Lucrative Luminary 6-Figure Speaker Accelerated Mentoring Program -Welcome to this module in the Lucrative Luminary Accelerated Mentoring Program. -Now that you ve been through the Super Script process and you ve got a HOT script, it s time to turn your attention to actually finding and booking lucrative speaking engagements! -Remember, a speaking engagement refers to you creating the opportunity to get in front of group someone else has assembled. -The group you get invited to speak to would be chalk full of your perfect, Specific Audience of course. -Speaking Engagements #1 marketing tactic to build your workshop, retreat or seminar business. -Why? Because, compared to many other marketing tactics, speaking engagements allow you to reach a lot of people at once with your message, while saving you tons of time, energy and money! -You see, the person who invites you to speak to their group has already done the legwork to market and gather the people. -They ve also booked the venue, set up the event, taken care of staffing, and handled all the other logistics! -They ve also paid all the expenses that go into putting on an event. -Staff, room rental, lights, microphone, AV support not including marketing expenses. 1
-All you have to do is show up with your music stand, your flip chart, markers, a super-hot super script that gives tons of value, and strategically position the purchase of your amazing offering. -Then, you ll take a bunch of people from that speaking engagement from that room, back into your business where if you ve got your Spiral set up appropriately, they ll stay with you for life. -Another reason why Speaking Engagements are the #1 tactic is because it makes it very likely you are in front of what I call a QUALIFIED AUDIENCE. -Assuming the group you are speaking to is in the middle of your Specific Audience or at least very close. a qualified audience is any group of people in your specific audience that are more likely to purchase what you are selling in the exact way you are selling it. -For example, if you are going to position a workshop or program where is a good place to get a Speaking Engagement? -At another workshop or program! -Simply by the fact that those individuals showed up at the event you are speaking at, you know they like to go to group gatherings. -They ve literally put their hand up and said, I like to attend group gatherings. -This makes them very qualified to be interested in the group gathering you are about to offer them! 2
-Now, if you were speaking in a virtual or teleclass event selling a live group event wouldn t be as easy. -Why? Well, aside from the fact that the teleclass event is less intimate all you know about the people on the teleclass is that they like to show up for teleclass events. -You don t know whether they like to go to live group gatherings. -Therefore, they are less qualified to be interested if you try to offer them a live group gathering. -If you are selling a live program you want to get in front of a live audience as much as possible. -What s an even better speaking engagement opportunity? -Getting a speaking engagement where the members have PAID to be there! -What do you know then? -You know that these people not only like to go to group gatherings but you also know they like to PAY to go to them! -And good luck for them! You are about to give them an opportunity to pay to go to your group gathering! -So, if you are selling workshops a qualified audience is an audience that has proven in the very least, they like to go to group gatherings or events to learn and experience things. -An even more qualified audience for you is one that has also proven they like to pay to get there. 3
-What is the best possible scenario? -Getting a speaking engagement in front of an audience that likes to go to group gatherings, proves they are willing to pay to go these events, AND demonstrates they like to buy other programs at the gatherings they attend! -That is a highly qualified audience! -When we first launched our business, Justin and I got a speaking engagement in Northern California at an event for workshop leaders. -All of these workshop leaders had bought the event we were speaking at, at another paid program earlier in the year. -It was the IDEAL situation in terms of highly qualified audience for us. -And it all worked out. We ended up selling 32 programs to 36 people. It was awesome! -When finding SE s, the closer the audience is to demonstrating those 3 qualities, (they like to go, pay, and buy things at group events) the more qualified they ll be for you! -The whole point here has to do with the concept of Consumer Purchasing Patterns. -Some people buy on line others never will. -Some people will go to malls and buy, others, like my business partner, avoid malls like the plague. 4
-People have specific and often regimented buying habits and buying patterns. -A qualified audience is one that proves they like to buy the kinds of things you are offering in the exact way you are offering them. -Make sense? -Okay so how do you get Speaking Engagements in front of qualified audiences? -When I share this #1 Tactic of Speaking Engagements, people often tighten up and start saying things like, How do I find groups to speak to? I don t think there are any stages for me to get on. It will be so hard for me to find out about opportunities to speak. -The FIRST thing you need to know is that opportunities to speak are everywhere! -Please do not let your mind tell you anything different! -People are literally assembling everywhere. -That is what human beings like to do. -We are very social animals. -So, know that there are a ton or organizations and groups that are begging for speakers. -In fact, many of these organizations have people employed to solely to find good quality speakers to bring into their events. 5
-The secret is to have the right mindset, a great process, dedication and a little hustle and you ll be as booked as you want to be. -We ve talked about the mindset, namely to take on the belief that opportunities to speak are everywhere. -Now, let s talk about the process you ll need to regularly find and converse with the people responsible for assembling groups of your specific audience. -The place to start is to FIND speaking engagement opportunities. -In other words, you MUST HAVE a Speaking Engagement Search System. -The first element of an effective Speaking Engagement Search system is CONSISTENCY. -Consistency refers to the process of consistent lead generation. -You simply must block out time each day to work on generating Speaking Engagement leads. -Yes I said each day!!! -We are talking about creating an opportunity to enroll many new clients at once, and bring in thousands of dollars of income in a single 75-90 minute engagement. -It s well worth your while to do a little work to find potential SE s every day. -Now I ve taught this concept a million times. 6
-Everyone gets on board, says they ll do it, and when we check in later they don t. -So your first step, is to get out your calendar, and decide when you are going to put time aside to RESEARCH speaking engagement leads. -PAUSE the module now and decide when you will do your speaking engagement lead generation. -The second element of your speaking engagement search system is Quantity. -The #1 mistake people make when looking for speaking engagement opportunities, is that they create a very short lead list. -Meaning, they create a list of a few names, and then start calling these people. COLD CALL PANIC: Here s what happens when u only a few leads to investigate -Generating a loooong list of SE leads reduces pressure on you when you do begin to contact -To a certain extent, it is a numbers game. -When you have a long list, and you get a no you simply move on to the next name on your list, knowing you just got one step closer to a yes! -Okay so what processes can you use to create a long list of possible speaking engagement opportunities? 7
-First understand that there are many places to speak. -Other people s live and virtual programs -Local and non-local business networking events -Local and non-local meet up groups. -Various membership groups often bring in speakers places like wellness Groups, Law of Attraction Groups, Chamber of Commerce, Women in Business, Sales Professionals Conferences -Corporate settings: Plenty of organizations have monthly or annual sales meetings, or professional development meetings. -Personal development groups -Cruises -Community centres -Trade shows -The list goes on and on. -To find these kinds of opportunities, you need to be creative. -Start by looking in free presses, paid publications, and local and non-local magazines directed at folks in your Specific Audience -Check the yellow pages -Look in newspapers. 8
-You can even go to local hotels and see what their event bookings are! -Look and go ANYWHERE you think your Specific Audience might hang out! -One of the best ways to find speaking engagements is to go online and conduct Google Searches. -I ve included a document called, Speaking Engagement Online Search Tool on the website. -It maps out my process for leveraging Google. -This is the process I currently use or rather have my assistant use to find lucrative speaking gigs for me. -Again, the objective is to use Google to generate and find potential speaking engagement leads. -Step 1 in this process is to generate a list of what I call, key words -In other words, before sitting down at Google, you ll create a generous list of key words or search terms you might enter into Google. -The place I start is to write down the egoic label of the people I help, followed by different variations of that label. -For example, the first key word I d put down is Workshop Leader. I might then add, Retreat leader, Seminar Leader, Speaker and so on. 9
-If you are helping professional women, you might choose terms like, professional women, women in business, working women, corporate women, entrepreneurial women -After creating a list of key words that are based around your Specific Audience, you can create a list of key words that are close to the general solution you offer. -For example, I help people with marketing and business building. -So, I might list key words like, marketing, or business building or grow your business or get more clients or client attraction -Be creative when generating key words. It is not an exact science. You ll try some, see what results you get, and modify as you go. -Again, you want to pick terms that will get you lists of organizations, groups, and conferences who might want to bring you in to speak. -Now, once you ve generated some key words, you ll simply want to follow the next steps on the online research document I ve provided. -After entering in your first set of key words one at a time and checking the results you ll begin to add the additional keywords I ve provided. -For example, if one of your key words was, marketing, after checking results for that term on its own you d then enter marketing ebook, marketing conference, marketing group, etc. -Now let s talk about how to sift through all of the results you ll get each and every time you do a google search. 10
-Each time you enter a key word or set of key words, you ll get two kinds of results. -The first kind of result is called, Organic Results. -These are all the results that appear directly below the Google search box. -The second kind of results are called, Paid Advertisements. -These are the results that appear to the top and right hand side of the organic results. -You are looking for any companies, events, groups or conferences that serve a similar audience to yours -You ll of course want to investigate ALL results, but the paid advertisements will likely be the most fruitful. -Why? Because, these ads will be from companies that have done the research to figure out that those keys words you ve just used, will ensure their promotional material gets in front of the eyeballs of their specific audience. Which of course, is also your specific audience. -If these companies are paying to promote, they are also very likely a more established business which means a better joint venture partner for you. -As you do your Google searches, you ll want to enter your results into an Excel Spreadsheet. -For any and all decent looking leads, you ll be sure to record the name of the company or conference, the website, any contact 11
information, and any other pertinent information that will help you when you begin to contact them. -Here s an example of how a Google Search might go for me. -I d enter Marketing Seminar into google. -Underneath the google search box, I see a result for a Marketing Mastery Summit happening in Vancouver this year. -I d go to the site, check it out and I d see that there is an event that happened last month that had multiple speakers! -Great! Even though the event already passed, I d still write down all the information I could find! Perhaps they could bring me in next year to speak on their stage! -Make sense? -Now it is your turn. -Pause the module now and start creating a long list of leads of organizations, conferences, programs, workshops, groups, and companies that might bring you in to speak. -The next module will cover the next step in the process namely, how to start contacting these organizations to Get the Gig! -Good luck! 12