What if charging less makes you LOSE gigs?

On this episode of the Path to the Main Stage podcast, host Li Hayes delivers a no-nonsense, pull-back-the-curtain masterclass on one of the biggest mysteries in the speaking industry: how much should you actually charge as a speaker? Whether you’re a total newcomer or you’re ready to reach for the elite stages (and paydays), Li breaks down the complex, unspoken truth about speaker pricing that hardly anyone admits: the wrong rate—too high OR too low—can quickly kill your opportunities.

Forget vague advice and self-inflated “rate cards.” Li digs into:

• The REAL factors that determine your price (and why celebrity matters more than skill).
• When (and how!) you should speak for free—without being taken advantage of.
• The secret downside of always undercutting your competition.
• Why simply "being a non-profit" or "a big corporation" means almost nothing about their speaker budget.
• How to gather priceless intel on what event planners actually pay (and why range beats rigid rates).
• Smart strategies for increasing your fee, plus the pitfalls of raising your price just because "another year has gone by."
• What you MUST get if you’re doing a no-fee gig (hint: it's about value, not charity).

Packed with insider stories, actual fee ranges, negotiation must-knows, and Li’s candid, actionable advice—this episode is a goldmine for anyone serious about earning a living from professional speaking.

Key Highlights:

• Debunking the “never speak for free” myth (with a real-life keynote showdown)
• Price guidelines for every experience level—and why skill isn’t enough
• How to qualify whether free gigs lead to paid opportunities (and what to ask for)
• Mastering your speaker fee “range” and tailoring it event by event
• Why underpricing can actually make you LESS desirable to high-paying events
• The art of uncovering an event’s REAL budget—without asking the awkward questions
• Navigating travel fees, virtual rates, and the “burger, buck, and truck” rule for beginners

Whether you’re setting your very first fee or wondering how to climb the pricing ladder, this episode will leave you armed with honest, practical strategies and the confidence to command your worth.

Timestamped Overview

• 00:00:00 – Introduction: Why pricing as a speaker is so confusing and critical
• 00:03:52 – The “never speak for free” debate and when to break that rule for value
• 00:05:29 – What counts as real “value” for a free/small fee gig (audience, feedback, video, contacts)
• 00:07:53 – Why some events’ audiences will NEVER pay—and how to spot them
• 00:09:25 – The vital importance (and dangers) of event video, lists, press, and selling from the stage
• 00:14:38 – Celebrities who take small fees: The hidden value of media and exposure
• 00:16:23 – Fee breakdowns: Emerging, association, celebrity, and national average rates
• 00:19:46 – The truth about skill vs. celebrity in getting top dollar
• 00:24:45 – Research, competition, and the importance of your private “rate range”
• 00:27:09 – Custom-pricing every event: homework, range, and negotiation basics
• 00:32:18 – The dangers of undercutting (and why being too cheap can cost you)
• 00:36:47 – Getting the real budget intel—without putting planners on the defensive
• 00:42:10 – Non-profits and corporations: don’t assume anything about their budgets!
• 00:47:24 – The goldmine of private membership groups and niche audiences
• 00:48:35 – When is it really time to raise your speaking fee?
• 00:52:26 – The economics of more gigs vs. bigger fees: which game do YOU want?
• 00:56:04 – Travel fees demystified: flat vs. itemized, domestic vs. international
• 01:01:19 – Virtual keynotes and webinars: how much should you charge?
• 01:02:29 – The “Burger, Buck, and Truck” rule for new speakers
• 01:04:11 – What’s next: more on negotiation, value, and building your mainstage path

Don’t miss this unfiltered, info-packed solo episode that could radically change how you charge (and earn) as a speaker!