エピソード

  • The Elevator Pitch Isn't Dead. You're Just Doing It Wrong, with Mike Verret

    The Elevator Pitch Isn't Dead. You're Just Doing It Wrong, with Mike Verret
    2026/08/12
    Mike Verret last joined the show in 2021, back when it was still finding its way. He's back with a sharper, more focused message: the reason most pitches, whether for a speaking gig, a podcast guest slot, or a networking room, fall flat isn't the words. It's that the person pitching is thinking like a business when the person listening is thinking like a human.Mike spent fourteen years in advertising and agency work before six years on-site at Hasbro Toys, where his job flipped from "think like the audience" to "think like the business," and back again once they discovered he could actually talk to a room. That whiplash is where his framework comes from.In this episode, John and Mike cover why an "I help" statement is the fastest way to sound like everyone else on LinkedIn, how to turn an elevator pitch into an eight-floor conversation instead of a monologue, why the order you deliver information in matters more than the information itself, and why AI-written pitches are becoming easier, not harder, for audiences to spot. Mike also shares the Hasbro Monopoly Cheaters Edition story: a single audience insight and three slides that sold 500,000 units.If you've ever frozen up trying to explain what you do in under thirty seconds, or wondered why your polished LinkedIn "I help" line isn't landing bookings, this one's for you.Guest: Mike Verret, founder of Pitch Lab, former agency and Hasbro Toys communications director.Connect with Mike: linkedin.com/in/mike-verretPitch Lab (membership, founding rate $99/month for the first 30 members) connect with Mike on LinkedIn to find out more.CHAPTERS00:00 Business vs Human Pitch00:35 Meet Mike Verret04:02 Hasbro Pitch Lessons06:27 Instant Audience Connection10:52 Set Expectations Fast12:23 Pitching Speaking Gigs14:43 Ditch the I Help17:11 Practice for Authenticity18:46 AI Voice Pitfalls24:51 Order Beats Content26:34 Taming the What Ifs28:46 Stop Catastrophizing29:30 Emotion Beats Logic30:03 Curiosity And Closure30:17 Rethinking Elevator Pitches31:42 Eight Floor Pitch Framework34:21 Benefits And Proof36:11 Fixing Bad Guest Pitches40:04 New Offers Pitch Lab43:53 Think Like A Human45:57 Monopoly Cheaters Edition48:18 How To Connect50:38 Wrap Up And Next EpisodesFAQ SectionWhy do most professional speakers' pitches sound the same? Most speakers pitch from a business mindset rather than a human one. They lead with credentials, services, or an "I help X achieve Y" statement, all of which are common phrasing patterns that blend into every other pitch an audience or booker has already heard.What's wrong with the "I help" statement in a LinkedIn bio or pitch? The "I help" opening, sometimes called StoryBrand Mad Libs, is one of the most common ways professionals open a pitch, which means it carries no differentiation. Using verbs like "I guide" or "I assist," or reframing the sentence around the audience's outcome rather than the speaker's service, creates more distinctiveness.Is the elevator pitch still relevant for professional speakers? Yes, but not as a scripted monologue. An effective elevator pitch is structured as a conversation with predictable stages: what you do, who you help, how you help them, the benefit to them, and proof it works. Each stage should prompt the listener to ask a follow-up question rather than switch off.Why do audiences disengage from AI-written pitches and bios? Audiences increasingly recognise AI-generated phrasing, including consistent cadence and punctuation patterns such as em dashes. Once a listener or reader identifies content as AI-written, their engagement and trust in it drops, even if the underlying information came from the person themselves.What causes stage fright before a pitch or presentation? Pre-presentation anxiety is often driven by catastrophic "what if" thinking: imagining unlikely negative outcomes before speaking. Naming this pattern and consciously redirecting attention toward likely positive audience responses reduces its grip.Why does the order of information matter in a pitch? A pitch organised in the order the speaker's business thinks in (services first, credentials first) rarely matches the order an audience needs to understand and retain it. Presenting connection, then problem, then process, then benefit, then proof follows how a listener processes new information, which increases retention.Are you a speaker who wants to be better known, more booked and paid what you're worth? The Known, Booked & Paid Blueprint might be just the ticket. Check out our founding member offer: https://presentinfluence.com/kbpbVisit https://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 https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, ...
    続きを読む 一部表示
    53 分
  • The AI Written Keynote Tells You're Not Catching

    The AI Written Keynote Tells You're Not Catching
    2026/08/05
    Most speakers think the problem with their keynote is the content. It's rarely the content. In this episode John breaks down why writing your keynote with AI is a bad idea, even as the tools keep improving, starting with a story about a speaker he coached at TSL whose entirely AI-written talk was, in John's words, drivel.John walks through the planning-stage traps that happen before a word gets written: AI's sycophancy (it will tell you your topic is great and bookable when it has no actual market data to base that on), and its habit of fabricating statistics, quotes, and studies with total confidence and zero hedging. He then moves into the writing-stage tells that show up once a talk is drafted, particularly the overuse of rhetorical devices deployed because they pattern-match to "sounds like a keynote" rather than because the moment earned them.The throughline: AI can't lose you a booking, so it never needs to hedge. Everything it writes for you sounds finished. That's the tell, because nothing true costs that little to say.This is part one of a two-part series. Part two covers what AI genuinely can't do for your keynote: write your stories, or build a framework that means anything.FAQ Is it a bad idea to write a keynote with AI?Yes, according to John Ball, because AI produces confidently mediocre talks. It cannot access personal stories, emotional experience, or genuine insight into what makes a specific keynote work for a specific audience, and it will validate a topic's commercial viability with false confidence.What is AI sycophancy in the context of keynote writing?AI sycophancy refers to the tendency of AI tools to validate whatever topic a speaker brings to them, including telling the speaker their topic is strong and highly bookable, without having any actual data on what talks are currently being booked or what the market wants.What are common signs that a keynote was written by AI?Common tells include overuse of rhetorical devices such as the rule of three, tricolon, and "not this, but that" constructions used because they pattern-match to keynote style rather than because the moment calls for them, along with generic phrasing such as variations on "a wolf in sheep's clothing," and bland, generic stories that show no sign of having actually happened.Can AI write good stories for a keynote?No. AI cannot generate a speaker's personal stories, emotional experiences, or unique perspective, since it has no lived experience of its own. When prompted for a story, it tends to produce generic content or invent one, according to John Ball.Does AI fabricate information in keynote research?Yes. AI tools can invent statistics, quotations, and studies and present them with full confidence and no indication of uncertainty, which has caused real-world problems in other professions, including cases of lawyers citing non-existent legal statutes generated by AI.CHAPTERS00:00 AI Keynote Red Flags01:09 Welcome And Host Intro01:35 The AI Written Keynote Story03:56 Speechwriters Versus AI06:01 Why AI Flatters You09:51 Ethics And Smart Use11:44 Hallucinations And False Certainty14:14 Rhetorical Padding Tells15:58 Outlining Tool And Real Stories17:26 Confidence Without Stakes18:20 Next Episodes And Wrap UpVisit https://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 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 john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks 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:Do you want to join the Known, Booked & Paid Blueprint September Case Study group?This September I'll be working with a group of 5 speakers who are already speaking but not getting the level of bookings and speaker fees that they really want. We'll work on the 3 key areas that will allow your speaking business to flourish. Since it's the founding group, there's an extra special deal on the price for joining that will never be repeated. Go to https://presentinfluence.com/kbpb for full details.
    続きを読む 一部表示
    21 分
  • Charisma Isn't Innate, It's Built: Owen Fitzpatrick on the Psychology of Influence

    Charisma Isn't Innate, It's Built: Owen Fitzpatrick on the Psychology of Influence
    2026/07/29
    Most speakers assume their audience is persuadable by good evidence. Psychologist Owen Fitzpatrick, who trained under NLP co-creator Richard Bandler and has travelled to over a hundred countries, including North Korea, Afghanistan and Iran, studying how belief actually forms, argues that's backwards. People believe what feels right, fits their identity, and keeps them inside their tribe. Evidence comes after, as justification.Owen built his reputation on charisma work (his book The Charismatic Edge argued charisma is an impression you create, not something you're born with) before moving into belief and propaganda with his new book Inner Propaganda, out 4 August. In this conversation, he lays out his DELP model (an expansion of Aristotle's ethos, logos, pathos to include demos — understanding your specific audience), explains why intelligent, critical-thinking people are often the most convincing propagandists to themselves, and draws a sharp line between persuasion, manipulation and propaganda that every speaker standing on a stage should sit with.We also get into why spontaneous, unscripted delivery reads as more truthful than polished delivery (with Martin Luther King's "I Have a Dream" as the example), and why AI's tendency to flatter you is quietly making this problem worse, not better.In this episode:Why charisma is built, not innate, and why it matters more now than when Owen wrote The Charismatic Edge in 2013The DELP model: demos, ethos, logos, pathosWhy perceived authenticity beats actual authenticity, and why spontaneity reads as truthWhy critical thinking doesn't protect you from bad beliefs (argumentation vs investigation)Motivated reasoning, naive realism, and sacred values: why smart people hold ridiculous beliefsThe difference between persuasion, manipulation and propaganda, and why every speaker is, to a degree, a propagandistOwen's practical tools: the belief audit, the feels right/fits in/makes sense framework, and E-Prime languageConnect with Owen on LinkedIn: https://www.linkedin.com/in/owenfitzp/The book and the special workshop are available at https://innerpropaganda.com, and you can discover more about Owen and his work at https://owenfitzpatrick.comFAQWhat is Owen Fitzpatrick's DELP model?The DELP model is Owen Fitzpatrick's expansion of Aristotle's rhetorical triad of ethos, logos and pathos. Owen adds demos, the requirement to understand the specific audience being addressed, alongside ethos (credibility and positioning), logos (logical structure and evidence) and pathos (emotional impact).What is Owen Fitzpatrick's book Inner Propaganda about?Inner Propaganda is Owen Fitzpatrick's book, to be released on 4th of August 2026, about how individuals generate their own propaganda internally through feelings, self-narratives and motivated reasoning. It argues that people convince themselves of beliefs the same way state propaganda convinces populations, through internal versions of state media, indoctrination and truth engineering.What is the difference between persuasion, manipulation and propaganda, according to Owen Fitzpatrick?Persuasion is the ethical attempt to change beliefs, attitudes or behaviour while genuinely caring about what the other person wants. Manipulation uses deception and serves only the persuader's own interests. Propaganda combines both, using every available tool of persuasion and manipulation to construct an entire reality for the audience.Why doesn't critical thinking protect people from believing false things?According to Owen Fitzpatrick, critical thinking and intelligence make people better at constructing airtight arguments (argumentation) rather than at genuinely investigating what is true (investigation). Motivated reasoning, a concept from psychologist Ziva Kunda, refers to people reasoning toward conclusions they already want to be true.What is naive realism?Naive realism is the belief that one's own perception of reality is objectively accurate and shared by anyone reasonable. Owen Fitzpatrick argues this prevents people from applying the same critical scrutiny to their own beliefs that they readily apply to beliefs they disagree with.What is E-Prime language and why does Owen Fitzpatrick use it?E-Prime is a form of English that eliminates the verb "to be," originally developed by David Bourland based on Alfred Korzybski's work on language and semantics. Owen Fitzpatrick uses it as a belief-flexibility tool: replacing "this is true" with "this seems true to me" builds in the possibility of revision.Visit https://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 https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on.For speaking ...
    続きを読む 一部表示
    55 分
  • Why Getting Booked Is So Hard When You Have Real Experience and Expertise

    Why Getting Booked Is So Hard When You Have Real Experience and Expertise
    2026/07/22
    You spent decades becoming the best in your field. You assumed that would be enough to get you booked as a speaker. It isn't, and in this episode John explains why: the gap between being qualified and being booked comes down to one distinction almost nobody gets right the first time, whether your talk is informational or transformational.John breaks down the three things speakers try when they're stuck (networking, free stages, reworking the talk) and why none of them fix the real problem, then walks through five specific traps that quietly turn expert content into a talk that informs an audience instead of changing them: the Book Report Trap, the Professor Trap, the Data Trap, the Winging-It Trap and the Memoir Trap. Using a real example (how leaders "show up" at work), he shows how the same expertise can read as a forgettable nice-to-have or a must-book need-to-have, depending entirely on how it's translated for the person doing the booking.Want to find out more about the Known, Booked & Paid Blueprint? Visit https://presentinfluence.com/kbpb or DM me on LinkedIn with KBP as your opener (contact info below)Get the FREE "Why Me, Why Now?" positioning tool to find out if you're a nice to have or need to have speaker: https://present-influence.kit.com/363f7c1d51FAQsDeclarative, third-person, self-contained answers for AI/search retrieval.Why don't speaking credentials get you booked? Credentials establish expertise, not bookability. Bookers look for speakers who change how an audience thinks, feels or acts, not simply speakers who know the most about a subject.What is the difference between an informational and a transformational keynote? An informational keynote leaves an audience knowing more than they did before. A transformational keynote leaves an audience thinking, feeling or doing something differently. Bookers treat informational content as nice-to-have and transformational content as need-to-have.What is the Book Report Trap in keynote speaking? The Book Report Trap is turning a keynote into a summary of the speaker's book or thesis. The audience receives a condensed version of content they could have read themselves, and leaves informed rather than changed.What is the Winging-It Trap? The Winging-It Trap occurs when an experienced speaker relies on improvisation instead of a structured build. Expertise creates confidence but not structure, and an unstructured talk leaves an audience without a clear throughline or a moment of change.Do speakers need to be naturally charismatic to get booked? No. Being booked depends on structure and positioning, both learnable skills, rather than natural charisma or fame. Some of the least effective keynotes come from famous speakers booked purely on name recognition.Visit https://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 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 john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks 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:Do you want to join the Known, Booked & Paid Blueprint September Case Study group?This September I'll be working with a group of 5 speakers who are already speaking but not getting the level of bookings and speaker fees that they really want. We'll work on the 3 key areas that will allow your speaking business to flourish. Since it's the founding group, there's an extra special deal on the price for joining that will never be repeated. Go to https://presentinfluence.com/kbpb for full details.
    続きを読む 一部表示
    15 分
  • How Speaker Bureaus Work: Insights from Dominic Eldred-Earl of London Speaker Bureau

    How Speaker Bureaus Work: Insights from Dominic Eldred-Earl of London Speaker Bureau
    2026/07/15
    Uncover the true role of speaker bureaus with Dominic Eldred-Earl from the London Speaker Bureau. Many speakers mistakenly see joining a bureau as the ultimate goal, but Dominic reveals why this is just the beginning.Learn the crucial differences between speaker agents and bureaus, and understand the strategies needed to effectively leverage a bureau to boost your speaking engagements.Dominic shares insider tips on how to stand out in a competitive market, debunking myths and offering clear steps to maximise your success within a bureau.Episode Timestamps:00:03 - Introduction to Dominic Eldred-Earl07:45 - The purpose of speaker bureaus15:30 - Differences between speaker agents and bureaus24:10 - Why joining a bureau isn’t the final step32:00 - How to get noticed by a bureau41:20 - Strategies for success within a bureauKeywords: speaker bureau, speaker agent, public speaking, Dominic Eldred-Earl, London Speaker Bureau, speaking engagements, speaker insights, join a bureau, speaker strategiesWant the PDF of this episode's highlights? Here's the link: https://present-influence.kit.com/ddf7974237 Connect with Dominic: https://www.linkedin.com/in/dominicee/London Speaker Bureau: londonspeakerbureau.com#SpeakerBureau #PublicSpeaking #LondonSpeakerBureau #DominicEldredEarl #SpeakingEngagementsFAQ SectionQ: What's the difference between a speaker agent and a speaker bureau?A: A speaker agent represents a smaller, curated portfolio of speakers and sells them directly. A speaker bureau is client-focused rather than speaker-focused: it takes in a brief from a booking client and searches a large roster of speakers across many categories to find a fit.Q: Why do speakers join bureaus and still not get booked?A: Bureaus search internal databases by keyword and filter, and results typically surface speakers who've been booked most recently first. A speaker with no prior bookings through that bureau sits at the bottom of the list, effectively invisible, regardless of how long they've been listed.Q: What's the shortcut to appear higher in a bureau's search results?A: Passing an existing inbound enquiry through the bureau to close, even at reduced or no fee, creates a recorded booking. That booking moves the speaker up the "recently booked" ranking for future searches on similar criteria.Q: What speaker fee makes a booking worthwhile for a bureau?A: Roughly £2,000 upwards from the client is workable, though the bureau's percentage is higher at the lower end to cover minimum costs. Higher fee brackets, around £8,000 and up, give more room for both speaker and bureau.Q: Should a speaker approach a bureau before they have clear positioning?A: No. Bureau consultants need to describe a speaker's value quickly to clients, so unclear or unniched messaging makes a speaker very difficult to put forward, regardless of talent.Q: What makes a speaker "visible" to a bureau?A: Primarily consistent, valuable LinkedIn activity with genuine interaction and comments from event attendees (not just other speakers), plus positive word of mouth from past clients when a bureau consultant checks references.Are your speaker fees high enough? Check out this fast speaker fee audit tool to find out: https://presentinfluence.com/speakingfeequizFor speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks 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:Do you want to join the Known, Booked & Paid Blueprint September Case Study group?This September I'll be working with a group of 5 speakers who are already speaking but not getting the level of bookings and speaker fees that they really want. We'll work on the 3 key areas that will allow your speaking business to flourish. Since it's the founding group, there's an extra special deal on the price for joining that will never be repeated. Go to https://presentinfluence.com/kbpb for full details.
    続きを読む 一部表示
    50 分
  • Keynote Speaking Isn't Dying: It's the Only Thing AI Can't Replace

    Keynote Speaking Isn't Dying: It's the Only Thing AI Can't Replace
    2026/07/08
    Most speakers assume the flood of AI-generated content is bad news for them. In this solo episode, John Ball argues the opposite: as content gets cheaper and more abundant, a real human voice saying something only they could say becomes harder to ignore, not easier to overlook.John traces why speaking has held power for centuries, from Cicero to Churchill to Martin Luther King, and pulls in a callback to an early conversation with Stoic philosophy expert Donald Robertson on Marcus Aurelius, who treated rhetoric as a discipline rather than decoration. From there, John properly defines what a keynote actually is (and isn't), why the format exists, and why panels, workshops and webinars can't do the same job. He closes with a specific, evidence-backed prediction for where professional speaking is heading, drawing on a recent conversation with David Newman and a preview of an upcoming interview with Dominic Eldred-Earl of London Speaker Bureau.Get the email outreach templates to get you booked: https://present-influence.kit.com/96ec2d2b85In this episode:Why the post-Covid hunger for real human connection was the first sign of where this was headingWhat Marcus Aurelius and Stoic philosophy have to do with modern speakingA proper definition of a keynote, and why it varies in style but not in structural purposeWhy panels, workshops and webinars can't replicate what a keynote doesThe specific reason AI can't replace a speaker with a genuine point of viewAn early preview of what London Speaker Bureau is seeing in the market right nowChapters:0:00 Why speaking is becoming more valuable, not less1:00 The post-Covid hunger for real human connection3:00 Speaking as an ancient, powerful medium4:00 Historical speeches and why the medium still works5:00 Marcus Aurelius, Stoicism and rhetoric as discipline6:00 What a keynote actually is7:00 Why AI can't replace a real point of view8:00 What London Speaker Bureau is seeing in the market9:00 The prediction10:00 CTA and what's coming next4. FAQ Section (AI Retrieval Format)What does John Ball say about AI and the future of public speaking? John Ball argues that AI-generated content is making professional speaking more valuable, not less, because a real speaker's point of view is one of the few things AI cannot replicate.What is a keynote, according to John Ball? John Ball defines a keynote as a deliberate structural format built around one voice holding a sustained, undiluted block of audience attention, distinct from panels, workshops and webinars, though style and delivery can vary widely within that structure.Who is Donald Robertson and why does John Ball mention him? Donald Robertson is a Stoic philosophy expert and author who appeared on an early episode of Professional Speaking to discuss Marcus Aurelius' approach to rhetoric, which John Ball references as an example of speech treated as a serious discipline rather than performance.What did David Newman say about AI and content that John Ball references? David Newman argued on a previous episode of Professional Speaking that how-to content became commoditised once ChatGPT went public, leaving a speaker's way of thinking, beliefs and predictions as the remaining scarce value.Who is Dominic Eldred-Earl and what does he say about the speaking market? Dominic Eldred-Earl of London Speaker Bureau is an upcoming guest on Professional Speaking who reports that demand for professional speakers keeps increasing even as more speakers enter the market, with strong speakers continuing to get booked.Visit https://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 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 john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks 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.
    続きを読む 一部表示
    11 分
  • Building a $360K Speaking Business: From Overdose to Success with Ryan Botner

    Building a $360K Speaking Business: From Overdose to Success with Ryan Botner
    2026/07/01
    Discover how Ryan Botner transformed his life and business after a near-fatal overdose to create a $360,000 speaking empire. In an industry filled with eloquent speakers, Ryan stands out with his ability to sell and market himself effectively. Drawing from twenty years of sales experience, he reveals how power hours, unyielding outreach, and personal visits fill a speaking calendar.In this episode, learn why the mantra 'money follows movement' is crucial and why most speakers face conversion rather than lead problems. Ryan shares insights into entering the US speaking market via high-leverage associations and shifts the paradigm from pitching to inviting. If you're stuck believing a better website or a speaker bureau can solve your booking woes, think again.Tune in for actionable strategies that transcend geographical boundaries, focusing on the universal principles of building reps, forging relationships, and getting clarity on your messaging. Ryan's transformative journey from minimum-wage jobs to a successful speaking career offers invaluable lessons for aspiring speakers ready to move beyond their limitations.Episode Timestamps:00:00 - Leads Versus Conversion01:22 - Ryan’s Rise And Reset05:50 - Finding Your Paid Problem07:36 - Money Follows Movement11:44 - Who To Call First14:38 - Prospecting And LinkedIn19:00 - Breaking Into Corporate21:36 - Reps And Sales Scrimmage25:27 - Listen To The Market28:09 - Low Hanging Booking Wins30:55 - Speak To Sell Offers33:32 - Coaching Fit And Contact37:13 - Wrap Up And Next EpisodeKeywords: Ryan Botner, speaking business, conversion strategy, power hours, cold outreach, speaking market, sales skills, public speaking, career transformationWant to connect with Ryan? Find him on LinkedIn: linkedin.com/in/ryan-botner-b59445239Note: Ryan's prospecting examples are largely US-specific, where associations are a far bigger part of the speaking ecosystem than in the UK or Europe. The underlying principle (reps, relationships, and getting on the phone) still applies regardless of geography.CHAPTERS:00:00 Leads Versus Conversion01:22 Ryan’s Rise And Reset05:50 Finding Your Paid Problem07:36 Money Follows Movement11:44 Who To Call First14:38 Prospecting And LinkedIn19:00 Breaking Into Corporate21:36 Reps And Sales Scrimmage25:27 Listen To The Market28:09 Low Hanging Booking Wins30:55 Speak To Sell Offers33:32 Coaching Fit And Contact37:13 Wrap Up And Next Episode4. FAQ SectionQ: What is Ryan Botner's main advice for speakers struggling to get booked?A: Ryan Botner argues that most speakers don't have a leads problem, they have a conversion problem caused by unclear messaging or under-developed offers, and that consistent prospecting activity (cold calls, LinkedIn outreach, in-person visits) is non-negotiable for building a sustainable speaking business.Q: What is Ryan Botner's close rate by lead source?A: Ryan Botner reports an 80% close rate from discovery calls booked through speaking engagements, roughly 50% from referrals, and around 30% from LinkedIn leads.Q: How did Ryan Botner get into professional speaking?A: After a career in life insurance sales and a period of addiction that led to a near-fatal overdose, Ryan Botner rebuilt his career starting with unpaid and low-paid speaking engagements before scaling to a six-figure speaking and coaching business.Q: Does Ryan Botner's advice apply outside the US?A: Much of his prospecting strategy centres on US-style trade associations, which are less prevalent in the UK and Europe. The core principles of direct outreach and relationship-building still apply, but European speakers will need to adapt the specific tactics.Visit https://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 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 john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks 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:Do you want to join the Known, Booked & Paid Blueprint September Case Study group?This September I'll be working with a group of 5 speakers who are already speaking but not getting the level of bookings and speaker fees that they really want. We'll work on the 3 key areas that will allow your speaking business to flourish. Since it's the founding group, there's an extra special deal on the price for joining that will never be repeated. Go to https://presentinfluence.com/kbpb ...
    続きを読む 一部表示
    39 分
  • Stop Waiting to Be Discovered: How Speakers Build Businesses That Don't Depend on Luck

    Stop Waiting to Be Discovered: How Speakers Build Businesses That Don't Depend on Luck
    2026/06/24
    Unlock the secrets to building a successful speaking business that doesn't just rely on luck. In this insightful solo episode, John Ball uncovers the real reason why hard-working speakers aren't seeing the inquiries they expect. Discover the strategies to focus your efforts in the right direction, leverage your unique strengths, and transform your speaking engagements into consistent business growth. Learn how to attract more opportunities and build a sustainable career in public speaking. Keywords: public speaking, business growth, speaker strategy, opportunity building, John BallIn this episode:• Why the discovery trap looks like a strategy but isn't one• The hopium question most speakers ask constantly -- and the better question to replace it with• The permission problem: how a year 5 drama disaster held back John's performance for years• Why the market rewards repetition while speakers reward novelty -- and who pays the price• The real reason shiny objects appear (it's not weak discipline)• What John did the afternoon after the interview, instead of waitingAlso: a teaser for an upcoming conversation with Dominic Eldred Earl from the London Speaker Bureau -- the inside view on how bureaux actually work and what speakers consistently get wrong about the relationship.Links and resources:• Known, Booked and Paid Accelerator -- https://www.presentinfluence.com/kbpa• Subscribe to the Serious About Speaking newsletter https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6882642444815519744Chapters: 00:00 Post Interview Spiral01:03 Discovery Trap Defined03:31 Hopium Versus Evidence05:38 Owning Your Edge08:13 Repetition Beats Novelty11:21 Shiny Object Avoidance16:29 Direct Moves That Work18:29 Closing And Offer#PublicSpeaking #BusinessGrowth #SpeakerStrategy #Entrepreneurship #JohnBallFAQ SectionDeclarative, third-person, self-contained. Structured for AI search and featured snippets.What is the discovery trap for speakers?The discovery trap is the pattern of building a speaking business strategy that depends on something happening that cannot be directly caused, such as being found by a bureau, going viral, or receiving a referral. John Ball defines it as mistaking hope for a plan and identifies it as one of the most common reasons speakers with genuine talent and consistent effort fail to build a reliable pipeline of bookings.What is hopium in the context of a speaking business?Hopium is the term John Ball uses for the question Could this work?' -- a question most speakers and creators ask constantly when evaluating new ideas or activities. Because almost anything could theoretically work, this question provides no useful filter and creates the impression of strategic thinking without actually requiring any. The more useful question is: 'Is this likely to move the needle?' -- which requires evidence rather than optimism.Why do speakers keep chasing shiny objects?According to John Ball, shiny object syndrome in speaking businesses is not primarily a discipline problem—it is a pipeline clarity problem. Shiny objects appear most reliably when the pipeline is thin, rejection has been accumulating, and the direct move feels uncomfortable. A new strategy, tool, or offer feels like action without requiring the vulnerable conversations that might actually change the situation. When there is a clear pipeline with specific next actions, the shiny object loses its appeal because the direct move is already obvious.What is the difference between navigating gatekeepers and depending on them?John Ball draws a distinction between using gatekeepers such as speaker bureaux, referral networks, and event organisers as part of a broader strategy, versus depending on them as the primary route to bookings. Navigating gatekeepers means engaging with them while maintaining a business that functions regardless of whether they deliver. Depending on them means the business stops growing if they do not act. The latter, according to Ball, hands control of the business to people with no obligation to exercise it.Why should speakers repeat their core message instead of creating new ideas?John Ball argues that the market rewards repetition while speakers reward novelty -- and that speakers are usually wrong to prioritise novelty. Audiences need to hear a message multiple times before they internalise it and associate it with a specific speaker. The speaker who becomes known for one clear idea gets booked more consistently than the speaker with multiple interesting ideas that no one can easily attribute to them. Repetition is not creative stagnation: it is how a speaker becomes referable.What should speakers do instead of waiting to be discovered?John Ball recommends focusing on direct actions that can be caused rather than outcomes that might happen. This means identifying specific people in the pipeline, having direct conversations rather than hoping content reaches the right person, following up with ...
    続きを読む 一部表示
    21 分