak at a big function where President Clinton spoke one day, and I had to rush across town June 2010 | SPEAKER | 15

the very same night and sing at a big Republican function,” he says. “When I got there, I announced that I had just come from singing for the President of the United States, and there was a bit of booing and rumbling that went through the audience. I said, ‘Wait a minute, wait a minute. I always go where people really need the Lord,’ and there was polite applause.”

Phipps laughs. “Then I said, ‘That’s why I’m here.’”

Sens. Hillary Rodham Clinton (D-NY) and Orrin Hatch (R-UT) with Phipps and members of the Capitol Hill Children’s Choir.

Powerful Words to Powerless People But Phipps’s world hardly revolves around the famous and powerful. The majority of his engagements have a humanitarian bent, inspiring and motivating people to believe in and support causes that are important to him, first and foremost the U.S. Dream Academy, of which he is founder, president and CEO. A non-profit organization for children of prisoners and children with academic challenges, the Dream Academy employs a blend of online learning and mentoring focused on enriching values and building character.

“Let me say that one of the most consistent and significant blind spots for successful communicators happens when they spend their lives only trying to inspire and motivate successful people,” says Phipps. “When you speak not just to presidents, but to prisoners, there is another level of learning to communicate and driving on ice. When you speak to the discouraged, the dispossessed,

Phipps in a round table meeting with President George Bush.

16 | SPEAKER | June 2010

the despised, it interestingly enough becomes the most rewarding part of your work.”

He aptly describes it as the difference between going to a health club and a hospital, where words of encouragement may be a luxury in the former, and a profound need in the latter. “You are almost guaranteed that you’re going to lift somebody, that you’re going to heal somebody, that you’re going to transform someone’s life.”

Asked to cite some memorable examples, Phipps first names fellow vocalist and NSA member Willie Jolley, who came to him for advice during a time of struggle, and has blossomed into a motivational speaker who’s in demand around the world. Next, he relates an encounter from 29 years ago when he was singing at the Civic Center in Baltimore, Maryland. “I came down off the platform, and a young lady was standing there. She tapped me and said, ‘Excuse me, sir, I just heard you sing and I’m really discouraged.’ She was about to be fired from her job. She said, ‘I feel like I can talk to you…do you have time to talk to me?” I said, ‘Sure,’ and she came by our home in Columbia, Maryland, at the time, and we talked and prayed together. And after praying with her, I just looked into her eyes and I said, ‘You know, before you go, God has impressed me to tell you He is going to bless you and give you an opportunity to speak to millions of people.’ And she said, ‘Do you think God would do that for me?’”

That young lady, as it turns out, was Oprah Winfrey. And today, their friendship is stronger than ever. When Winfrey opened The Oprah Winfrey Leadership Academy for Girls - South Africa in 2007, Phipps was the only one out of the hundreds of invited guests at the event to sing, pray and speak.

More poignantly for Phipps, Winfrey also illustrates another of his foundational metaphors: understanding the difference between riding the wind and trying to be the wind. “That has been one of her great strengths, learning to ride the wind,” he says. “That’s one of the things a communicator and speaker has to do—not to manufacture wind but to be able to sense where the wind of destiny is blowing and ride that moment.”

From presidents to prisoners and every notch in between for audiences around the world, Phipps still feels the breeze from his first speech, to a church group in Nashville. “I had put some thoughts together, but as I was presenting it, and at the end of it, there was a certain aura in the room that let me know that I had unwittingly tripped over the lightning in the bottle,” he says. “I think that at the end of the day you measure a speaker’s success by the lives that are transformed, and the lives that go on to make a difference in the world or change the world. In a way, the speaker touches eternity.

Lightning in a Bottle Type “Wintley Phipps Amazing Grace” into your favorite search engine, and you’ll find a YouTube video capturing one of his performances at Carnegie Hall a few years ago. It would spoil the magic of the moment to reveal here what it contains, other than to say it’s the quintessential Phipps performance. The eight-minute clip illustrates what he describes as Exhibit A of what he does and who he is: teaching, speaking, motivating, inspiring, edifying and touching people’s hearts with his mellifluous baritone. “Again, I can’t take credit for it,” he says. “Someone else put it up there, and now it’s become the most watched inspirational religious teaching on the Internet.” As of April, the various postings of the video had logged more than six million views.

The magnitude of the video’s spread hits home on a regular basis. While he’s been recognized in public for years from his regular appearances on Robert Schuller’s Hour of Power television program, Phipps now gets stopped by even more people who’ve seen him on YouTube. Even more important, of course, are the lives of the people that the clip has touched. “I got an email from a soldier in Afghanistan who was so touched by it that he took his laptop, connected it to the speakers in the camp

Phipps with his wife, Linda, and President Obama.

and began to play it,” he says. “The soldiers stopped, and started singing and crying together. It was one of those incredible moments.”

If you’re looking for the secret to viral video success, you’ve come to the wrong place. “People are always trying to figure that out,” he says. “It’s an unusual phenomenon for speakers. I don’t know how or why it happened, but I know that it’s a result of all the driving on ice I’ve done, captured in that one moment.”

Indeed, Phipps revels in the fact that there’s no formula. “If you think you are smart enough to do it, go ahead and do it,” he says. “But you soon realize that the process of catching lightning in a bottle requires skills that are beyond your imagination, ability and technical expertise. It’s important that we never be able to shrink wrap and market that process—for if we could, it would take it out of the realm of the extraordinary and make it ordinary. And we would be the lesser for it.”

Contributing writer Jake Poinier , who interviewed Phipps for this article, says, “if you haven’t watched Wintley Phipps’s YouTube video yet, what are you waiting for?”

Poinier blogs regularly at jakepoinier.blogspot.com.

June 2010 | SPEAKER | 17

Make Some Money …

While Making a Difference I started Simple Truths 4 years ago with the goal of creating engaging books, with great content, that could be read in approximately 30 minutes. I believe that “less is truly more,” and that it’s not what you say, but how you say it that turns the switch from “off to on.”

I am pleased to say, it’s been successful beyond my wildest dreams. We have sold millions of books (direct … we do not sell in bookstores) and 80 million people have watched our short 3 minutes movies via the internet. We have published over 60 titles with people like Zig Ziglar, Brian Tracy, John Maxwell, Andy Andrews and Ken Blanchard to name a few. In fact, to our knowledge, no other publisher in the world has a business model like Simple Truths. Most of all, we are very passionate about the fact that we are making a positive difference in what can be a pretty negative world!

Today, however, for the first time we are offering a new opportunity for speakers who would like to generate incremental income and also add value to your clients.

Here is how it works: We will be awarding a limited number of Simple Truths Distributorships by allowing speakers to purchase our products at 50% off our retail price. You can generate income by: • Selling our products and showing our movies at your live speaking events to reinforce the meeting theme. Our products make a great “meeting takeaway,” or can be sold in the back of the room.

• Sell our products on your website or generate affiliate income by sharing our movies with your list.

If you are interested in learning more about how to become a Simple Truths distributor please contact Julie Dumler (see the following page for contact information.)

All the Best,

Mac Anderson Founder, Simple Truths

The simple truths Difference

• Quality is our branD … In addition to exceptional content, our books feature embossed covers, great graphics, award winning photography and inspirational DVDs, all of which make each book very special.

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• Many applications … Our titles can be used as a “meeting takeaway,” a customer gift, employee gift or a training tool to reinforce your client’s corporate culture.

Look for us at the Orlando Convention Booth #7. We would be happy to meet with you.

For further information regarding the Simple Truths Distributor opportunity please contact Julie Dumler at 800.900.3427 ext. 141 or by email at jdumler@simpletruths.com Please note this offer is for both domestic and international speakers.

simpletruths.com • 800.900.3427

That’s

By Kier, Megon McDonough and Willie Jolley, CSP, CPAE

S

peakers are constantly bombarded with different strategies for connecting with their audiences and making their messages stick.How do you deliver your message?

Sometimes there isn’t a simple answer to that question. It is often necessary to take a step back, recognize your talents and opportunities, and go for it!

Here, three successful entertainers share their stories and the unique ways in which they connect with audiences and deliver their messages through song, humor and improv entertainment.

One became an “accidental” speaker when he listened to the advice of his colleagues and took a leap of faith.

Another found the key to connecting with her audiences through a combination of music and humor. And last, but not least, one struggling musician discovered a way to blend his passions to reach people and change lives. Each has an inspiring story of success.

A Speaker is Born

By Kier I came into the speaking business kicking and screaming. I’ve been an entertainer for nearly 30 years, a speaker for about five, and I only gave in to speaking when I realized it could afford me the chance to return to my first love—songwriting.

20 | SPEAKER | June 2010

I started in clubs, where no one listens. Then, I began touring colleges and had attentive audiences almost every night. Wow, they listened to every word!

This is a dream come true for any songwriter, except an odd thing happened: I started getting a few laughs between the music. And then a lot of laughs. And eventually it took over the whole show.

Suddenly, Songwriter-guy was bound and gagged in the back seat while comedian-guy was speeding around the countryside like a drunken frat boy on spring break. Jackson Browne … meet Jerry Seinfeld.

After 9/11, my business as an entertainer tanked. The phone stopped ringing, no one was booking me, and I went from professional management to self-management. I use the term selfmanagement loosely because about the only thing that was being managed was the decision to use the fancy swirl pattern or a photograph of The Beatles as my screensaver. Like a lot of folks that fall, I was feeling discouraged. My calendar hadn’t been slow in 10 years!

What I needed to do was chain myself to the desk and make calls until I generated some business. I actually chained myself to my piano and started writing songs. That’s all I did for weeks, chastising myself all the while, knowing this music would never see the light of

Entertainment!

How three speakers connect with audiences through comedy, music and song. day because I had stopped playing original music in my shows long ago.

Years later, I had a corporate show in Lincoln, Neb., and invited my friend, Juli Burney, a successful speaker, to see me work. I did my normal set of musical impressions and comedy (only to find out later it’s actually called humor!). It went great, the client was happy, and Juli and I went out to a nice upbeat dinner to celebrate.

After a lot of chit-chat, she looked at me intently and said, “You know, you should be a speaker.”

Uh-oh. Gotta go!

It took a few years, but I finally did start speaking and I haven’t looked back. Nothing about my career turned out the way I planned. I never imagined I’d be a comedian (sorry, humorist!).

I never pictured myself speaking. And I never thought I’d be doing original music again.

Would I change anything? Nope.

Is making a room full of people laugh at the same time a rush? Oh, yeah. Is moving your audience to tears while

speaking your truth even better?

Mm-hm.

ABOUT KIER Kier is a professional speaker, humorist, and songwriter who has performed for audiences all over the world and has nearly 30 years of experience in the entertainment and music business. He is also a member of The Musical Comedians, a national touring group. Visit www.heykier.com and www.musicalcomedians.com.

Huh? Speaker? Me? “Yes, you. You already know how to connect with people. You’ve got the funny, entertaining thing down. Mix some content in with your original music and you’d make a great speaker!”

This idea was immediately frightening and intriguing, and I told her she was insane, but we started writing notes on what a speaking gig might look like if I were ever willing to give it a shot.

Months later, I ran into Mike Rayburn, CSP, while rushing through the Atlanta airport. We had about five minutes to catch up, and he told me that he had joined NSA and was doing a lot of speaking. Then, he added, “You know, you ought to think about speaking.”

A combination of music and comedy connects Kier with his audience.

June 2010 | SPEAKER | 21

Making the Connection

By Megon McDonough When do you like to listen to music?

When you drive? While you do housework?

I have to listen to Earth, Wind and Fire when I’m working out or I simply fade on the treadmill. There’s a reason for that, but I won’t go into all of the scientific findings, such as classical music “ups” your brain power. You can find that in the book, The Mozart Effect.

Suffice to say, music added to anything—along with humor (improvisation is my favorite way to get my audience to open up and relax)—are the ingredients that make all the difference in a presentation. They connect what I’m saying to the audience’s feelings.

The key to a presentation that includes entertainment and interaction is the experience we create.

I incorporate music and humor by using something called musical improv comedy, which you can learn more about in Michael Pollock’s book, Musical Improv Comedy. However, this sort of work requires a terrific pianist who knows every song ever written in every genre. Lucky for me ... I know a guy (read in the voice of humorist Vinny Vinelli) and I happen to be a musician.

My sometimes-speaking partner, Molly Cox (Speaker magazine’s editorial advisory board chair), and I do a game called Theme Song. When we play this game during our presentation, I use a guitar and keyboard and we remind the audience of familiar melodies. For instance, The Presidential theme, The Dick Van Dyke Show

22 | SPEAKER | June 2010

McDonough lures crowds with music and comedy.

theme, Andy Griffith, and there’s always the classic: Jaws. Even young audiences know that one.

Often, we ask attendees what their theme song is. Sometimes I’ll perform a theme song for the group because I find it creates a sense of joy, nostalgia and connection.

Molly goes into the audience and interacts with people, often getting them to sing on the spot. We’ll banter back and forth from audience to stage, and it’s always funny because it’s created in the moment, so it’s fresh and customized.

Molly’s book, Improvise This! How to Think on Your Feet So You Don’t Fall on Your Face, is a great resource for ideas.

David Glickman does something similar in his performances. He often writes customized parodies for his clients. By incorporating music and fun into his program, he becomes memorable. As Joe Calloway, CSP, CPAE, would say, he becomes “a category of one.”

I wrap an entire keynote around a song, “Amazing Things,” which I cowrote with Jana Stanfield, CSP. All of

the stories and concepts go back to this one song. Everyone in the audience gets a CD, or I sell them in the back of the room, which reinforces the message.

The bottom line is connection. That’s why I love music and humor. It’s hard to find an audience that doesn’t respond to this type of presentation. Making the connection makes the difference.

After all, isn’t that what we’re talking about?

MORE ABOUT MEGON Megon McDonough entertains and inspires audiences with her music, world-class voice, and humorous, heartwarming stories. With 10 solo albums to her credit, and nine compilation CDs, she is recognized as a critically acclaimed songwriter and performer.

McDonough’s message of encouragement and positive interaction leaves audiences feeling empowered and enlightened. Visit www.megonspeaks. com, www.megonmcdonough.com and www.herwayshow.com.

Karaoke Can’t Keep Me Down

By Willie Jolley, CSP, CPAE Twenty-five years ago, I didn’t know there was a professional speaking industry. I made my living singing jingles and performing in nightclubs. Even though I had an undergraduate degree in psychology and a graduate degree in theology, I still yearned to sing and entertain. I believed these were mutually exclusive “callings” and I would need to embrace one and walk away from the other.

My love of singing, especially jazz, helped me build the premier nightclub in the Washington, D.C., area. I won all of the awards given by the Washington Area Music Association, yet I felt empty inside. I still wanted to inspire and encourage people. Because of this, I would close my nightclub performances with a song called “Sunny.”

I introduced the song by telling the audience to make the most out of every

situation and have a “sunny” outlook on life, even on rainy days. Then, the day came when I had to take my own advice.

One evening, upon arriving at the nightclub, the manager asked me if we could talk after the show. I told the guys in the band, “We’ve been selling out for months, now we’re finally going to get our raise!”

When I walked into the manager’s office, he told me that while they loved my music, the owners had decided to implement a change to get a better return on their investment. The only way to do that with a full club was to lower costs. And the band was the highest cost!

He said there was a new technology filling up nightclubs that was much cheaper than a band—a karaoke machine! I was devastated.

I decided to do something drastic. I would get over the thought of my talents

being mutually exclusive, and mix them to see where it would take me.

I took a job as a drug prevention coordinator in the Washington, D.C., public school system, talking to kids about staying away from drugs and living their dreams. At the first program, I spoke for about an hour and sang at the end. And they went nuts!

The teachers told me they had not experienced anyone who was able to mix entertainment and information and keep the kids’ attention for an hour, let alone get a standing ovation. At that moment, I realized it was possible to mix my passions: entertainment and inspiration, singing and speaking. And I could make a living doing it!

In the past 20 years, I’ve gone from singing in clubs to speaking at corporate programs, from selling cassettes in a nightclub to selling books and products in an auditorium, and from being replaced by a karaoke machine to having my voice broadcast across America on XM Radio.

Scripture says, “Our gifts will make room for us.” I believe that when we use all our gifts to their fullest capacity, we will fulfill the three C’s of great presenters. We will be captivating, compelling and we will change lives … especially our own!

ABOUT WILLIE

Jolley’s act has evolved from singing in clubs to inspirational speaking gigs.

Willie Jolley, CSP, CPAE, is an awardwinning speaker, singer, best-selling author and national media personality.

He is host of the national radio show, The Willie Jolley Weekend Show, and has a “Living Better with Willie Jolley” CBS-affiliated segment. Jolley’s clients include Ford Motors, GM, Verizon, Marriott, McDonald’s and Dell. Visit www.willeyjolley.com.

June 2010 | SPEAKER | 23

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Cultivating a Niche

By Stephanie R. Conner

Three successful speakers discuss the benefits of a niche market and how it can grow your business.

T

he seeds they plant aren’t figurative. And neither are the crops they harvest.

Michele Payn-Knoper, CSP, Damian Mason and Jolene Brown, CSP, may speak for a living, but their passion lies in agriculture.

They know what you might be thinking: overalls and pitchforks. But this niche market is a progressive business.

“Agriculture is not American gothic and bib overalls anymore,” Mason says.

“It’s business.”

And as all three point out, it’s an important business. The USDA estimates that this year’s U.S. farm net income will be $63 billion, up $6.7 billion from 2009. Yet, agriculture remains a niche

26 | SPEAKER | June 2010

market for these speakers. Agriculture employs less than two percent of working Americans. One farmer produces enough food to feed 155 people, Payn-Knoper explains.

That’s why part of Brown’s mission is helping farmers stay in business.

“I know it’s been a long time since people in our country have gone hungry, and I know who makes that possible,” she says.

That’s what drives Mason, PaynKnoper and Brown in their endeavors.

It’s a passion that stems from years of experience in the field—all three are farmers. And where your experience and passion lies, they agree, is where you’ll find your niche.

Farm Gate to Consumer Plate Michele Payn-Knoper, CSP, has two degrees in agriculture from Michigan State and worked in various areas of international agriculture before she established her business. She saw a growing need to connect farmers and consumers and, today, she focuses almost entirely on “giving a voice to the people who feed the world.”

Celebrating nine years in business as Cause Matters Corp., she offers services in social media, grassroots marketing and agricultural advocacy.

“I speak because I love agriculture not because I love speaking,” says PaynKnoper, who grew up on a dairy farm in Southern Michigan.

PHOTO BY Linda Behle

Keith and Jolene Brown’s farm in eastern Iowa.

The Funny Farm

Michele Payn-Knoper, CSP

People seek out my work because I’m known as a person who’s passionate about overcoming misinformation about agriculture.

Her passion is evident. She still owns the descendants of a family of cows she bought when she was 12, and she and her husband built a farm in west central Indiana. She’s proud to be involved in farming.

There are a number of benefits to having a small speaking niche, PaynKnoper says. For example, after a career in agriculture, she was able to leverage her vast network to kick off her speaking business.

“You’re able to tap into the business you’ve been a part of,” she says.

With your network firmly in place, she explains, identify relevant business tools, then apply them to your own business.

“Many of the product and marketing ideas that are shared at NSA won’t work in agriculture, but some can be adapted,” she says. “For example, founding NSA XY [a group

of NSA members who are Generation XY] taught me the value of a social media community.”

As a result, Payn-Knoper has become well known for using social media tools to build food literacy. She founded AgChat (hashtag: #AgChat), a weekly conversation on Twitter about agriculture that has had 2,300 participants from eight countries. Most recently, she spearheaded a group to launch the AgChat Foundation, a notfor-profit to empower farmers and ranchers to use social media to tell their stories.

Whether she’s speaking to a state farm bureau, the National Corn Growers Association, an agribusiness or a local dairy, she considers her role one of service.

“People seek out my work because I’m known as a person who’s passionate about overcoming misinformation about agriculture,” she says.

Despite the economic downturn, Payn-Knoper’s business has steadily grown—a benefit of working in a niche market, she says.

“The only reason I’ve been successful is because I work in agriculture. I love agriculture and I know agriculture,” she says. “It’s an incredible niche.”

Damian Mason does a mean Bill Clinton impersonation. When he started his speaking business, Executive Entertainment, it was all about comedy. Today, Mason brings the funny—but now, he brings it to the world of agriculture.

Why agriculture? Because that’s where his experience, knowledge and passion lie. Mason, who was raised on a farm and has his own farm in Indiana, earned a degree in agricultural economics from Purdue University.

There are few people who can speak about agriculture, he notes. “And there are fewer people who can do agriculture and do funny,” he says.

As the humorous farmer, Mason has successfully carved out a niche within a niche. Agriculture now represents about half of his business, he says.

“It’s a unique niche because there are not a lot of people, percentage-wise, who are involved in agriculture,” he explains. “There are 2.5 million farms in this country, and less than half make their full-time living off the farm.”

But if you’re thinking of entering the agricultural niche, beware, Mason warns.

“It’s an advantage to have a niche, for sure, but it doesn’t mean you can pick one out of the blue,” he says.

It’s important to find something you’re passionate about—and something you know well.

“You can probably get up and tell a customer service story even if you’ve never been a customer service representative. However, you cannot fake agriculture,” he says. “If you’ve never planted a crop or run a grain truck, you’re not going to be able to fake it.”

While agriculture is a specialty niche, it’s not just about farmers, Mason notes. He speaks to farm bureaus, state bankers associations, equipment sales people and chemical companies.

Having a niche is helpful, Mason says, but he’s found success by

June 2010 | SPEAKER | 27

Sometimes they don’t have anybody who’s patting them on the back … I send them out the door and thank them for what they do. —Damian Mason A Real-Life Farmer Brown

Damian Mason developing his business and his presentations. After nearly 17 years in business, he continues to invest in marketing, advertising and building a client database.

“I work hard at the program,” he says. “I still watch tape of myself and make sure the presentation is crisp.”

He tries to make people feel good about what they do.

For agricultural bankers, for example, Mason’s message is this: “Don’t get caught up in assets, liabilities, balance sheets and income statements. Your role in agriculture is much bigger than that.

28 | SPEAKER | June 2010

Your role is financing people’s dreams in rural America.”

In a group of producers, Mason extends a thank-you.

“Sometimes they don’t have anybody who’s patting them on the back … I send them out the door and thank them for what they do,” he says.

The key to success in any niche, Mason reinforces, is authenticity. “[My presentation] is not contrived.

It’s not inventing a character. It’s real. It’s appropriate, it’s in their language, and it’s funny,” he says. “My role is to make ’em laugh and make ’em feel good.”

For Jolene Brown, CSP, agriculture is much more than “weeds, seeds, breeds and feeds.” It’s about people.

Her presentations and family business consulting revolve around the human side of agriculture. Her work is in demand because she brings laughter, celebration, insight and valuable take-home tools. She speaks the language of agriculture, and often sits at kitchen tables of those in family business.

“The people in our industry know the technical skills,” says Brown, who grew up on a farm. “But it’s a lot easier to deal with cows than people.”

Brown, whose business is 90 percent agriculture-focused, works around the world with farmers, ranchers and agricultural corporations, associations and cooperatives.

She’s also “a real-life Farmer Brown,” she says.

“I don’t take presentations during harvest season, or else I wouldn’t be married,” says Brown, who owns and operates a grain farm in Iowa.

Having credibility is critical in a niche market, she says.

“Credibility builds trust. Trust builds loyalty, and loyalty builds an in-demand calendar,” she says, adding that in 25 years as a professional

Sow Your Seeds As Brown, Mason and Payn-Knoper have learned, there are benefits to working in a niche market — rapid word-of-mouth marketing, the opportunity to serve “a calling” and the ability to draw on years of relationship-building.

But without passion and expertise in a niche, you’ll likely flounder, they say.

“Where is your passion? What threads do you have in your life that will give [you] that credibility?” Brown

PHOTO BY Linda Behle

speaker, she’s never cold called or used direct-mail marketing.

Word-of-mouth marketing, Brown notes, is especially powerful in a niche market.

“You’d better be really good at what you do, because in a niche market, word of mouth spreads like wildfire,” she says. “The advantage is that it can propel some speakers’ businesses—or cause them to exit quickly.

“Also, when you’re in a niche market, people are going to see you multiple times,” Brown says. “Expectations rise so you have to be better than the last time.”

And you better come up with fresh material. But when you’re passionate about your topic, it’s a welcome challenge.

“I live my niche market,” Brown says. “You wouldn’t believe the good speaking material and humor you get from the real-life headaches, heartaches and happenings on the farm.”

Jolene Brown, CSP

I live my niche market. You wouldn’t believe the good speaking material and humor you get from the real-life headaches, heartaches and happenings on the farm.

asks. “You have to know your industry and your topic, and you must own it.

That’s the key. Wrap those messages in a variety of formats. Include humor, interaction and real-life stories. Bring the spirit of service. Then you’re ready for your own niche market.”

Stephanie R. Conner is a professional writer and editor whose sole agricultural achievement is a second-place ribbon for a squash at the county fair when she was six years old. She can be reached at Stephanie@TheActiveVoice.com.

June 2010 | SPEAKER | 29

Get Your Name

Everywhere!

Q

uestion: Why do some speakers command more dollars per speech and sell more books, CDs and DVDs? Answer: They know how to tap into the power of print media to get publicity.

The key is getting your name everywhere by being quoted in print and online publications, writing articles for industry and association magazines, sending out press releases and using social media.

There are four things you can do right now to increase your business. If you’re not comfortable with a do-it-yourself approach, however, you can hire a PR firm.

30 | SPEAKER | June 2010

Get Quoted Contact editors and reporters. Contrary to popular opinion, editors and reporters don’t always seek out expert sources.

They will respond to experts or PR firms that initiate contact with them.

Don’t be intimidated by the thought of talking to editors and reporters. You’re helping them—publications need new material monthly, weekly and even daily.

You can use media directories, such as Bacon’s, to locate media outlets.

Cision’s Media Database includes nearly 1 million media contacts, outlets and editorial opportunities. The Writer’s Market, available online or in print, also provides contact information for various publications.

Once you make contact with an editor or reporter, don’t focus on your experience and your brilliant ideas and presentations. The media only care about one thing—their audiences. They want specific information that will best serve their readers because they make their money from selling ads. The more subscribers, the higher the ad rates.

Grab their attention with good story ideas that will benefit their readers and solve their problems. Do your research about the publication’s target audience. Is it business people or consumers? Men or women? Managers or lower level employees? If your area of expertise is organizational change, you’ll approach a subject differently if you’re targeting bank presidents, sales organizations or housewives.

When people see your name in print, they’ll think of you first when they need a speaker. Your website should include a media page that lists the articles you’ve published and

Grab their attention with good story ideas that will benefit their readers and solve their problems. Do your research about the publication’s target audience. articles that quoted and cited you as an expert source. You should include this information in your brochures, e-mails and other marketing materials to ensure that you command higher fees and will be selected over your competition.

Get Published One of the best ways to get your name everywhere is to write articles for placement in business journals, trade and association magazines. Contact publications in your industry by following the tips for connecting with editors and reporters. You also should reach out to related industries to develop new markets.

Decision makers read their own trade and association journals because they are aimed directly at their businesses. Meeting planners also read these to find speakers who understand the issues of their industries. If your article is published in an association magazine, you can call that association’s executive director to inquire about speaking at their next event.

Here are some writing tips that will help you get your article published: • Editors prefer articles between 800 and 1,000 words.

• Don’t write in the first person. Don’t promote your business in the article.

• Open with a story, such as: “Jane was a great salesperson, but recently she’s had trouble closing the sale.”

• Present a problem and address the solutions in the body of text; for example: “Here are 10 tips to close more sales.”

The more meat you have in your

article, the more publications will want to print them. You can’t tell all in two-and-ahalf pages, but if you provide rich content, the readers will think, “Wow! I got so much from this article. I should really hire this speaker or buy his/her book.”

Give a one-paragraph summary with a call to action: “When you use these tips, you will …” This implies that readers will be successful when they use the information you provided.

In the resource box at the end of the article, include your contact information and highlight an aspect of your business, such as consulting or a new book.

When an editor or publisher agrees to print your article in an upcoming issue, be sure to request copies and add links to your article on your website.

Use them to market your expertise to members of the trade or association the publication serves. It will give you credibility with CEOs and meeting planners when you tell them that you were just featured in a publication that they read regularly. Be sure to feature this on your website; for example, “Bill’s articles have been featured in over 50 magazines, including …” When meeting planners see it, you will stand out over your competition.

Use your printed articles for marketing to the appropriate industries. If your article is printed in a financial magazine, contact the executive director of related associations and companies to hire you to speak at upcoming events. There will be decision makers from other organizations in the audience who may want to book you as a speaker.

June 2010 | SPEAKER | 31

Write a Press Release A press release is a one- to two-page document that shows the media why you’re newsworthy. It’s a succinct way to showcase your unique angle and expertise and let the media know what you can offer their audiences.

Write a compelling headline that generates interest. It doesn’t matter how great your angle is, if the headline doesn’t grab the media’s attention, they’ll never read the rest of it. Use action verbs and highlight a benefit you deliver. In your subhead, give extra details to back up your main headline.

For example, “Your Hospital Isn’t Ready for the Pandemic: Healthcare institutions are not prepared, so you’d better take care of yourself.”

Make your introduction sentence a grabber. Just like the headline, your first sentence has to draw in readers. Use a startling fact or a shocking statistic, for example, “Ninety-five percent of all seniors retire in debt!”

State your hook in the first paragraph. Right after your first sentence, clearly state your “hook” or “angle— ,” which is the main thing that sets you or your idea apart from everyone else. Explain the unique benefit you offer the media’s audience.

Understand that audience and what it needs, and then tailor your press release accordingly.

Go heavy on the benefits. State specifically how your information will help audiences. Offer solutions to the readership’s problems.

Wrong: “My strategies have helped thousands of companies create breakthrough results.”

Right: “Imagine having all the clients you want, triple digit profit increases year after year, and customers who sing your praises on a consistent 32 | SPEAKER | June 2010

basis. Now that dream can become reality for your readers.”

Structure your press release professionally. In the upper left corner, insert the recipient’s name and contact information and, below it, the media contact’s name, title, and magazine name. Next, type “For Immediate Release” or “For

Understand the purpose of each social networking site. Most people have likely heard of LinkedIn, Facebook and Twitter. Speakers may also wish to have profiles on business networking and reputation sites such as Plaxo or Naymz.

Think in sound bites. Present original, useful information. Your message

If you use social media marketing correctly, you can spread your message around the globe.

Release On [insert date].” In the upper right corner, put your contact information, including your name, phone number and e-mail address. Below the contact information, put your headline and subhead centered on the page.

Keep your paragraphs short, and never write for more than two pages (one page is best).

At the end of your release, offer to schedule an interview with the media contact. For example, “For more information or to interview John Smith, please call 1-800-555-5555 or e-mail me@myemailaddress.com.”

Social Media If you use social media marketing correctly, you can spread your message around the globe. The following guidelines will help you ensure that SMM works for you in a positive way: Put your message on the right sites.

First, you’ll need to determine where your market is. For example, if your topic is business growth or personal fitness, you don’t want to be on a SMM site for people interested in acting.

should be 140 characters or less.

Post your messages responsibly. Don’t post too frequently and make sure that the information that you are posting is valuable to your readers. And always be sure to include a link to your website.

When you combine your SMM efforts with other PR avenues, you can create a publicity campaign that prospects, clients and key decision makers will notice. The more media attention you get, the more successful you’ll be.

Pam Lontos is president of PR/ PR, a public relations firm based in Orlando, Fla., that has placed clients in publications such as USA Today, Entrepreneur, Time, Reader’s Digest and Cosmopolitan. Lontos is author of I See Your Name Everywhere—Leverage the Power of the Media to Grow Your Fame, Wealth and Success, and is a former vice president of sales for Disney’s Shamrock Broadcasting. For a free publicity consultation, contact Lontos at Pam@prpr.net or 407-299-6128. Visit www.

PRPR.net and register for the monthly e-newsletter, PR/PR Pulse!

Thanks for your expert introduction to my presentation. The audience really welcomed me!

My pleasure! Let me make another introduction: Have you heard about the National Speakers Association?

Share the Wealth!

You already know that NSA is the ultimate resource for information, education and networking in the speaking industry. Why not share the benefits of membership by recruiting others who aspire to a speaking career?

Win prizes for recruiting the most members!

Grand Prize: Family 4-Pack of 1-Day Passes to Disney World + 1 night stay at the Orlando World Center Marriott Second Prize: Free full set of Convention Recordings (2) Third Prizes: 1 year member renewal fees paid *Campaign ends June 15, 2010

HOW TO RECRUIT: Identify Potential Members Tap into business colleagues, members of other professional organizations, and speakers who don’t belong to NSA. Show & Tell • Show Speaker magazine and the member information magazine to prospects.

• Share your NSA success story and tell them how they can join.

WHO TO RECRUIT: • • • • • • • • • •

Diverse professional speakers Keynoters Consultants Trainers Salaried speakers Coaches Professors/educators Clergy Book-touring authors Subject matter experts

MEMBER BENEFITS: A professional network • National Conventions and Conferences • Members-only Web site • Chapter networks • Speaker magazine • Voices of Experience audio magazine • Online “Find a Speaker” Directory • Awards and recognition

National Speakers Association 1500 S. Priest Dr. • Tempe, AZ 85281 Tel: (480) 968-2552 • Fax: (480) 968-0911 info@nsaspeaker.org

relevant resources Time-saving tools and technologies

Simple Solutions Life is complicated, but your gadgets shouldn’t be. Keep it simple with these convenient, user-friendly products that will help you breeze through summer.

3 Look Ma, No Hands!

1 Modern Speak Add a bold statement to any room with these iconic speakers from the Museum of Modern Art online store. You can plug them into your computer or use the mini-jack connector to connect them to your MP3 player for quality sound wherever you go. Set includes left and right speakers and a power adapter. Designed

by Mihoko Ouchi and Sherwood Forlee. Size 4”h x 6”w x 2”d. $90 MoMA Members, $100 Non-Members. www.momastore.org.

Using a cell phone without a handsfree device is dangerous and even illegal in some states. The Jupiter Jack™ is a revolutionary cell phone accessory that turns any car radio into a wireless speaker system. Jupiter Jack is designed to work with any phone in any car and requires no installation. Simply plug it into your phone’s headphone jack, tune your radio to 99.3 FM and start making calls. $10. www.jupiterjack.com.

2 PC-Phone Home The worst thing about mobile devices is that they’re so darn mobile! From couch cushions and grocery store counters to hotel rooms and restaurants, it’s easy to misplace them. Make sure yours find their way home by installing advanced anti-theft recovery software from GadgetTrak®. Using precise Wi-Fi positioning, remote activation and Webcam capture, GadgetTrak can tell you where your device is, who has it and even what they’re wearing. Compatible with PC or Mac. For retailers, visit www.gadgettrak.com.

34 | SPEAKER | June 2010

4 High and Dry This summer, don’t hit the beach without protecting your electronics. OtterBox has waterproof iPod cases and headphones, as well as a variety of waterproof cases to fit all of your goodies and gizmos. Prices vary. www.otterbox.com.

5 Tweet Away the Pounds Replace your old scale with the Withings Internet Connected Body Scale, a sleek glass scale that publishes your daily body analysis to a Web dashboard that you can access from any Web browser. The scale manages up to eight users. You can keep your progress confidential or share it with your online community, fitness coaching program or personal health record. $159. www.withings.com.

6 Sticky Situation Can’t shake the crumbs from your keyboard? Any idea how many germs have made their home on your beloved Blackberry? Clean up your act with Cyber Clean®, a gooey, putty-like substance that penetrates hard-to-reach areas and pulls out the nasties.

Simply press it to the surface of the device you want to clean and pull it off to remove dust and harmful particles. Cyber Clean is reusable until its color changes to gray. $5.99-$9.99. www.cyberclean.tv.

7 Go the Distance Most people have heard of Skype, but now there’s an easier way to stay in touch. With the new Skype Asus Videophone Touch AiGuru SV1T, you can enjoy free Skype-to-Skype calls anywhere in the world, and your friends and family won’t have to crowd around the computer screen to chat with you. Setup is easy and no computers are needed; simply connect to a Wi-Fi network and login to Skype to begin making calls. The AiGuru packs amazing picture clarity and sound, and is ideal for video conferencing at the office too. $199.99. http://shop.skype.com.

8 Baggage Check Avoid paying extra fees for overweight luggage when you tote the eScale from Heys USA. This compact digital luggage scale is ergonomically designed and can weigh bags up to 110 pounds. Skip the guesswork and simply connect the scale to your luggage and lift to receive a reading. Available in six colors. $30. www.heysusa.com

This product information was compiled by Gina Schreck, CSP, a tech enthusiast and the host of Gettin’ Geeky Web show. Gina loves gizmos, gadgets and all shiny objects, and can be reached at Gina@Synapse3Di.com.

June 2010 | SPEAKER | 35

what would you do?

Casting a reality check on real-world conundrums

We help meeting planners in four ways: 1. We stimulate attendance by writing articles forthe company’s magazine/ newsletter 60 to 90 days before the program, produce welcome videos to run on the company website before the program, and send handwritten notes to welcome each registrant.

2. We reward attendance by being memorable and engaging the attendees.

3. We follow up with a Q&A teleseminar 30 to 60 days after the program.

4. In addition to a keynote, I include a breakout session and consulting on how to use “Guerrilla Marketing” to promote the event.

So far, it’s working. We had the best first quarter in years.

— Orvel Ray Wilson, CSP Golden, Colo.

I write compelling e-mails that sell the program. I give them to the client to send to potential attendees at specific times before the conference. I also offer extra value by providing 15-minute consultations before and after the program. The client likes this, and it gives me an opportunity to deliver value while the “coachee” tries me out before hiring me.

— Arnold Sanow, MBA, CSP Vienna, Va.

36 | SPEAKER | June 2010

Strength in Numbers

How are you helping meeting planners who buy into the “fact” that attendance is down?

We help them with marketing. We provide descriptive copy and do podcasts—video postcards in which I describe my session and why it’s important, etc.

It is one of our differentiators.

Create a compelling package of live and follow-up information that meeting planners can’t afford to miss.

Use a green screen to film a custom video to promote your session and list the benefits of attending the meeting. Use the client’s logo in your background and speak pointedly to the issue of not attending and why that would be a big mistake.

Use your topic to frame your comments around meeting attendance. In my field of productivity, I could talk about how working hours have increased due to layoffs and how increased productivity will allow them to be more efficient, work fewer hours, and get home to their families sooner.

Toss in valuable resources for attendees that don’t cost you out of pocket but provide high value, such as online videos, e-books or MP3s.

—Laura Stack, MBA, CSP Highlands Ranch, Colo.

— Bob Pike CSP, CPAE, Eden Prairie, Minn.

Shift their thinking from “low attendance at meetings” to what would compel attendees to say, “I can’t miss this event.” Then, brainstorm ways to make that shift happen.

This can be done with articles that promote the thinking and topics, pre-work that has attendees seeking answers to questions, and Webinars that leave them wanting more. You could even offer a post-conference Webinar for those who can’t attend the program live where you promote the program’s key topics for revenue generation, after the event.

— Anne Warfield, CSP, Eden Prairie, Minn.

What Would You Do? is a regular column that presents a real-life dilemma faced by professional speakers. NSA members are encouraged to submit a dilemma for possible discussion in this column. Please submit dilemmas to ethics@nsaspeaker.org. NSA reserves the right to edit submissions for length and style. All dilemmas will be anonymously attributed. Opinions expressed are those of the individual respondents, not NSA.

Attention: nSA MeMberS

Important Information Regarding our Voluntary Insurance Program — Health Insurance: Major Medical & Short-term Medical Our voluntary insurance program includes the option for you to shop for medical insurance for you and your family. We offer two types of individual medical insurance plans.

Major Medical. Our insurance advisors will help you choose from a variety of deductibles and copayments that can fit your budget. They can also explain the benefits of Health Savings Accounts (HSA).

Short-term Medical. If you have a family member that is in between jobs and without medical insurance, a short-term medical plan will help provide coverage during this gap.

Go to our Voluntary Insurance Program link below to find out how affordable major medical insurance can be.

Our insurance advisors will work with you to get a plan that provides the most protection at the least possible cost. Look under the “Supplemental Health Insurance” button to request information about health insurance for you and your family members. Because this is individual insurance protection, coverage is not guaranteed.

Other Available Plans • Life Insurance—term and permanent • Return of Premium Term Life • Critical Care Coverage • Accident Insurance

Visit www.miQuotes.com/nsaspeaker or call 877-647-8683 ext. # 1.

National Speakers Association 1500 S. Priest Drive | Tempe, AZ 85281 | Tel: (480) 968-2552 | www.NSAspeakers.org

Turning Point A career-changing moment or experience

True Confessions

I

t was a simple question, but I had two answers.

There was the one I didn’t like, probably because it came straight from my gut and, ultimately, I knew it was the right answer. I also had the polite Pollyanna answer—the one I concocted to say aloud when it was my turn to share with the group. Should I tell the truth or lie?

I went with the lie. I lied to them, I lied to myself and I lied to Mark LeBlanc, who had posed the question at one of his Achiever’s Circle weekends in 2001.

I was there as CEO of a national ad agency and marketing firm that I had started from scratch and grown large enough to attract the attention of and, eventually, sell to a publicly traded company. Gee, I had always thought that the most stressful thing in the world was being self-employed, what with juggling new business efforts and delivering the work, managing cash flow, making payroll and sometimes not making payroll.

Wrong. Being owned by a publicly held company was much worse.

Granted, I never again had to forgo my own paycheck, but I barely recognized my own company after five years or so.

Hit the numbers. Hit the numbers.

Forget about fit, just, well, you know, hit the numbers.

At least, I didn’t have to forgo speaking.

Speaking was the best—and my favorite— way to attract and win clients. Yes, I spoke for free. It was marketing, a means to a greater end, and besides, I had no idea you could make a living just speaking.

38 | SPEAKER | June 2010

Langhans experienced the “Pinocchio Syndrome” first hand.

So, there I was as consultant/speaker at the weekend workshop, listening with one ear toward growing my agency and the other wanting to know more about booking more speeches, perhaps even paid speeches, like everyone else in the workshop seemed to be doing.

As I listened to each person’s response to Mark’s question, I silently rehearsed my lie. To this day, I don’t remember what I said; only that it had a sufficient number of words to drown out the three-word answer that kept repeating itself inside my head that night and for the next two days. The chant was going strong a week later, and even a month later.

Quit the agency. Ridiculous. Quit the agency. “No way,” I told the voice inside my head. “I’ve got the best of both worlds: a steady paycheck and I still get to do some speaking.”

Quit the agency. Those words had gone from being my simple, yet scary answer to a thought-provoking question to an all-consuming command.

Six months later, I obeyed. I quit the

agency to speak full time, and learned that when you love what you do for a living, life will love you back.

In August 2008—six years after I resigned—I walked across the main stage in New York City to receive my Certified Speaking Professional medallion from Mark LeBlanc, 2007-2008 NSA president.

What was the question Mark asked that changed my life? It was a line from a song by Jana Stanfield, CSP: “What would you do if you were brave?”

Now, I’m asking you. Well?

Terri Langhans, CSP, is COE (Chief of Everything) at Blah Blah Blah. Terri speaks to business audiences and works 1:1 with people who want to stand out from the competition, get better results from their marketing and sell more products and services. She’s the author of The 7 Marketing Mistakes Every Business Makes (And How to Fix Them) and co-author with Mark LeBlanc of “Never Be the Same.” Visit www.BlahBlahBlah.us or e-mail Terri@BlahBlahBlah.us.

PASS IT ON! Help us build our NSA community and increase awareness of the speaking profession! By passing on an issue of Speaker magazine, you are joining over 1,000 NSA members who are getting the word out about NSA. After you have finished reading this issue of Speaker magazine, simply pass it on to someone who might be interested in learning more about NSA. Or leave the information in a public place for someone else to discover; for example, on an airplane, at your doctor’s office or in a beauty salon.

All editions of Speaker magazine are available in digital format at www.nsaspeaker.org.

So, what are you waiting for? Pass It On!

Thank you for helping NSA expand its reach.

Questions? Please contact our offices at (480)968-2552 or email information@nsaspeaker.org

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Three good reasons to exhibit at the 2010 NSA Annual Convention:

with current clients

By hosting a booth in the Exhibit Hall at the 2010 NSA Annual Convention, you can sell your products and services, conduct demonstrations, or simply sit and chat with current and future clients.

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For exhibitor and sponsorship information, contact Mandy Schulze at 480.264.4297 or mandy@nsaspeaker.org.

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40 | SPEAKER | June 2010

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calendar NSA/US Convention July 17-20, 2010 Orlando, Fla.

Join one or more of NSA’s 13 Professional Expert Groups (PEGs) for access to teleseminars, Webinars, handouts and more.

Learn secrets for success from fellow members in the following areas: • Business Coaching • Consultants • diversity • e-PeG (neW!) • educators

• Facilitators • Health & Wellness • Humor • Motivational/ Keynote

• Sales experts • Seminar/ Workshop Leaders • Storytellers • Writers/Publishers

GSA Convention Sept. 10-11, 2010 Cologne, Germany

PSA UK & Ireland Oct. 1-3, 2010 Midlands Area

AFCP Convention Oct. 14-16, 2010 Paris, France

Each PEG membership costs $25 annually.

Call (480) 968-2552 or visit

http://mynsa.org/CHAPteRSGRoUPS/ ProfessionalexpertGroupsPeGs.aspx.

Dec. 5-7, 2010 Montreal, Quebec

NSA/US Winter Conference

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June 2010 CHECK EACH 5/10/10 3:50:52 PM BOX AS A GUIDE:

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| SPEAKER | 41

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Humor Me Quips, tips and parting shots

Digital NearDisaster

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peakers have been thrust into a new technological world--thrown across the digital divide and forced to swim across the sea of social sites, gadgets and smartphone applications. And it’s exhausting.

Speakers are connecting, friending, tweeting, Skyping and putting their lives on video for the world to see—in high definition no less! Do people really want to see my magnified pores as they eat their conference lunch?

There really should be a law forbidding our images from being projected in anything over 600 dpi.

Recently, I spoke to a group over lunch and still had a proposal to finish, a blog post to write and two videos to edit before I could call it a day. I finally collapsed at 1:30 a.m. I had a client call the next morning and some virtual events that afternoon, so the fact that I only got four-and-a-half hours of sleep didn’t bother me.

Rising to the thought of the smell of coffee, I made a mental note to start using the high-tech feature on my coffeepot timer. I climbed into some sweat pants, slammed down my first cup and took my dog, Bob, for a quick walk. By 7 a.m., I was returning Facebook messages and Twitter replies. I figured I would shower later. After all, we don’t have smell-o-vision phones yet.

Suddenly, my computer started ringing. Did I mention that this client 42 | SPEAKER | June 2010

and I had decided on a Skype call instead of a regular phone call? I threw my headset on and answered, not knowing Kelly had invited three other co-workers to the meeting and that they were all seated around a conference table excited to “see” me that morning.

(Note to self and others: Next to appointment information, write “video call—get dressed” in large letters.)

When I answered, I could see the foursome sitting around a small conference table, looking very professional. I panicked, but did not hit the video button. As I greeted them in my cheeriest voice, I flew up the stairs carrying my laptop with the headset still plugged in, trying not to sound winded as I went to my bathroom counter.

Before they had a chance to tell me they couldn’t see me, I stuck my finger in a jar of moisturizer and rubbed it over the lens of my webcam before clicking the video button.

Kevin reached for their computer, “Hmm, there must be something wrong with our connection. You look really blurry.”

I joked that it was the latest in technological advances to make everyone look better, and told them I would troubleshoot a few things while we started on the agenda. But, really, the only thing I was troubleshooting was my hair and makeup!

Within two minutes, I fluffed out my hair, washed my face and put on glasses to give the illusion of bigger eyes. Only then was it safe to wipe the lens clean.

“Wow! You fixed it,” Kevin said.

“You are crystal clear now. It looks like Skype in HD!” I think I even looked younger thanks to the moisturized lens.

Gina Schreck, CSP, is a technology enthusiast and professional speaker. She is the host of “Getting Geeky,” a tech show that makes technology easy through byte-sized learning nuggets. She is also the author of Getting Geeky with Twitter: Build Your Business and Manage Your Brand with today’s Hottest Social Media Tool. Find Gina on Twitter @GinaSchreck or read her blog at www.Synapse3Di.com.

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