The Speaker Lab Podcast

"Preparation feels like progress. It's not."

Welcome back to The Speaker Lab Podcast! After thousands of calls with speakers at every stage, host Dan Irvin has noticed something: it stops sounding like thousands of different stories and starts sounding like the same three. The names change. The cities change. The topics change. But the place where people are stuck? Almost always one of three patterns.

In this solo episode, Dan breaks down the three speaker archetypes he sees on repeat — the Two-Year Thinker, the One and Done, and the Plateaued Earner — and gives you the honest, direct truth about what's actually keeping each one stuck. If you hear yourself in one of these today, that's not a bad sign. That's the first move.

You'll learn:

• Why studying, researching, and redesigning your logo for the third time is not the same as building a speaking business
• Why "I just need to figure out my topic first" is almost always code for something else
• What happens when a great talk goes nowhere — and why it's not because the moment was a fluke
• Why the relationship and the room were always the real asset (not the talk)
• How speakers who are already getting paid hit a wall — and why it's a strategy problem, not a skill problem
• Why the thing that got you a $1,000 fee will not get you a $10,000 fee
• How Dan went from a self-described two-year thinker to eventually buying the company that taught him
• The one thing all three archetypes have in common — and what actually breaks the pattern
• Why "my situation is different" might be the most expensive sentence in your speaking business
• What 17,000 speakers who've broken through all have in common
• And much, much more!

"You are not lacking talent. You're not lacking passion. You're not lacking a message. You're lacking a system."

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Heard yourself in one of those patterns? That's exactly the conversation Dan has on every Speaker Business Assessment call. Grab a free 15 minutes at thespeakerlab.com/SBA — no pitch, just a real look at where you are and what to do next.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"A speaker with 200 followers and 30 conversations a month is going to out-earn a creator with tens of thousands of followers and zero conversations. Every single time."

Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin calls out one of the most common — and costly — mistakes he sees on speaker calls every week: mistaking a content habit for a speaking business.

Dan gets on the phone with speakers who have thousands of followers and zero paid gigs. He also gets on calls with speakers who have 200 followers and a packed calendar. The difference isn't the algorithm. It isn't the brand colors, the bio, or the reel that almost went viral. It's one thing: conversations. In this episode, he breaks down exactly why followers don't equal bookings, what event planners actually care about, and what you can do this week — not next month, not when your website is done — to stop building an audience and start building a pipeline.

You'll learn:

• The content cycle that feels like progress but isn't — and how to recognize if you're stuck in it
• Why content builds awareness but conversations build a business (and why those are not the same thing)
• The real reason speakers hide behind posting instead of reaching out (hint: it's not strategy)
• What event planners actually check when they're considering booking you — and what they absolutely don't check
• Why "I don't have a big enough platform yet" is a story, not a reason
• Dan's "tab game" — the 10-tab outreach habit he used to build his speaking business from scratch
• How one speaker prioritized outreach over posting and booked three paid gigs in a few months
• What a good outreach message actually looks like: short, specific, and ending with a question
• Why the discomfort of sending that email is exactly the point — and why most speakers won't do it
• The assignment Dan is giving you this week: 10 orgs, 5 contacts, send the messages
• And much, much more!

"Stop building an audience. Start building a pipeline."

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Not sure who to reach out to or what to say? That's exactly what a free 15-minute Speaker Business Assessment is for. Grab a time at thespeakerlab.com/SBA — Dan and the team will help you get clear on your audience, pipeline, and next steps. No pitch, just a real conversation.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"Cold outreach is a great way to start — but it's not how you scale."

Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin makes the case that the most efficient gig you'll ever book is the one you just finished. The problem? Most speakers walk off stage, shake a few hands, grab a photo, and move on — completely missing the two, three, maybe five opportunities that were already sitting in that room.

Dan breaks down the exact post-event process he uses to turn every speaking gig into referrals, rebookings, and long-term relationships — including the story of a low-fee local event that turned into over $50,000 in workshops with a client he's still working with today. This isn't about doing more work. It's about doing the right work after the work most people think is the finish line.

You'll learn:

• Why the stage is just the beginning — and what your job actually looks like in the 48 hours after you leave it
• How Dan's post-event process generates referrals, repeat bookings, and long-term clients on autopilot
• The handwritten thank you note habit Dan swears by (and why it still works in 2025)
• Why post-event calls are non-negotiable — and exactly what Dan covers in every single one
• The performance review section: how to ask for honest feedback without making it awkward
• The one question Dan always asks to surface referrals — and who you should (and shouldn't) be asking it to
• Why most event planners won't bring the same speaker back year over year — and why that's actually great news for your business
• How to stay top of mind without forcing the relationship
• The $50,000 follow-up: what happened when Dan showed up to a packed standing-room event he almost didn't take
• Why your next 10–15 gigs are probably already sitting in rooms you've spoken in
• And much, much more!

"Your next gigs are already sitting in the rooms you've spoken in — but only if you treat the relationship that way."

Want help building a post-event system that actually works?Grab a free 15-minute Speaker Business Assessment at thespeakerlab.com/SBA — Dan and the team will look at your audience, pipeline, and revenue model and help you figure out exactly what to do next.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"If you don't know your number before the conversation, the buyer will pick the number for you."

Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin tackles one of the most common — and most avoided — questions in the speaking business: what should I charge?

Everyone asks it. Almost nobody answers it straight. You've probably heard "charge what you're worth" or "it depends" — which, while technically true, isn't much help when you're about to hop on a discovery call and you know the question is coming. Dan breaks it down with the three things that actually drive your speaker fee, shares the exact way he handles pricing conversations, and gets real about the moments he's had to decide whether to hold his number or adjust.

Whether you're just figuring out your first fee or you've been leaving money on the table for years, this episode will help you walk into your next pricing conversation with clarity and confidence.

You'll learn:

• The 3 things Dan always considers when setting his speaker fee: audience, budget, and outcome
• Why "charge what you're worth" isn't helpful — and what to think about instead
• The real reason most speakers underprice themselves (hint: it's not what you think)
• Why every discovery call should be on video — no exceptions
• How to bring up budget without it being awkward — and what to do when they won't give you a number
• Why Dan never sends a proposal the same day as the discovery call
• The factors that should move your price up or down: travel, sessions, repeat clients, and long-term opportunity
• The story of a $22K ask that became $15K — and why that decision led to three more events
• Why pricing to the outcome (not the talk) is the shift that changes everything
• What to do when your heart rate spikes the moment someone asks, "so what's your fee?"

And much, much more!

"I want to walk away from that conversation with a number that actually excites me, that takes care of my family, and reflects the impact I know I'm going to have in that room."

Not sure what to charge? Book a free 15-minute Speaker Business Assessment at thespeakerlab.com/SBA — Dan and the team will walk through your audience, pipeline, and revenue model to help you get clear on your number and confident in the conversation.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"Your story told honestly is your edge."

Welcome back to The Speaker Lab Podcast! In this solo episode, TSL CEO Dan Irvin opens with a story about a factory worker named Gary — a man who worked hard, gave everything, and still got left behind when the game changed. It's a story from 1975, but it's happening right now, and Dan thinks you need to hear it.

Because the premium is shifting again. This time it's moving toward the things AI can't replicate: lived experience, presence, perspective, and trust. That's exactly where speaking lives. And if you've been sitting on the sidelines wondering whether now is the right time to build a speaking business — this is the episode for you.

Dan walks through the full SPEAK Framework that The Speaker Lab has used to coach thousands of speakers — not as theory, but as what's actually working in this environment right now. He ties each step to what's changing in the world and why human speakers are more valuable than ever.

You'll learn:

• The story of Gary — and why working harder inside a system that's already changed is the real risk
• Why Dan's own layoff in 2019 (and a hayride with his son) led to a decision that changed everything
• Why AI can generate a talk in seconds — but can never replace the speaker who's lived it
• S — How to select the right problem to solve (and why the thing you think disqualifies you is actually your advantage)
• P — How to prepare a signature talk that event planners actually want to book
• E — Why establishing your expertise isn't about convincing yourself — it's about translating your credibility to the people who hire speakers
• A — How Dan is acquiring paid gigs right now through direct, human, intentional outreach (not automation)
• K — When and how to scale: keynotes, workshops, books, consulting, and beyond
• Why "false positive" bookings can fool you into skipping the foundation — and how to build for real consistency
• Why the second best time to start building your speaking business is right now, this week

And much, much more!

"Never again will I build something for someone else without building something for me."

Ready to stop waiting? Head to thespeakerlab.com/SBA for a free 15-minute Speaker Business Assessment with Dan — a real diagnostic review of your audience, pipeline, and revenue. No pitch, just clarity on exactly where to start.

Episode Resources:

• Get Your 15 Minute Speaker Business Assessment
• Calculate Your Speaking Fee 
• Join The Speaker Lab Community on Facebook
• Subscribe on Apple Podcasts
• Subscribe on Spotify

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"Clarity feels slower in the beginning until confusion costs you months."

Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin gets candid about what it actually took to complete 10 paid speaking gigs in 10 weeks — and why none of it was accidental.

This wasn't luck, and it wasn't a hot streak. It was the result of five specific mindset shifts that Dan applied deliberately to his speaking business — the same shifts he coaches Speaker Lab students on every day. From getting crystal clear on who he serves, to showing up in every client conversation as a partner rather than a performer, Dan walks you through the mental framework behind consistent, predictable bookings.

Whether you're just getting started or you've been speaking for years but can't seem to find your rhythm, this episode will help you identify exactly where your business needs tightening — and what to do about it.

You'll learn:

• Why clarity is your fastest path to speed — and what happens to your outreach when you skip it
• The difference between doing a lot of outreach and doing the right outreach (hint: you need volume AND targeting)
• Why gigs come from conversations, not content — and how to stop being a "tinkerer"
• How thinking like a partner instead of a speaker completely changed Dan's business
• What event planners are actually looking for — and why another generic speaker one sheet isn't it
• The 85/15 rule (and why Dan thinks it's actually closer to 95/5)
• How 90% of Dan's last 10 gigs came from referrals — and how to build toward that
• Why momentum is engineered, not accidental — and how to start building it from wherever you are right now
• How to give yourself grace during the slow stretches without losing your rhythm
• Why the gap in most speaking businesses isn't talent — it's structure
• And much, much more!

"The gap wasn't the talent. It was the structure."

Want Dan to look at your speaking business? Head to thespeakerlab.com/SBA for a free 15-minute Speaker Business Assessment — a real diagnostic review of your audience clarity, pipeline, and revenue. No pitch, just clarity.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"If you can get one paid gig, you can build an empire off that."

Welcome back to The Speaker Lab Podcast! In this episode, Dan Irvin (the newly minted TSL CEO and new host of the TSL podcast!) sits down with Erick Rheam — The Speaker Lab's own resident speaker and lead coach — to unpack one of the most remarkable client stories we've ever told: how Erick turned a single speaking relationship into a three-year, $900,000 contract.

But here's the thing — the $900,000 didn't come from being the best speaker in the room. It came from being the most intentional. Erick breaks down a 12-year journey that started with a chance conversation at a vendor booth, a coaching nudge to lean into his niche, and a decision to consistently deliver more value than any client expected. His story is a masterclass in how speakers who think like business owners — not performers — build something that lasts.

Whether you just landed your first $1,000 gig or you're wondering how to turn a great client relationship into something bigger, this episode is packed with practical wisdom you can use right now.

You'll learn:

• How Erick stumbled into speaking from the utility industry — and why that "detour" made him millions
• Why leaning into your existing niche (instead of running from it) is one of the fastest paths to credibility
• The counterintuitive reason Erick gave away content rights early on — and how it paid off over a decade later
• How to build talks your audience actually wants by listening first and pitching second
• The role Speaker Lab coaching played as a critical inflection point in Erick's career
• How a simple exit interview after every gig opened the door to consulting, workshops, and eventually that $900K contract
• Why $900,000 had much less to do with what Erick did on stage — and everything to do with what he did around it
• The four things Erick would tell his younger self: niche, audience problem, system, and coaching
• How Erick closed $68,000 in gigs in a single week — prospecting just one hour a day
• What to focus on when you land your first $1K–$5K gig so you don't miss the opportunity right in front of you
• And much, much more!

"I think I'm an average speaker at best, maybe above average. I do alright. However, I'm organized, and I follow a system. And the system is not that hard. It's duplicatable. It's scalable."

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Ready to build your own predictable speaking business? Click the link below to claim your free Speaker Business Assessment — a real diagnostic review of your audience, niche, pipeline, and revenue model. No pitch, just clarity.

👉 Get Your Free Speaker Business Assessment

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"So you can speak to it from a very professional level of here's what I'm seeing right now, grassroots, I'm in it, I'm doing the thing. And that's what makes this transition of you taking over and leading TSL really, really exciting. Because again, you're on the front lines, you're doing the thing."

WE'RE BACK.

Welcome to a very special episode of The Speaker Lab podcast! Today, Grant Baldwin is here to share a massive update about the future of TSL and talk about the future of the speaking industry.

After more than a decade building The Speaker Lab into one of the most trusted resources for aspiring professional speakers, Grant is passing the baton — and today, he's here to talk about it with the person taking the reins: Dan Irvin.

Dan isn't new to the TSL world. He's been with the company for over five years, has hosted hundreds of webinars, and personally enrolled nearly 500 students into the program. But more than that, he's a full time professional speaker himself (who is right now in a stretch of doing ten paid gigs in ten weeks!). He knows this world from the inside out, both as a coach and as someone actively speaking to dozens of audiences every year.

But what's important isn't just the future of TSL — it's also the future of the speaking industry as a whole. Dan and Grant believe that right now is an incredible opportunity for paid speakers, and they're here to tell you why — and how you can take advantage.

In this conversation, Grant and Dan get candid about the transition, reflect on what's made The Speaker Lab work, and tackle the question many speakers are asking right now: what does AI actually mean for this industry?

You’ll learn:

• Why Grant Baldwin is passing the reins of The Speaker Lab after 10+ years — and who's taking over
• How Dan Irvin went from corporate COO to full-time speaker
• Why Dan believes speaking is AI-proof — and the 3 reasons human speakers can't be replaced
• How AI is changing the speaking business (efficiency tools, not stage replacement)
• Why information alone won't grow your speaking career — and what actually will
• How to design your speaking business around your own life and goals
• A sneak peek at a $900,000 speaking partnership story coming in the next episode
• And much, much more!

"The Speaker Lab honestly changed my life. It changed my family's life. We want to continue to be that impact for other individuals and other families. And we know that when we really serve speakers well, they can go out and have a massive impact on audiences all over the place."

Episode Resources

• Calculate Your Speaking Fee (And Join The Email List)
• Join The Speaker Lab Community on Facebook
• Subscribe on Apple Podcasts
• Subscribe on Spotify

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

“Sometimes in today’s society, there’s a pressure to do entrepreneurship the right way. Others have the Instagram businesses that everybody makes look good, but I think everyone has their own particular situation and scenarios.”

Welcome to another episode of The Speaker Lab Podcast! In this episode, host Grant Baldwin welcomes speaker and author Velera Wilson, a remarkable leader who candidly shares her journey from corporate executive to building a thriving full-time speaking business.

Velera opens up about the pivotal moments that led her to pursue her passion, from years of speaking in executive roles and nonprofit associations, to leaping into an unexpected corporate layoff. She discusses the behind-the-scenes reality: building her “off ramp” while juggling executive responsibilities, the importance of being selective with dream-sharing, and developing the grit to keep moving forward despite doubts and dry spells.

Through her story, Velera reveals practical strategies for anyone considering a similar path: how to parlay your existing skills and network into new opportunities, why having a book is helpful but not essential to get booked, and the necessity of treating speaking like a business. She also emphasizes the need for community, highlighting the crucial role The Speaker Lab played in providing mentorship, camaraderie, and real-world advice about the unpredictable cycles of this industry.

Whether you’re a seasoned speaker or just contemplating your first paid gig, this episode is packed with actionable wisdom on marketing yourself, managing your mindset, and designing a transition that fits your life and goals!

You’ll learn:

• Managing hesitation from financial insecurity
• Analyzing the value of writing a book versus focusing on speaking gigs
• Financial considerations of books versus paid speaking engagements
• How books are “nice to have” for credibility, but not a “must-have”
• Business development tactics: LinkedIn and email outreach
• The importance of daily effort versus waiting passively
• Being intentional with “chunking” time to balance demands
• Building a strategic off-ramp versus jumping into entrepreneurship
• And much, much more!

“I work for a company, but I am my own brand. I’m an individual…I take that with me [when I leave].”

Episode Resources

• Velera’s Website
• Get Free Speaker Resources
• Book a Call with The Speaker Lab
• Calculate Your Speaking Fee
• Join The Speaker Lab Community on Facebook
• Subscribe on Apple Podcasts
• Subscribe on Spotify

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

“There’s a huge amount of progress that comes from pitching yourself and putting information out there and having discovery calls and doing events and speaking at events and fielding questions and posting on social media and seeing what people want.”

Welcome to another episode of The Speaker Lab Podcast! Today, host Grant Baldwin welcomes Shannon GaNun, a former communications professional, college professor, and now a thriving full-time speaker who’s built an inspiring business around helping others communicate with purpose and confidence.

In this conversation, Shannon takes us through her remarkable journey, starting from her roots in a small Wisconsin town, through her early career on Capitol Hill, and onto the classroom at Georgia Southern University. She shares how her lifelong passion for effective communication eventually led her to pitch herself, land gigs, and build programs that empower leaders at corporations and associations to strengthen their impact through better speaking skills.

This episode dives deep into the realities of launching a speaking business later in life, the challenges of making a mid-career pivot, and the process of turning decades of both work and life experience into a valuable, marketable service. Shannon gets candid about overcoming imposter syndrome, learning the business side of speaking through The Speaker Lab, and tackling the not-so-glamorous parts.

If you’re someone who wonders if you’re “special enough” to be on stage, or if you’ve wrestled with questions of timing, self-doubt, or financial security in pursuing your passion, you’ll walk away with encouragement to start where you are, leverage your experience, and take that next step!

You’ll learn:

• Starting before you’re 100% ready
• Transitioning from learning to pitching, discovery calls, and social media outreach
• Recognizing value in communication versus sharing it on stage
• Overcoming fears or doubts about speaking in front of groups
• The misconception that speakers need unique backgrounds
• Solving a specific problem for a specific audience
• Packaging expertise into a sellable product
• And much, much more!

“Everybody, even though we’re all kind of ordinary, normal, what I consider middle class Americans, we all have a unique experience and so we can take what we have experienced and teach others.”

Episode Resources

• Shannon’s Website
• Get Free Speaker Resources
• Book a Call with The Speaker Lab
• Calculate Your Speaking Fee
• Join The Speaker Lab Community on Facebook
• Subscribe on Apple Podcasts
• Subscribe on Spotify

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.