Speaker Coaching: From £1K School Talks to £10K Corporate Keynotes (Plus The System for Booking Corporate Speaking Gigs)

Speaker: 00:00:00

John (2): In this episode, you're gonna

hear a speaker with 25 years of experience

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: 00:00:04

tell me that an article I wrote actually

annoyed and offended him and that moment

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leads to a conversation about something

he really didn't want to hear, that

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speaker bureaus and conferences are not

going to build his speaking business.

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: 00:00:21

If you are a brilliant speaker who

isn't being paid like one, this episode

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is gonna give you a practical way to

start building a speaking pipeline

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that actually turns into bookings.

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Most speakers try to get known first

by throwing everything they can at

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social media, usually LinkedIn, right?

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They chase conferences, bureaus,

and visibility and wonder why

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nothing's really converting.

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The harsh truth is those channels mostly

reward people who are already in demand.

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In this coaching session, I work with

Jackson Ogunyemi, a motivational speaker

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with 25 years of experience, strong

results in education, and we talk

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about a big pivot into corporate now.

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He's got the talent, he's got the message.

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What he really needs is the engine.

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You hear us talk about helping him land

on a hunting niche, building a simple

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outreach system, and mapping out a

realistic daily prospecting routine.

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So there's no fluff here.

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No manifest your keynote woowoo.

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Just what to do this week to start

getting responses and paid conversions.

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Let's get into it,

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but today we are back with another

coaching session for you and

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we're gonna discuss a particular

issue, one that he actually first

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got in touch with me for Jackson.

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Tell me, take it away.

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Tell me what's going on for you

with your speaking business right

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now, and how am I able to help?

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Jackson: Excellent.

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Great.

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So, I've been speaking for over 25 years.

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Love what I do, great at what I do

and for me is you're great at what

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you do, but you're not getting paid

to the level of impact that you make

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and the influence that you have.

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So I was just scrolling randomly as

you do on LinkedIn, came across one

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of your articles that annoyed me

and offended me at the same time.

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And it was just the idea behind, you

are broke because not because you're

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not good, you are broke because you're

not really thinking as a business.

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So it's that whole phrase in of it's

not the best speakers that get paid

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the best is the best marketed speakers.

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get paid.

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And it just flipped things for me.

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So for me, that visibility

piece is very important.

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John: Absolutely.

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Many of the world's most talented

artists have died in poverty.

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that's certainly not what we want

for, for speakers and when there's

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no real reason for it as well.

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So tell, tell me a little bit about what

you speak about and who you speak to.

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Jackson: Yeah, so for the last 25 years,

I've specialized in going into education

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spaces and doing motivational talks

within schools and and, and teachers.

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So I do a lot of that.

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And then I started pivoting

into corporate spaces as well.

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The challenge I have is that visibility.

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Do I stay in education and go all in,

or do I go into corporate space, a

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new world with the same visibility?

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And so what I'd speak about

is happiness and success.

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Those are my two key.

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topics, so I'm known as the motivational

speaker that really brings the energy

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and the inspiration into that room to

help somebody to unlock their potential

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to be happier and more successful.

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John: Okay, those are important things and

that's definitely fulfilling a need that

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many people don't have in their lives.

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Weirdly, I probably know more about

educational speaking in the US

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than I do in, in the UK and Europe

because of work that I've done

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with The Speaker Lab organization.

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But just from you, probably do have

a better insight on this than me.

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What would you say is

the speaking potential?

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In the education industry in the uk,

what sort of fees do you have seen

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people be able to command there?

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Jackson: The ceiling, now

I say ceiling, but 5K for

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keynotes to to an academy trust.

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That's probably the most I've

actually been able to get from

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education where I got to speak in

front of 1,200 people for an hour.

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So I think that 5K mark is

that, and that's sort of the

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unicorn of it, I believe.

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On a regular basis, you're probably

looking at: 1000

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keynote to a group of teachers.

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The same amount for students

as well for the day.

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So where you get paid for an hour

for teachers, you probably charge

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the same for a day for students.

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So that's what we're looking at.

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John: Okay.

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now from my perspective, one 2000 and it's

still getting paid, but it's a pretty low.

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Speaker fee and 5K, if

that's sort of top range.

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That's more, it's very

mid range for my speakers.

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Jackson: Hmm.

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John: Are you, are you happy to keep

going in the industry knowing that

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that's sort of the top range for you?

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Or do you need to explore areas

where the range is more open?

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Jackson: I think I, I would love to

explore more where the range is open.

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The vision is to be able to get paid

handsomely enough to not have to

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milk from education and force them so

when they go through their picks and

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troughs, it doesn't affect my income.

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So definitely would love to

explore more opportunities.

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John: I think, I think this may have come

up a little bit when we talked before, but

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for for our audience sake who didn't get

to hear that conversation, are you open to

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speaking outside of the UK and traveling

maybe to US, Canada and other places where

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speaking fees might actually be higher?

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Jackson: Yeah, definitely.

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I think, that if the message is right

and the opportunity is definitely

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would be a great opportunity.

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John: So my imagination is this, and

you can tell me if this is not the case,

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that you probably wanna keep talking

on the same things and stay in the same

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area, but maybe it's time to at least

look at where you take that message

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and who, who you go to with that.

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what are some of the possibilities that

you are happy to explore in that way?

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Jackson: I think just being

able to say, okay, this same

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message, that's good over here.

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I can take it over here and get paid more.

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and I'm pretty much ready to,

the time is there, the energy

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is there, the message is there.

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The frustrating thing is to know that

right now I can deliver to, to a group

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of CEOs or an organization and it

would hit, but they don't know I exist.

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John: Who needs this message,

do you think then in the, in the

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companies and corporate world?

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Jackson: I think companies

focus a lot on performance.

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They've gotta perform well, but if

the person that you want to perform

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isn't happy with themselves, it's

hard for them to perform well.

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And so for me, I have a big message on

happiness first because happiness is the

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foundation to success and performance.

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And so an individual who wants

to perform well, but they're not

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feeling themselves, and because they

haven't put their happiness first.

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That's the kind of person they're,

they're burning out, they're frustrated.

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They're just, there's that life and

they're expected to perform at their best.

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That's the kind of person.

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John: Okay, so let's maybe think of some

specific examples of people in corporate

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life who are in that position of they need

to be or want to be and need to be high

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performers, and sometimes struggling to

show up or keep showing up consistently

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at that kind of level and need a bit of

your magic to help them along the way.

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Who, who would fit?

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Jackson: The kind of

person that would fit.

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We're probably talking about

a middle leader actually, who

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has to sort of govern a team.

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And if I'm not at my best, there's no way

I can lead my team to be at their best.

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So leaders of teams would be definitely

a good space to really serve.

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John: Okay, perfect.

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So that is essentially already starts

to narrow things down and, and there is

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potential to narrow down even further.

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And we can talk about that

as, as we go maybe in this

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session or maybe another time.

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But, you said that people

don't really know who you are.

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So let me ask you this, what do

you do currently, in terms of

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marketing yourself as a speaker?

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as I would say, other than what I see

on LinkedIn, you seem pretty active

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on LinkedIn now that we've been

connected and I've seen you there.

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But other than that, what are you

doing to promote yourself as a speaker?

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Jackson: I think it's trying to sort

of get a list of bureaus and speaking

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to sort of see if I can get on because

that makes things leveraged that way.

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Putting out content is one that I

do, but aside from that, those are

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the two things I try to sort of put

together, reaching out to conferences

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to really pitch myself to them directly.

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But yeah, that a lot of work yeah.

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John: Yeah.

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No, that's great.

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That's great.

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I think that a lot of people

find themselves in that position.

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so, so this isn't gonna be nice to

hear, but it is gonna be the reality

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of what's going on with all of that.

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that conferences are really only

interested in booking speakers.

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so if you get invited into a conference,

if you're not already a big name, they

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haven't sought you out, they may offer

you, they may offer you a breakout.

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They may offer you, a workshop.

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they may offer you an honorarium for

doing that, but they're not gonna

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offer you a big fee for doing it.

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They may even ask you to pay for

being there because they're putting

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you in front of people who might be

helpful for you to be in front of.

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Jackson: Hmm.

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John: The social media

stuff is always good.

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I mean, being active on

LinkedIn is really helpful.

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the reality about bureaus

and these sorts of services.

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they really want speakers who

are established and are known.

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You need to have already done

the work and have the profile

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for that to be valuable for you.

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Because bureaus are not actively

pushing you as a speaker.

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They will just have you on their books.

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They want people to be calling

and saying, Hey, we've seen this

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guy Jackson, and he's great.

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Can you book him for us?

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Does, does that make sense?

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Jackson: Yeah, it hurts,

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But it makes sense.

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John: It hurts, but this is just

like ripping off the bandaid.

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you don't know what you don't know,

but that's how bureaus operate.

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And just an unfortunate reality.

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But a lot of speakers think, if I get

myself on a bureau, I'll be fixed.

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But what you actually

need is you need an engine

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For your business.

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And that's what's missing at the moment.

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And so I think for me a few options here.

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But for me, one of the best ones

usually, especially if you're going

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to corporates and businesses, is

gonna be LinkedIn where you are

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already active and to start looking

for searching for leads in the areas.

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And so this is where you may need to

narrow things down even more and start

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finding what we call a hunting niche.

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And this is the sort of company area where

you are going to look for opportunity.

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So, if, if education were

actually a better paying option

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And it's sad that we have to it should

be, and the, the education system

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should be better funded than it is,

but this is the world we live in.

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but if it were, you could say right?

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No, let's focus in on education and

find the people to connect with there.

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If you have other corporate or business

experience that might be relevant here

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or there's places where you've spoken

where you really connected well and

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people were received well, and so I think,

alright, we could go for more of that.

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It could be tech, it could be, banks,

it could be, pretty much anything.

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It could be salespeople, but it's really

picking those right, the right sort of

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groups for you to at least be starting to

explore and find search for opportunity.

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LinkedIn probably is going to be one of

your best sales engines for doing that.

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So what do, what are your thoughts?

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I mean, based on your own knowledge

and experience, where might you start

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with as, what could be some of the

options for you as a hunting niche here?

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Jackson: Yeah, I think you, you are

right in sort of finding that platform

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and going all in with that platform.

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I've been on it for quite a while and

people are sort of seeing what I've done

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and just booked in one or two calls.

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So, yeah, I think LinkedIn and diving

in to look for maybe, I don't know

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whether it's conference organizers

or going direct to HR departments,

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John: Yeah, I, I would say, look, if

you want, if you're new corporate, I

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would probably forget about conferences

just at the moment, unless you,

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unless you want that experience.

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But ultimately, we want to get you paid

and want to get paid decent amount and

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really with your level of experience.

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Anything below 5K is almost offensive

to pay you to be honest for what

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you know you can deliver on a stage.

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for the, for the

experience that you are at.

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It should be an easy jump for you to be

getting to 10,000 or more per booking.

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I don't think it will take you

long to figure that out with the

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right, with the right places.

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But let's, let's pick, let's kind

of pick an industry that could

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be good for you to, to focus on.

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Jackson: Yeah.

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I think sales kind of popped into

mind because I, I'm both happiness

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and energy at the same time.

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Really.

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So those two, is that right?

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Sales?

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Go, go, go, Mr.

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Action Jackson.

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Let's make it happen.

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definitely.

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Look, if I was going to pivot,

that would be an interesting.

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John: Sales teams love high energy, and I

think you would be perfect for that kind

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of environment, with LinkedIn search, you

can start finding companies with sales

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teams and start reaching out to them.

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You do need to start finding the

right people to connect with there.

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But here's what I'll say.

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Don't worry too much about that.

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Um.

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Sometimes it'll be obvious.

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You, you could go to hr, but

it's not always HR who do events.

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You could try and see if they have an

events person, but really all you need

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to do is try and get a contact wherever

possible at that place, because then

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you can send an an email to them.

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Like if they seem like the kind

of person who might actually be

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booking their speakers, you can

ask, Hey, um, just reach out to see

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if you are responsible for booking

speakers for your company's events.

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If they come back and say,

yes, great, then you follow up.

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In fact, if they give, if you

have a phone number, then I

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would jump straight on the phone.

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I'm all all about action, right?

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Jump straight on the

phone, get them on a call.

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Um, if they say no, you respond

back, could you tell me who

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is responsible for that?

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I would love to speak to them.

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They may come back again

and say, I don't know.

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Again, I would always try and

jump on the phone if you can,

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but go back and say, oh look.

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Hey look.

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I'd really like to connect with them.

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Could you help me find out who that is?

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The main thing you are looking for

here is also gonna be a response.

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One of the challenges that people

sometimes have in this particular area

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is you may not get responses in the

timeframe you would like to get them.

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'cause sometimes people are overwhelmed

or, or not looking for a speaker right

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now, or that email doesn't seem relevant

to me, whatever, and they may not respond.

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This is where persistence is

gonna be your best friends.

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How do you feel about being

persistent with reaching out to them?

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Jackson: Well, I love that.

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Definitely for me, it's just finding

different ways to knock on the same door.

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John: Sure.

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I mean, at this stage, if you haven't

had an initial reply, I would pretty

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much be sending the same message and

certainly you could say, Hey, I did

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send you an email the other week.

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Maybe you haven't had a

chance to respond to it.

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and you probably want to leave at least

a week with the first message, and

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then maybe go maybe a couple of weeks

if you haven't heard back, and then

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maybe a month later to reach out again.

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This is where a C.R.M.

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system, client resource management

tool is gonna be essential for you

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if you don't already have that.

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Something like Pipedrive.

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which does, I think you can

do initially for free trial.

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there's a bunch of these

services around and, and if you

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don't, do you have one already?

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Lemme just ask.

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I think I'm using Zoho.

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Zoho.

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Okay.

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I haven't tried that.

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But if that, if that works for you

and that's good for individual CRM and

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Jackson: yeah,

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John: follow up reminders and

that kind of thing, great.

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That's really what you want at this stage.

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Yeah.

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And, and keep following up with them.

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But, but the point of the

first email is all you want.

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Is a response.

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And so you just want a simple

question that's a yes or no

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answer and easy to reply to.

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Not overwhelming them.

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You don't need to tell

them what you speak about.

312

: 00:16:00

You don't need to send

your, your one sheet or your

313

: 00:16:02

abstracts or anything like that.

314

: 00:16:04

Just a simple question

that they can respond to.

315

: 00:16:07

And you want that yes no answer

and then follow it up and you can

316

: 00:16:11

figure out the follow up a bit after.

317

: 00:16:14

But I mean, does that sound like

something that is doable for you?

318

: 00:16:17

Jackson: Yes, definitely.

319

: 00:16:18

It's quite practical and something that

you can do straight away, so, yeah.

320

: 00:16:21

Sounds good.

321

: 00:16:23

John: Prospecting, now we, we talked

about the article you read, big part

322

: 00:16:27

of that was about this, this is the

sales engine for a speaker business.

323

: 00:16:30

Even if you have bureaus knocking

at your door, you still need this.

324

: 00:16:36

Jackson: Mm-hmm.

325

: 00:16:37

John: You still need this because they

may not still be able to fill your books.

326

: 00:16:40

They'll, they'll get you bookings.

327

: 00:16:41

They're gonna take a

commission, of course.

328

: 00:16:43

And usually that's not huge, but

they are gonna be taking a cut.

329

: 00:16:46

And you may, some speakers may get

to a point where you don't need that.

330

: 00:16:50

But nearly always speakers with

bureaus, they're hot when the hot

331

: 00:16:54

and when they're not, they're not.

332

: 00:16:56

So you still need an engine

to keep the business running.

333

: 00:16:59

And this is it.

334

: 00:17:00

Daily prospecting, Monday to Friday.

335

: 00:17:04

30 to 60 minutes a day.

336

: 00:17:06

It's not all reach out all that time.

337

: 00:17:08

Sometimes it's just finding

the people to prospect to.

338

: 00:17:11

Sometimes it's following up with

people you've already reached out to.

339

: 00:17:15

If there are places you've spoken

before where you might like to go

340

: 00:17:17

and speak again, reach out to them.

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: 00:17:19

They're part of your CRM.

342

: 00:17:21

Put them into the system if they're not

already there, and follow up with them.

343

: 00:17:25

but really all about this is your

system for finding the places to reach

344

: 00:17:28

out, to, reaching out to them and

following up with them, and following

345

: 00:17:32

up with anybody who has responded to

you or you've spoken before that you

346

: 00:17:37

would like to go and speak again.

347

: 00:17:39

Jackson: Makes sense sounds, sounds

really straightforward in terms of

348

: 00:17:43

just literally knocking on those

doors and just keep chipping away.

349

: 00:17:46

Yeah.

350

: 00:17:46

John: So once you know the kinds of places

you want to speak, the sort of sizes of

351

: 00:17:50

companies, the sort of minimum profit or

turnover sort of things you want to get

352

: 00:17:54

to as well, the people who will be able

to afford the kinds of fees that you want.

353

: 00:17:59

That's gonna make it a lot easier,

but this is gonna be the process

354

: 00:18:03

to, to put in place and to start

getting consistent daily with.

355

: 00:18:09

Jackson: Sounds amazing.

356

: 00:18:11

John: Let me ask you this.

357

: 00:18:11

How many speaking gigs would

you like to be having each month

358

: 00:18:16

and at what sort of price range?

359

: 00:18:20

Jackson: If we are getting the, the seven

to 10 K gigs in a month, if we can get

360

: 00:18:25

five of those, that would be very good.

361

: 00:18:29

John: That would be a pretty nice month.

362

: 00:18:31

So if you were getting somewhere

between 35 and 50,000 for all the,

363

: 00:18:35

for a bunch of gigs in one month,

364

: 00:18:37

Jackson: yeah.

365

: 00:18:39

John: That would look like

a pretty nice month, right?

366

: 00:18:41

Jackson: Very good month.

367

: 00:18:42

John: Yeah.

368

: 00:18:43

Okay, great.

369

: 00:18:43

And, and, and I do think it's doable.

370

: 00:18:45

It will take time to build up to that.

371

: 00:18:47

But this, this is gonna be

the engine that does that.

372

: 00:18:50

There are things that might

put you off about it in terms

373

: 00:18:54

of, it can be a bit slow.

374

: 00:18:57

One of the questions I got before, and

I also pre-answered this for you, is if

375

: 00:19:00

you're not getting much response from

people in that, in that industry or if

376

: 00:19:05

you've a particular industry, you're not

getting much response from them, you may

377

: 00:19:08

need to start trying other hunting niches.

378

: 00:19:11

sometimes some areas just are not

very responsive and, and sometimes

379

: 00:19:16

they may not be responsive because

they're not booking a lot of speakers.

380

: 00:19:19

So, sometimes they might, they

might be checking you out.

381

: 00:19:22

It might just be you're getting

hold of the wrong people.

382

: 00:19:23

There are so many things that could

slow down the progress for you.

383

: 00:19:29

But one of the things that stops

a lot of speakers from doing this

384

: 00:19:33

consistently and that persistence

thing we talked about is feeling like

385

: 00:19:37

you're gonna be a pain in their butt

386

: 00:19:39

Jackson: doing

387

: 00:19:40

John: Yeah.

388

: 00:19:40

Like they're gonna get

fed up of hearing from me.

389

: 00:19:42

And so here's, here's what I say to that.

390

: 00:19:45

Good.

391

: 00:19:46

Good if they do, because what are they?

392

: 00:19:49

What are they gonna do about it?

393

: 00:19:51

If they respond to you and say,

Hey, could you stop emailing me?

394

: 00:19:55

they probably won't, to be honest.

395

: 00:19:57

But if they respond to you and say,

Hey, could you stop emailing me?

396

: 00:20:00

You say, Hey, look, I'll stop

emailing you if you tell me who

397

: 00:20:02

books, your speaking gigs, you

don't have to be a dick about it.

398

: 00:20:06

You just need to be, all right.

399

: 00:20:08

Yeah, I'm just gonna stay persistent,

but I'm gonna stay professional and

400

: 00:20:11

I'm gonna stay friendly with it.

401

: 00:20:12

the chances are.

402

: 00:20:14

If they do get fed up of seeing your

emails, and let's face it, how many

403

: 00:20:18

emails do we all get all the time?

404

: 00:20:20

if you see, if you see someone keeps

popping up your email, chances are more

405

: 00:20:24

like, I've never responded to this guy.

406

: 00:20:27

He keeps sending me emails,

I should respond to him.

407

: 00:20:29

And that's probably the level of fed

up they're gonna get about your emails.

408

: 00:20:34

Generally people won't get

more pissed off than that.

409

: 00:20:36

And if they do, so what your

goal is, a response from them?

410

: 00:20:40

we are always gonna feel worse about the

amount I'm sending them so many emails.

411

: 00:20:44

What are they gonna think of me?

412

: 00:20:46

It's us, us who feel worse

about it than they ever will.

413

: 00:20:49

Jackson: Hmm.

414

: 00:20:51

Very true.

415

: 00:20:51

That makes a lot of sense.

416

: 00:20:52

There's shifting that mindset to say

it's okay to be a pain in a butt.

417

: 00:20:57

John: It, it is and, and you probably

won't be, the reality is you probably

418

: 00:21:00

won't be, won't really get to

that stage because it's very easy.

419

: 00:21:04

kind of anything, anything that you just

leave and don't respond to for a while.

420

: 00:21:07

You just know at some point if

they keep coming back you can say,

421

: 00:21:10

I'm gonna have to respond to this.

422

: 00:21:12

It's just too much.

423

: 00:21:12

They, they just too persistent.

424

: 00:21:14

I'm gonna have to respond.

425

: 00:21:16

And that's not a terrible

position to get to, but that is.

426

: 00:21:21

Potentially the level of

persistence that you may need

427

: 00:21:24

to have in a lot of cases here.

428

: 00:21:26

Jackson: very true.

429

: 00:21:28

John: the amount of prospecting

you do with, with one place

430

: 00:21:31

is entirely up to you.

431

: 00:21:33

Jackson: Mm-hmm.

432

: 00:21:33

John: Some people will hardly ever

take a place off their CRM and will

433

: 00:21:37

be I will keep going with them until

I get a response, and then until I

434

: 00:21:40

get maybe even until I get a booking.

435

: 00:21:42

which sometimes could

take years of follow up.

436

: 00:21:46

Some in some situations,

not in most thankfully.

437

: 00:21:49

that's up to you.

438

: 00:21:50

Some people will be maybe they can

stay on my for a few months, but

439

: 00:21:53

if I don't hear back from them in

that time, let's cross them off.

440

: 00:21:57

Jackson: Good.

441

: 00:21:57

Makes sense.

442

: 00:21:58

I think that persistence and

just keep chipping away at it

443

: 00:22:01

until you get the response.

444

: 00:22:02

Yeah, and interesting.

445

: 00:22:04

It's a different headspace, as a speaker

once you cross over to speaking business

446

: 00:22:08

Your, your keynote is the product.

447

: 00:22:11

You've gotta push that product.

448

: 00:22:13

And I think that shift, it

makes a lot of sense for that.

449

: 00:22:17

John: I'm also not gonna say

here that this is the only thing

450

: 00:22:20

that will get you bookings.

451

: 00:22:21

This is the engine that will

drive your speaking business.

452

: 00:22:24

But things like networking at the events

you do speak, getting there early and

453

: 00:22:29

mixing with people sometimes even, Lemme,

lemme ask you this have a few minutes and

454

: 00:22:33

and I wanna make sure you get value this.

455

: 00:22:35

Is speaking the only thing that

you are looking to offer here or

456

: 00:22:38

are you maybe thinking about other

things like workshops, consulting,

457

: 00:22:42

any other sort of offerings?

458

: 00:22:44

Jackson: Yeah, so there's the speaking

and, I do the speaking, I also do

459

: 00:22:48

public speaking training as well,

so there's other pieces that I have.

460

: 00:22:52

So there's the speech and then there's

workshop that I do, that I do conduct.

461

: 00:22:55

Yeah.

462

: 00:22:56

John: Okay, great.

463

: 00:22:57

communication skills could go over very

well in sales environments as well.

464

: 00:23:02

Jackson: Okay.

465

: 00:23:05

John: If you haven't already come across.

466

: 00:23:06

This guy is a friend of mine.

467

: 00:23:07

we've worked together before as

well, and he speaks in this area too.

468

: 00:23:11

a speaker called Ravi Rajani.

469

: 00:23:13

Jackson: Okay.

470

: 00:23:14

John: And, he's great like yourself,

very energized, does very well in

471

: 00:23:18

sales environments and he does do

those sort of workshops with sales

472

: 00:23:22

teams on communication skills,

on speaking and communication,

473

: 00:23:26

and does very well with that.

474

: 00:23:27

He, back to, you'll tell you

someone that's very well worth you

475

: 00:23:30

checking out and, and, he might

be listening to this as well.

476

: 00:23:33

in fact, he's gonna be coming on.

477

: 00:23:34

We're trying to arrange coming

onto, onto my show soon to have chat

478

: 00:23:38

about what he's doing at the moment.

479

: 00:23:39

But, he's a really great example

of someone who manages that,

480

: 00:23:44

that engine of his business

481

: 00:23:46

Has picked picked, a nice

specific area to go and speak at.

482

: 00:23:49

Has matched that with his

energy and style, which somewhat

483

: 00:23:52

similar to yours and, and really

knows what he's doing there.

484

: 00:23:54

He is getting the big fees.

485

: 00:23:55

He is getting seen and recognized, but

486

: 00:23:57

What he hasn't done is tried to build all

the profile on LinkedIn and everywhere

487

: 00:24:02

else, social media stuff first.

488

: 00:24:04

He's built his speaking business

first and now he's building his

489

: 00:24:08

online profile built on that.

490

: 00:24:10

And I think that is the

better way to do it.

491

: 00:24:13

you need to, you need to fix

where the leak is first before you

492

: 00:24:17

start adding more, more things on.

493

: 00:24:19

solve the foundational parts

before you build on top of it.

494

: 00:24:24

That's a great way to think about this.

495

: 00:24:26

It doesn't mean you shouldn't

do any of those other things.

496

: 00:24:28

It just means they shouldn't be a

primary focus potentially at this stage.

497

: 00:24:33

won't necessarily hurt you, but

it's not gonna get you the results.

498

: 00:24:37

It's probably gonna leave you feeling

a little more frustrated than you

499

: 00:24:41

like to be, that it's not getting you

as far as it seems to get some other

500

: 00:24:45

Jackson: Yes, of course.

501

: 00:24:47

Makes sense.

502

: 00:24:48

John: Perfect.

503

: 00:24:49

So let me, let me, let's wrap things up.

504

: 00:24:51

What are you, what are you most taking

away from our conversation today?

505

: 00:24:55

Jackson: That hunting niche and

going after that and creating that

506

: 00:24:59

pipe drive, sort of, system and just

keep knocking until you get some

507

: 00:25:03

kind of Yes, and love this call.

508

: 00:25:05

It's been very practical, not

sort of like idea woo woo.

509

: 00:25:08

Is that right?

510

: 00:25:09

I can come off this call now.

511

: 00:25:11

Go and apply it and actually

start looking for results.

512

: 00:25:14

Watch out for me coming back

to you to say, John, guess what

513

: 00:25:18

John: I want to hear that.

514

: 00:25:19

I, I definitely want to hear that

when it starts, when it starts working

515

: 00:25:22

and it starts coming into play, all

the results start coming through.

516

: 00:25:25

I definitely wanna hear it and

I wanna celebrate that with you.

517

: 00:25:28

Jackson: Yes.

518

: 00:25:28

John: and maybe bring you back tell us

all about it at some point in the future.

519

: 00:25:32

Jackson: No, that sounds good.

520

: 00:25:33

It's been very, very practical.

521

: 00:25:34

Thank you so much, John.

522

: 00:25:36

And to all our listeners.

523

: 00:25:37

John: Thanks Jackson.

524

: 00:25:38

Excellent.

525

: 00:25:40

Here's what I hope you'll

take from the session.

526

: 00:25:43

Bureaus aren't going to

build your business for you.

527

: 00:25:46

Conferences aren't going to discover you.

528

: 00:25:49

What they can do is amplify momentum

that you've already created.

529

: 00:25:53

If you want consistent fees and

consistent bookings, you need an

530

: 00:25:57

engine, a hunting niche, a list, a

follow-up system, resilience, and the

531

: 00:26:03

emotional maturity to stay politely,

persistent when people don't reply.

532

: 00:26:08

Jackson's next move was pretty simple.

533

: 00:26:10

Pick sales teams as the

initial hunting niche.

534

: 00:26:13

Use LinkedIn as the lead source

and keep the first message friction

535

: 00:26:17

free and track follow ups properly.

536

: 00:26:19

So nothing leaks.

537

: 00:26:21

John (2): If you could use some help

figuring out your niche, building up your

538

: 00:26:24

list, Working on your outreach messages

or getting your prospecting moving.

539

: 00:26:29

That's the work I do with professional

speakers inside my coaching program.

540

: 00:26:33

Visit present influence.com

541

: 00:26:35

to find out more.

542

: 00:26:37

If you'd like to be coached on the show

for free, like Jackson, you'll find the

543

: 00:26:40

link in the show notes, or you can email

me directly, john@presentinfluence.com

544

: 00:26:46

and I'll send you the

application form link.

545

: 00:26:48

And if you do all the work and

it starts landing, let me know.

546

: 00:26:51

tell me.

547

: 00:26:52

I love a good guess what happened

after I took action, John?

548

: 00:26:55

Kind of message.

549

: 00:26:57

And one last thing before you go.

550

: 00:26:59

Jackson mentioned earlier that he

first reached out to me after reading

551

: 00:27:03

an article I had written that annoyed

and offended him, but in a useful way.

552

: 00:27:09

If you enjoy ideas that challenge

how speakers think about their

553

: 00:27:13

business, I share articles like that

regularly in my LinkedIn newsletter.

554

: 00:27:18

it's free to sign up to, and My articles

are not written to make you comfortable.

555

: 00:27:22

They're written to be useful.

556

: 00:27:24

Sometimes the ideas land gently and

sometimes they're gonna poke you in

557

: 00:27:28

the eye, but if they help you think

differently about your speaking

558

: 00:27:32

business, they've done their job.

559

: 00:27:35

It's free to sign up to.

560

: 00:27:36

There's no email list to join.

561

: 00:27:38

Just come and find me on LinkedIn

through the link in the show notes

562

: 00:27:41

if you would like to read them maybe

you can even find the article that

563

: 00:27:44

offended and upset Jackson so much.

564

: 00:27:47

So wherever you're going, whatever you're

doing, have an amazing rest of your day.

565

: 00:27:51

We'll see you next time

on professional speaking.