Professional Speaking: Known. Booked. Paid.

Virtual presentations are not going away. Job interviews, client meetings, and hybrid work all mean your first impression is increasingly happening through a webcam -- and most people are still presenting like it's 2020.

Jelmer Smits is a virtual presentation specialist who argues that most organisations are stuck in survival mode: poor setups, flat delivery, and zero audience care. The result isn't professionalism. It's the awkward middle ground where both competence and warmth collapse simultaneously.

In this practical, wide-ranging conversation Jelmer shares what it actually takes to present with credibility and energy in a virtual environment -- without becoming an over-caffeinated game show host.

What you'll learn in this episode

Why Zoom fatigue is usually a boredom problem rather than a platform problem, how the competence plus warmth framework applies to virtual delivery, practical ways to create energy and engagement without performing, why helping people feel safe and heard online is the foundation of effective virtual presenting, how micro breaks reset audience attention, why you should ask more questions including chat prompts, polls, and rhetorical questions, how to baseline participation early so sessions become interactive by default, the difference between presentation slides and handout slides and why less slides and more face usually wins online, why camera angle, lighting, sound, and background choices affect trust more than most speakers realise, why practising with feedback beats practising alone, and how improv skills save you when technology fails.

About Jelmer Smits

Jelmer Smits is a virtual presenting specialist and founder of Complete Presenter. Find out more at completepresenter.com and connect with Jelmer on LinkedIn. Message John directly if you'd like access to Jelmer's virtual presenting cheat sheet and workbook for listeners.

Are you a speaker facing challenges in your business? Get coached for free on the show: apply here

Visit strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz.

For speaking enquiries or to connect, email [email protected] or find John on LinkedIn.

All clips and episodes are on the Present Influence YouTube channel.

Thanks for listening. Rating the show 5* on Spotify helps their algorithm recommend the show, so please take a moment to follow and leave a rating.

Related episodes: Self-Awareness and Mindset for Speakers with Michael Delisser

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

Most leaders avoid conflict. Not because they are weak, but because they want to be liked, respected, and seen as reasonable.

The problem is that conflict aversion quietly erodes the very authority, credibility, and influence they are trying to protect.

Julie Holunga is a leadership expert who works with leaders and professional speakers on the communication skills that matter most in high-stakes situations. In this conversation she introduces the concept of lazy leadership -- the habit of avoiding hard conversations because it feels easier in the moment -- and explains exactly what it costs over time.

What you'll learn in this episode

Why conflict aversion quietly undermines authority and credibility, what lazy leadership actually looks like in practice and why it feels reasonable from the inside, how language and tone shape perceived authority in difficult conversations, the specific challenges women face in asserting themselves in male-dominated environments, why constructive conflict leads to better outcomes and stronger relationships, the spectrum of conflict engagement and where most leaders sit on it, Julie's three C's of conflict competence, why the Titanium Rule -- speaking to others as they need to be spoken to -- beats the Golden Rule in leadership contexts, and how authenticity and deliberate communication build the trust that avoidance destroys.

About Julie Holunga

Julie Holunga is a leadership communication expert who helps leaders develop clarity, credibility, and confidence in high-stakes situations. Find out more at julieholunga.com or connect with Julie on LinkedIn.

Visit strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz.

Want to get coached for free on the show? Fill in the form at this link and if we think your challenge could help others, we'll invite you on.

For speaking enquiries or to connect, email [email protected] or find John on LinkedIn.

All clips and episodes are on the Present Influence YouTube channel.

Thanks for listening. Rating the show 5* on Spotify helps their algorithm recommend the show, so please take a moment to follow and leave a rating.

Related episodes: Self-Awareness and Mindset for Speakers with Michael Delisser

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

LinkedIn is getting noisier, more automated, and harder to trust. AI-generated content, engagement pods, and pressure to chase viral trends are homogenising the platform at exactly the moment when standing out matters most.

Michelle J Raymond is a LinkedIn strategist and educator who has spent years helping professionals build genuine authority and real relationships on the platform. In this conversation she shares what actually works for speakers and coaches who want LinkedIn to generate opportunities rather than just impressions.

What you'll learn in this episode

Why LinkedIn is becoming harder to trust and what that means for speakers who rely on it, how AI-generated content is homogenising the platform and what to do instead, why engagement pods provide short-term visibility but undermine long-term credibility, how to build real relationships rather than chasing viral trends, why your LinkedIn profile should be treated like your homepage and kept consistently updated, the strategic use of different content formats to enhance visibility and engagement, why consistency and genuine interaction beat algorithm hacking every time, and how to use commenting and reciprocity strategically to increase your reach without gaming the system.

About Michelle J Raymond

Michelle J Raymond is a LinkedIn strategist, educator, and host of Social Media for B2B Growth. Connect with Michelle and subscribe to her LinkedIn newsletter at linkedin.com/in/michellejraymond. Listen to her podcast on Apple Podcasts.

Visit strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz.

Want to get coached for free on the show? Fill in the form at this link and if we think your challenge could help others, we'll invite you on.

For speaking enquiries or to connect, email [email protected] or find John on LinkedIn.

All clips and episodes are on the Present Influence YouTube channel.

Thanks for listening. Rating the show 5* on Spotify helps their algorithm recommend the show, so please take a moment to follow and leave a rating.

Related episodes: From Invisible to Influential with Sapna Pieroux

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

Most personal brands fail. Not because the person lacks talent or expertise, but because they're chasing visibility instead of building trust -- and copying what works for others instead of finding what's uniquely true about themselves.

Mark Schaefer is a branding strategist, keynote speaker, and bestselling author of Known and Audacious. He has spent his career helping experts, speakers, and business leaders clarify what they want to be known for and build the kind of authority that compounds over time rather than fades with the algorithm.

In this conversation Mark shares why guru-led thinking is killing originality, how to choose the right content strategy without chasing platforms, and why relevance, consistency, and usefulness beat visibility and hype every time.

What you'll learn in this episode

Why most personal brands fail and what the exceptions have in common, how to clarify what you genuinely want to be known for, why copying what works for others is one of the fastest ways to become forgettable, how speakers and experts can find and develop their unique voice, the role of speaking in building a personal brand and business, how to use social media strategically without becoming dependent on it, how to create content that resonates rather than just accumulates, what the AI era means for personal branding and authority building, and the difference between speaking being a nice-to-have versus a genuine need-to-have for your market.

About Mark Schaefer

Mark Schaefer is a marketing strategist, keynote speaker, and author of multiple bestselling books including Known and Audacious. Find out more about Mark and his books at businessesgrow.com.

Visit strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz.

Want to get coached for free on the show? Fill in the form at this link and if we think your challenge could help others, we'll invite you on.

For speaking enquiries or to connect, email [email protected] or find John on LinkedIn.

All clips and episodes are on the Present Influence YouTube channel.

Thanks for listening. Rating the show 5* on Spotify helps their algorithm recommend the show, so please take a moment to follow and leave a rating.

Related episodes: From Invisible to Influential with Sapna Pieroux

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

Unlock the full potential of your professional speaking career with John Ball, speaker, business coach and keynote speaker. In this insightful podcast, discover the secrets to getting known, booked, and paid what you're worth.

Most speaking advice focuses solely on delivery, but this show dives deep into the commercial side, helping you refine your positioning, streamline your pipeline, and adjust your fees for maximum profitability.

Join us each week for expert insights into the business mechanics of speaking. With a mix of solo episodes and guest interviews, you'll hear from working speakers, bureau insiders, and industry experts about what actually drives success in the speaking market.

Whether you're frustrated by inconsistent bookings or trapped at low fees, learn how to align your business strategy with your speaking goals. Plus, explore valuable tools like the free Speaking Fee Audit at presentinfluence.com that benchmarks your fees against market rates and reveals hidden revenue opportunities.

John Ball's 'Known. Booked. Paid.' framework ensures speakers like you can build sustainable, high-fee speaking businesses without relying on hope or guesswork. Save time and avoid common pitfalls by starting with an episode title that resonates with you, or use the Speaking Fee Audit to pinpoint your specific challenges. Say goodbye to motivational fluff and hello to actionable strategies that drive real commercial impact.

Keywords: professional speaking, speaker fees, speaking business, keynote speaker, speaking career, positioning, booking, speaker marketing

Start with whichever episode title grabs you. And if you want to know whether your speaking fees are in the right ballpark for your market and experience level, take the free Speaking Fee Audit at presentinfluence.com — it only takes about a minute. https://www.presentinfluence.com/speakingfeequiz

#ProfessionalSpeaking #SpeakerSuccess #PublicSpeaking #SpeakingFees #SpeakingCareer

FREQUENTLY ASKED QUESTIONS

What is Professional Speaking: Known. Booked. Paid. about? It's a weekly podcast hosted by speaker business coach John Ball covering the commercial side of professional speaking — positioning, bookings, fees, and pipeline. It also covers stagecraft, keynote structure, and communication skills, but the central focus is helping speakers get paid what their work is worth.

Who is the show for? Professional speakers who are already working but frustrated by inconsistent bookings or underpriced gigs, and aspiring speakers who are serious about building a speaking business rather than just improving their delivery.

Who is John Ball? John Ball is a speaker business coach and keynote speaker who has spent years coaching speakers on the commercial side of their careers. He is the host of Professional Speaking: Known. Booked. Paid. and the creator of the Known. Booked. Paid. framework for building a sustainable, high-fee speaking business.

What's the difference between solo and guest episodes? Solo episodes are shorter and go deep on one specific commercial problem — positioning, fees, pipeline strategy, or speaker marketing. Guest episodes feature working speakers, bureau insiders, and industry experts and typically run 45 to 60 minutes.

Where should a new listener start? Start with whichever episode title speaks most directly to your current situation. If you're unsure where your speaking business stands commercially, take the free Speaking Fee Audit at presentinfluence.com first — it takes about a minute and will help you identify your biggest lever.

What is the Speaking Fee Audit? A free interactive tool at presentinfluence.com that benchmarks your current speaking fee against real market rates for your sector and experience level, and identifies the specific revenue leaks holding back your speaking income.

Click Here to try it

Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating.

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

SUMMARY

Many speakers, coaches, and consultants say they hate sales. In reality, what they hate is manipulative, impersonal, high-pressure selling that feels out of alignment with who they are.

In this episode of Present Influence, sales expert Katie Nelson dismantles the myth that selling high-ticket offers has to feel sleazy. We explore why sales is fundamentally human, not transactional, and why relationship, curiosity, and courage matter far more than funnels, scripts, or AI shortcuts.

We cover how speakers and coaches can sell premium services ethically, why relying solely on referrals is risky, how fear and rejection really work in sales, and why the founder must stay involved in selling longer than they think. Katie also challenges the overuse of “sales mindset” rhetoric and explains why action, not affirmation, is what actually builds confidence and cash flow.

If you sell your expertise, your voice, or your presence and want a sales process that feels honest, effective, and sustainable, this episode will change how you think about selling.

Find Katie on LinkedIn https://www.linkedin.com/in/thesalescatalyst/ or go to SalesUprising.com

Here's the link for Katie's video series Feed The Fire: https://youtu.be/WfYrsNgSRoA?si=PaL5n0tRByqnJiOY

Takeaways

Sales is not a personality flaw; it's a human process.

Embracing sales leads to quicker business success.

Referrals should be seen as gifts, not strategies.

Sales is about people before it's about systems.

Mindset is important, but action is crucial in sales.

You can't outsource your courage as a business owner.

Sales is a service in both directions.

Understanding your target audience is key to sales success.

Fear and rejection are part of the sales journey; learn to overcome them.

Building relationships is essential for effective sales.

CHAPTERS

00:00 The Human Element in Sales

06:57 Reframing Sales: From Fear to Service

10:47 Sales as a Reflection of Humanity

17:27 Building Resilience in Sales

21:20 The Evolution of Sales Models

26:48 Simplifying Sales Funnels for Success

32:25 Sales Strategies for Speakers

35:17 The Power of Referrals in Business

40:04 Mindset vs. Action in Sales

43:54 Embracing Sales as a Business Owner

44:45 The Importance of Referrals and Stability in Sales

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

SUMMARY

In this conversation, John Ball discusses the importance of treating speaking as a business rather than just a performance. He emphasises that many speakers struggle not due to a lack of skill but because they fail to position themselves effectively in the market. The discussion highlights the need for speakers to shift from hoping for opportunities to actively creating strategies that lead to sustainable careers. By focusing on serving specific audiences and building trust, speakers can enhance their impact and success in the industry.

You can connect with me using the links below.

CHAPTERS

00:00 The Business of Speaking

02:05 Shifting Mindsets for Success

04:05 Building Trust Over Attention

06:39 Close

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

How to Beat Digital Distraction and Do Deep Work From Home

Summary

In this conversation, John Ball and Steven Puri explore the challenges of remote work, emphasising the importance of focus, intention, and managing distractions. They discuss how digital distractions are engineered to capture attention and the significance of establishing rituals and habits to enhance productivity. Puri shares insights on achieving a flow state for peak performance and the role of luck in success. The discussion also highlights practical strategies for overcoming procrastination and the power of prioritisation in achieving meaningful work.

Takeaways

Focus is about intention, not discipline.

Most of us are overwhelmed, not lazy.

Distraction is engineered to steal your attention.

You can do meaningful work without burning out.

Don't die with the great thing inside you.

You need to jealously guard your brain energy.

The difference is I hit play in your app?

Intention is key to moving your life forward.

You can achieve more by doing less.

Don't let distractions dictate your day.

Sound bites

"Most of us are overwhelmed, not lazy."

"Don't let distractions dictate your day."

"You can achieve more by doing less."

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Chapters

00:00 The Evolution of Remote Work

07:17 The Role of Luck in Career Paths

13:16 Distractions in the Digital Age

18:35 Active Procrastination and Focus Strategies

24:37 Weekly Planning and Daily Tasks

32:35 Personal Development and Productivity Mindset

39:36 Understanding Flow State for Enhanced Productivity

48:42 The Challenge of Focus in a Distracted World

49:11 The Importance of Intention and Environment

49:37 Finding Clarity and Direction in Work

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.

No proper episode till Friday, but a quick festive greeting from John at the Present Influence podcast. Whether you're celebrating or hiding away, I wish you peace, happiness and prosperity for this season and the year ahead. Thank you for listening, and stay tuned for Xmas goodies before NYE.

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

SUMMARY

In this episode, John addresses the challenges faced by speakers and coaches in gaining visibility and securing bookings. He emphasises the importance of marketing and the need for professionals in these fields to shift their identity from being just a performer to becoming a business owner. By focusing on marketing, networking, and consistent visibility, speakers and coaches can improve their chances of success. John also discusses the significance of setting clear goals and taking actionable steps to achieve them, urging listeners to treat their speaking or coaching endeavours as a business.

The LinkedIn Article: READ HERE

Key Takeaways

• Many talented speakers and coaches struggle to get bookings.
• Skill alone is not enough; marketing is crucial.
• Successful individuals take action before they feel ready.
• Recognition comes to those who actively seek it.
• Being known is more important than being the best.
• The best speakers often excel at running a business.
• Identity shift is foundational for success.
• Spend at least half your time on marketing activities.
• Set clear revenue goals and reverse engineer them.
• Treat your speaking or coaching as a business.

Sound bites

"Your identity shift is not optional."

"Prospecting should be a daily activity."

"Now's the time to start taking action."

CHAPTERS

00:00 The Pain Point of Speakers and Coaches

02:28 The Importance of Marketing in Speaking

05:05 Identity Shift: From Speaker to Business Owner

07:44 Setting Goals and Taking Action

10:13 Call to Action and Future Insights

11:41 Close

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email [email protected] or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Mentioned in this episode:

The Known, Booked & Paid Blueprint is back

A new cohort of the Known, Booked & Paid Blueprint will start in January for speakers ready to treat speaking like a business and who just need to know the right things to do, plus the support and accountability to do them and push through the tough bits. Spots are limited to 15 speakers on a first-come, first-served basis. If you want 2027 to be the year you become known, booked & paid what you're worth, go to presentinfluence.com/kbpb to see if it's the right fit for you.