Closing a sale is often presented as a logical set of actions. You say these things in this order, you carry yourself in this way, and people will be persuaded to buy from or hire you.

In reality, though, closing a sale starts with emotional decisions, answering questions like "How do I feel interacting with this person?" and "Could I see myself following the same path as their previous clients or customers?"

That starts with you, but there's another important ingredient to help you seal the deal: case studies.

To help us outline what makes for a good case study, we're joined by TEDx speaker and sales expert John Livesay.

Also known as "The Pitch Whisperer," John's the author of the best-selling books, "Better Selling Through Storytelling" and "The Sale Is In The Tale" and is the creator of the online course "Revenue Rockstar Mastery."

John specializes in training sales teams "how to turn mundane case studies into compelling case stories," and in this episode, he explains how you can do the same.

Show Notes:

✅ Text "Pitch" to 66866 to get the first chapter of John's new book, "The Sales is in the Tale".

✅ Check out John's sales course, "Revenue Rockstar Mastery:" https://gofrominvisibletoirresistible.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

The thought of a million-dollar business is an enticing one, but, as you likely know already, building a business comes with its share of challenges.

To create a business of this caliber, you don't just have to master the ins and outs of entrepreneurship. You also have to get comfortable "in the weeds" and become an expert on the ways in which your business runs.

Here to break down this process is speaker, coach, and the author of two books – "A Kids Book About Empathy" and "Call an Audible" – Daron K. Roberts.

As a former NFL coach and the founding director of the Center for Sports

Leadership and Innovation (CSLi) at the University of Texas, Daron is an active writer on issues ranging from corporate culture to leadership and was honored as LinkedIn’s #1 Top Voice in Sports.

He also knows firsthand what it takes to scale a business to seven figures, and in this episode, he shares how you can do the same.

This is one episode you don't want to miss!

Show Notes:

✅ Check out Monetize Your Message here: https://monetizeyourmsg.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

Booking your own keynotes as a professional speaker is all well and good, but what's even better is trusting someone else to handle the sales process for you. That's where speaker agents come in.

Joining us to talk all things speaking is the founder and president of See Agency, Christa Haberstock.

With more than 25 years of experience selling for speakers, Christa knows firsthand what it takes to not only get speakers booked but scale the process into a full-blown company.

In this episode, she shares her inside perspective on speaker agencies and what to know if you're looking to partner with one in the future. This includes what agents look for when choosing speakers (speaking fees, budgetary thresholds, credentials, etc).

It also covers how to get agencies' attention, so you don't have to chase them and, instead, they'll approach you directly.

Let's dive in!

Show Notes:

✅ Check out Christa's speaker agency, See Agency: https://justgreatspeakers.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

In recent years, especially, keynote speaking has exploded. After all, what could be more glamorous than jet-setting around the world, getting paid and recognized for your expertise?

To answer that question, we're joined by motivational keynote speaker and charity adventurer Josh Stinton.

Josh is known, first and foremost, for his extensive "challenges" for children's charities including a bicycle trip across the Atlantic and an upcoming running trip "across the sky." Yes, you read that right!

When he's not on an adventure, however, Josh is on the road as a speaker, adding to his resume of international presentations from the last several years.

Here, he highlights what you need to know if you're considering international speaking yourself including how to adjust your speaking style and sales strategies to account for cultural differences.

This episode is full of golden nuggets, and we learned a lot from Josh's experience. Hope you do, too!

Show Notes:

✅ Learn more about Josh and his challenges for charity: https://joshstinton.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

As a consumer, fending off salespeople can be exhausting, but, on the flip side, most business owners don't love the act of selling either. It can feel "grimy," like you're chasing after potential clients to take their money.

According to sales and marketing expert David Newman, this typically happens when business owners don't give anything away until after people become clients., but it doesn't have to be that way.

In his words, "What if you treated everyone like a client and gave them as much value as humanly possible before they bought from you? What if you shifted your mindset from a 'taking' mentality to a 'giving' one?"

As the author of the business bestsellers, “Do It! Marketing”, “Do It! Speaking," and “Do It! Selling," David literally wrote the books on selling as a thought leader and reinventing your mindset around sales.

In this episode, he outlines how this approach boosts trust and sales rates and how you can create that "giving" sales mindset in your own business.

Show Notes:

✅ Connect with David: https://www.linkedin.com/in/davidjnewman

✅ Learn more about David and his team at Do It! Marketing: https://doitmarketing.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

We've talked a LOT about business systems on this podcast, but for many thought leaders, the challenge remains: how to get past the fear and overwhelm of restructuring the tech and processes that make your business run.

This is especially true if you're starting from ground zero or if you have a lot of old systems to clean up first.

One thought leader that knows this journey firsthand is speaker, sales coach, and emotional intelligence expert Merit Kahn.

When we first connected with Merit several years ago, her systems were all over the place and, even though her message was top-notch, she was still struggling to consistently generate revenue. Fast forward to 2022, and Merit had her best financial year yet, largely thanks to the systems she had in place.

In this episode, Merit shares this journey including what first "triggered" her motivation to rebuild her systems, which ones she rebuilt first, and how her business has evolved.

She also walks through the mental aspect of her systems journey. That way, when you're ready to rebuild systems in your own business, you know everything to expect.

Let's get started!

Show Notes:

✅ Learn more about Merit and her work: https://meritkahn.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

Building a sales process is a mammoth task to tackle, so in this episode, we're focusing on the inside scoop of sales for experts who speak professionally.

Joining us is speaker, author, and the creator of the Speaker Intel Engine Sam Richter.

A member of the National Speaker Hall of Fame, Sam is considered one of the world's foremost sales intelligence experts and was named one of the Top 50 Sales Keynote Speakers in the world and a Top Sales Coach by the Coach Foundation.

He's also created numerous AI-powered sales technologies – like the aforementioned Speaker Intel Engine – to make prospecting for new leads a matter of minutes instead of hours.

Here, he highlights how to use his tools and strategies to master sales in your own speaking business. This includes how to develop an ideal client profile, what to research before cold contacting someone, and what to do on a day-to-day basis to boost your sales.

Suffice to say, this episode is full of golden nuggets of information. Even if you're confident in sales, there's a lot to be learned – Don't miss this one!

Show Notes:

✅ Learn how you can find speaking gigs with Sam's Speaker Intel Engine: https://www.knowmore.university/a/aff_gqtxt90h/external?affcode=231462_hfyvfatg

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

Thought leadership, as an industry, in an undeniably glamorous one, and what better way to showcase your business than killer photos?

With the right photographer, your action and headshots can elevate your perception and make you stand out from the crowd. Plus, they're great to have on hand for social posts or media kits.

That said, for aspiring or new thought leaders, a professional photographer isn't always in the budget. Even so, you can still create killer photos by shooting them yourself.

To walk us through this process, we're joined by long-time photographer and the owner of DeMato Productions, John DeMato.

With years of industry experience, John's a master at using photography tools – professional or DIY – to create eye-catching, compelling photos that tell a story.

Here, he explains how you can do the same, starting with maximizing the photographic capabilities of your phone and ending with how to use the photos you produce.

In his words, "Even if you use your phone initially after you hire a professional photographer, it's still good to understand self-portraiture so that, when you're on stage, you have a way to ensure you're getting good shots."

So, whether you're a DIYer or getting ready to hire a pro, let's dive in!

Show Notes:

✅ Want to learn more about John's work? Check out his website here: https://johndemato.com

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

Perhaps the biggest goal among professional speakers is to build a referral engine. When this happens, past and existing clients consistently refer new leads to you, making the booking process like shooting fish in a barrel.

Unfortunately, many speakers aren't yet in this position. You may not be there yourself, and that's totally fine!

To help you get there, we're joined by author, speaker, coach, and owner of the Speaker Lab Grant Baldwin.

As a speaker, Grant has mastered the referral engine and earned over $2 million from 500+ paid engagements worldwide. He's also delivered everything from closed-door workshops to keynotes in front of 13,000+ people.

But, to hear him tell it, "I’m just a normal dude. I don’t have a crazy backstory or celebrity following. I just had a message to share and a dream to make it happen."

In this episode, he's here to break down how you can get there, too, from building long-lasting client relationships to generating spin-off revenue from speaking gigs to iterating on your sales processes.

Regardless of how big your thought leadership business is right now, this is one you don't want to miss!

Show Notes:

✅ Learn more about Grant and how you can get paid to speak with the help of The Speaker Lab: https://thespeakerlab.com/

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/

For many thought leaders, the transition to owning their own business doesn't happen overnight. It's a slower process where working as an expert is more like freelancing, at least until that work can support a full-time salary.

So how do you speed this process up? How do you make the jump from part-time to full-time thought leadership?

Answering this is marketing expert, business coach, agency owner, and speaker Alex Schlinsky.

Also known as the "Iron Man of Marketing," Alex has sold $15 million worth of products and has worked with over 700 clients in 50 different markets including some of the world's greatest brands, like the Miami Dolphins and the UFC.

As a coach, his entire focus is getting business owners from "just doing okay" to "knocking it out of the park." To do this, you need systems and processes in place, and you need to delegate.

In short, you need to stop thinking like a freelancer, working part-time on your thought leadership business, and think like a full-time entrepreneur instead. In this episode, Alex outlines this path and the systems you'll need to make it happen.

Show Notes:

✅ Get Alex's 1CC Training/Slide Deck: https://www.facebook.com/groups/7figureculture/permalink/1158044708266307

📷 Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤 Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀 And as always, don't forget about all the mind-blowing free resources at https://speakerflow.com/resources/