“When downselling, it’s really good to say, ‘Who is above me, and who is below me?’ And then also find out, looking laterally, who do you compete against? Who is within a similar fee range?...Who can I refer that might fit along that axis.”
In this episode, Grant Baldwin teams up with industry insider Brian Lord of Premier Speakers Bureau for a conversation about what it takes to succeed as a speaker. Brian’s insight is simple: know your place in the market, nurture real relationships, and don’t underestimate the power of referrals.
Brian shares his “speakers matrix” concept, challenging every speaker to map out who’s above, below, and alongside them in terms of fees and content. Why? Because networking up and down this axis isn’t just smart, it’s essential. Those connections bring in gigs you’d otherwise miss and make sure you’re not flying solo in the business.
Brian’s biggest reminder is to not get lost in the latest trends. AI may be hot, but your authentic message and consistently fresh content are what keep you booked and relevant. And always, always deliver value offstage because event planners love a speaker who’s great to work with, not just to watch.
Moreover, if you’re an independent speaker, these strategies matter even more. The takeaway from this episode is to focus on building your network, referring others, and adapting as the industry evolves. Impact and bookings come from meaningful relationships, not complicated tactics, because it’s human connection that grows your career, one conversation and one referral at a time!
You’ll learn:
- The role of a speaker as a message bearer
- Understanding down-sells and up-sells
- Effective networking and referral strategies
- Creating variations of your core service
- Emotional separation from your “product”
- The “Free market” effect: your booking successes as feedback
- How off-stage behavior matters as much as on-stage behavior
- How to fold hot topics like AI into core expertise
- And much, much more!
“If you get the thought into your head that you are somebody who goes around helping people get better for having met you than if they hadn’t, then that’s your goal as a speaker.”
Episode Resources
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