DOTTIE WALTERS' SPEAK & GROW RICH
Monthly E-News

October  2003

For Professional Speakers, Authors, and Consultants
FROM THE PUBLISHERS OF SHARING IDEAS NEWSMAGAZINE
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In this issue...
1. Increase Your Speaking Income With Consulting-Dottie Walters, CSP
2. Ten Tips for Getting That Consulting Assignment-Tom Lambert
3. Coaching: A Billion $-$-$ Opportunity - John Hall
4. Walters International Speakers Bureau Launches New Website!
5. What's Next
6. Upcoming events with Dottie Walters
7. More resources for Speakers, Authors, and Consultants
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"Motivation is everything. You can do the work of two people, but you can't be two people. Instead, you have to inspire the next guy down the line and get him to inspire his people." -Lee Iacocca
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Increase Your Speaking Income With Consulting
By Dottie Walters, CSP

One day as I was reading some of Benjamin Franklin's marvelous material, I
noticed how often he used the words "I observed."  To observe does not mean to glance, it means to think.  So many speakers do not think out the possibilities for continuing consulting opportunities to be of great value to their speaking clients.

Ask yourself:  "Are you leaving literally thousands of dollars lying on the
lectern, when you could be offering your speaking clients long term consulting help as a follow-up to your program?"

A very successful speaker I know lists his "Managers Telephone Round Table Sessions" right on his Fee Menu.  The client arranges for the "Bridge" calls.  The speaker reminds the managers of the topic they will discuss in advance via email for this weekly 1 hr. session The speaker also records the session, and reminds the managers that a copy will be sent to the president of their company.

This particular speaker charges $2,000. per session, 52 sessions per year
That comes to $108,000.  Think about it.  Think of the value to your client and the managers who have the back-up of a real expert every week!
 
Are you the EXPERT your clients so desperately need?

I noticed in the Business Section of the Los Angeles Times a story about some businesses being fined tremendous amounts for "Wrongful Firing" and also "Sexual Harassment."  Soon afterwards a fine woman attorney arranged to consult with me.  I asked her if she had seen the story.  She said that those problems were her area of expertise. Then I asked her if she knew what kind of businesses were being handed the HIGHEST fines.

Her reply was:
"Of course!  It is public record."  I suggested that she obtain a list of
these businesses, and showed her how to approach the associations whose members had been hit hardest.  They immediately decided to work with her and all of their association members wanted her to come in and SPEAK for them, then CONSULT with them until they were doing everything to comply with the law.
 
Soon she had so much follow-up consulting business, she decided to train
other attorneys to do that part of her business.  She continued with her programs for the Association Conventions.  Soon she had 30 other attorneys doing the follow-up consulting and, of course, she earned a commission on these follow-up consulting sessions.

Please think about this: Some of the most successful program titles today solve problems. One I like very much developed out of a survey of managers made by Dr. Ken Blanchard. He asked the managers, "What is your greatest problem?" 
The answer was one word.  "TIME."  You have heard of the many, many programs and products he has created whose titles all begin with "The One Minute…" I suggest that you give some deep thought to the problems your program and your follow-up consulting can solve.  Your expertise is worth a fortune to you and to your clients. 

Do Speakers Bureaus like to write larger contracts to include consulting? Of course!
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Ten Tips for Getting That Consulting Assignment

By Tom Lambert, The Consultants Consultant
http://consultantsconsultant.com
http://centreforconsultingexcellence.com

1. Recognize that research shows that between 11% and 15% of an audience will be assigning consultants within 12 weeks on average. It is a major opportunity.

2. Be confident that every type of organization from church to conglomerate uses consultants these days.

3. Don't leave your audience in any doubt. Tell them that you do accept
consultancy assignments and get paid for doing them, but tell them subtly
through for example, through little case studies or throw away lines.

4. Keep case studies very short include no detail that leads the listener to
think, "Yeah, but that is different from my situation."

5. Quantify achievements where you can, but be very careful not to give away commercially sensitive information.

6. Don't mention clients by name. Most expect confidentiality and if you
mention one -- even one that has given you permission to use their name --some of your audience may worry that you are a name-dropper.

7. Be accessible. Show by your demeanor while talking that you are the kind of person that people like to talk to.

8. Be accessible. Be there for the whole of the conference. When I get paid thousands of dollars for working for around 40 minutes at a conference I feel that I'm being paid to be accessible to my audience when it suits them to talk with me.

9. Be accessible. Avoid back of the room sales. Why should I have to buy your book to talk to you if I am planning on giving you paid work?

10. Be accessible. If networking takes place at a reception get your drink -- preferably a soda or fruit juice -- in your hand and stand where people can easily see you and reach you.

Tom Lambert, Professor of Consultancy at Rushmore University www.rushmore.edu
Author of: "High Income Consulting", "The Power of Influence", Key Management Tools" "The Big Book of E-Commerce Answers",  "Key Management Solutions", "E-Market Dominance", "Making Change Pay", "High Value Consulting", "Key Management Questions" (September 2002), and "21st Century Consulting" (An "e" professional development guide)
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Coaching: A Billion $-$-$ Opportunity
By John Hall
www.hallcareer.com

By offering a package which includes "Coaching" speakers and trainers can
dramatically increase the value their clients receive while increasing their
personal income. In his book "Working With Emotional Intelligence" Daniel
Goleman has a chapter titled "The Billion-Dollar Mistake" in which he tells the reader that business and industry waste billions of dollars annually on speakers and trainers, because one time presentations and workshops rarely increases individual performance. Simply put "Knowing does not equal doing." Goleman goes on to tell us that permanent change requires the retooling of ingrained habits of thought, feeling and behavior.

It should be noted that a "coach" is very different from "a consultant." The consultant is an authority who tells the client how something should be done. A coach assumes the client already has the answer and uses non-directive strategies and questions to help the client develop their own answers, which results in a much stronger client buy in.

Coaching is a methodology by which you can effect substantive change
following keynotes and/or training sessions, by offering follow-up coaching.
 
Coaching agreements can range from a few weekly sessions to long-term retainer arrangements. For more information on coaching go to the Professional Coaches and Mentors Association (PCMA) Web site: www.pcmaonline.com.

John Hall is a Past President of the National Speakers Association's Los
Angeles Chapter, on the National Board of the Professional Coaches and
Mentors Association and a Franklin Covey certified coach. You can contact him at:

Hall Career Services
Coaching Mid-Career Managers & Executives Achieve Their Potential
(949) 442-8385
www.hallcareer.com
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**Walters International Speakers Bureau Launches New Website!**
We are proud to announce the launch of our newly overhauled website for
Walters International Speakers Bureau at: http://walters-intl.com. The new site features a searchable directory of speakers, opt in eNews for Meeting Planners and will feature many more valuable resources for meeting professionals.
 
Speakers whose keynote fees are $3,000 and higher that wish to be suggested by Walters International Speakers Bureau should contact Dottie Walters dottie@speakandgrowrich.com. Our requirements for new speakers can be found at http://walters-intl.com/speaker.html. Our online directory is powered by eSpeakers so you must have a listing with eSpeakers to be considered for our searchable directory on the web. Please see the information below for more information on eSpeakers and their 30 day trial offer.
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Next month's Speak and Grow Rich eNews will be full of ideas on creating and marketing products! Books, Audio's, eBook's, Downloadable Reports and much MORE.
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Upcoming Events with Dottie Walters
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Next 2 Day Speak and Grow Rich Master Weekends will be held:
November 8-9 Toronto, ONT Canada (877) 277-1240
December 13-14 Glendora, CA USA (626) 335-8069
http://speakandgrowrich.com/speaking_seminars_master_weekend.htm
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SPECIAL Condensed Speak and Grow Rich Workshops:
October 16 Denver, CO - Colorado Free University (303) 399-0093
October 25 Los Angeles, CA - The Learning Annex (310) 478-6677
November 10 Chicago, IL - The Discovery Center (773) 348-8120
November 15 San Francisco, CA - The Learning Annex (415) 788-5500
November 22 Seattle, WA - Discover U (206) 365-0400
January 17 Atlanta, GA - The Knowledge Shop (678) 766-6666
http://speakandgrowrich.com/speaking_seminar_schedule.htm
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More resources for Speakers, Authors and Consultants
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eSpeakers-provides professional speakers with innovative software tools
to do more in less time. Our flagship product eVentPRO helps manage your
office, while our newest product Marketplace provides an Internet
gateway to speaker bureaus. Find out more about these tools
eVentPRO: http://www.espeakers.com/eventpro 
Marketplace: http://www.espeakers.com/marketplace/speakers.html
To get your free 30 day trial, use ESPK code during signup.
http://www.espeakers.com/information/30day.html
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Sharing Ideas Newsmagazine-Don't miss all the latest cutting edge information for today's speaking industry! Subscribe to Sharing Ideas the #1 Magazine for Professional Speakers Authors and Consultants. Subscription includes the latest DIRECTORY OF SPEAKERS BUREAUS ON CD! http://www.speakandgrowrich.com/sharing_ideas_overview.htm
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Check out the Yearbook of Experts, Authorities & Spokespersons at
www.Yearbook.com.   They have lots of features including NewsReleaseWire.com, RadioTour.com  and ReviewBook.com, plus you can download their complete book at www.YearbookPDF.com free of charge.  To be included check on the signup flag at www.Yearbook.com, they have a $100 discount offer right now with free months.
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We want to thank our readers for the wonderful comments and feedback we have received about our eNews. Much appreciated!
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Best wishes for your success!
Dottie Walters, CSP
International Speaker, Author, Consultant
Author Highest Rated book In THE Speaking WORLD, SPEAK & GROW RICH
Publisher/Editor: SHARING IDEAS newsmagazine, 25th year of publication
President/CEO, Walters International Speakers Bureau
Publisher, International Directory of Speakers Bureaus
Founder, International Association of Speakers Bureau Owners, IASB
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Don't miss all the latest cutting edge money making information for today's speaking industry!