DOTTIE WALTERS' SPEAK & GROW RICH
Monthly E-News

January 2004

For Professional Speakers, Authors, and Consultants
FROM THE PUBLISHERS OF SHARING IDEAS NEWSMAGAZINE
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In this issue...
1. Roaring Money Streams - Dottie Walters, CSP
2. Tips from our Readers
3. What's Next
4. Upcoming events with Dottie Walters
5. More resources for Speakers, Authors, and Consultants
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"Happiness lies in the joy of achievement and the thrill of creative effort."
-Franklin D. Roosevelt
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Roaring Money Streams
by Dottie Walters, CSP
http://speakandgrowrich.com
 
Perhaps you have read Robert Kiyosaki's Best Selling Book, "Rich Dad, Poor
Dad" or Robert Allen's book "Multiple Streams of Income."  If you set up many ways of earning income in the Speaking Business, you will be covered if one falls back and of course you should constantly keep your eyes open for additional opportunities.

To name a few of the ways speakers add to their speaking income, we must include consulting to both individuals and to Corporations, becoming an Expert Witness for court cases in your field, working with promoters who put on big events, and use many speakers.

In future issues we will talk about more ways to create multiple money
streams, however today I would like to suggest to you that what I have listed below are just the tip of the iceberg. 

1. FEE Speaking at Conventions for Associations. You may think that this is obvious, but many speakers have told me they always speak free because they don't believe their clients have any money.  They don't realize that they DO have money if your topic will HELP THEIR AUDIENCE. Cheap is not attractive, problem solving is.

2. Speaking for Corporations. 

OK-these top 2 are obvious, now we'll move to income streams you may not have thought of yet!

3. Always ask the Meeting Planner (who is the buyer) at the time you are negotiating your contract. Ask about the day they need you. Ask if they have any empty spots on the program that same day, and would they like your 2nd topic, maybe for their managers? Or other special groups like their sales team. Money Stream!" Remember-You are a bargain at your regular rates for these extra sessions because they do not have to pay for extra air fares or hotel fees. Charge by the hour.  You are not FREE, you are a quality bargain.

Ask the Meeting Planner if they will have a "Panel Program" while you are
there. Often speakers arrive the afternoon before they are to speak. If the Meeting Planner is scheduling one-ask if they would like a Participant, or a CHAIR! 

Tell the Meeting Planner how good you are at this. Charge a fee for either
one.  The "Chair" should earn about 3 times the amt. of the Panel Participant.

The Meeting Planner will give you a big smile because THAT problem is solved! And you have added another Money Stream!

4. ASK the Meeting Planner: if they have a newsletter, these are usually monthly, for their members or employees. They need Articles on your Topic, that is why they are BOOKING YOU. If they do have such publications-offer 12 Articles in a package, one for each month of the year, with more information on your topic. Many speakers charge $100.00 per article in a set of 12. (Total $1,200.00.) Or a set of customized articles written by you just for their group for $300.00 per article in a set of 12. (Total $3,600.00) What if they have 2 separate Newsletters? Can you write a separate set of articles for the 2nd publication? BIG MONEY STREAM!

5. Create a package or bundle of your products for each of your topics. Most Meeting planners have TWO budgets: One for "Speakers Fees." They also usually have a budget for "Educational Materials." A great way to sell large amounts of your products for their audience in advance. This is a very BIG Money Stream indeed! When you find a product, such as an audio, video or book that ties in well with your topic-arrange to purchase those products at wholesale, and increase the size of your Educational Materials packages. It is a good idea to also always be working on your "Next Product " of your own. At least 1 per year.
        
6. Offer to do a series of follow up seminars for your clients’ Managers or other groups like salespeople via phone conference, once a month for a year. 
Arrange this as part of your original contract.  Send an e-mail to each
participant reminding them about the next date and time. Record the session. Send a copy to the President of the organization each month. Be sure to tell your participants you are doing this. Thus-you become a continuous advisor to the group. Set your own price. One speaker I know charges $5,000. Per program x 12 months, this comes to another $6O,000.00. Add this to your other Money Streams. If
you create a special workbook for these sessions, charge for these
separately. Another Money stream!  Sell advertising to clients who want to reach your audience in your workbooks. Thus all your printing is paid for in advance, and you have the total retail cost as clear profit.  
           
7. Teach the Speakers Bureaus you work with how to write these Money-Streams in addition to your speaking fees by using a powerful Fee Menu you provide to them. It is so simple when whoever is making the sale sends the Fee Menu thru to the Meeting Planner when discussing the contract. Our bureau usually sells additional products and services to 3 out of 4 of each contract we write. 
Wait—Are you asking if your Speakers Bureaus will like the idea of helping their Meeting Planner clients with many services such as these -- and bringing in a larger total fee for the Speaker by doing so?  OF COURSE!   Bureaus work on straight commission!  You only pay them when they obtain a booking for you.  
All straight commission sales people love to sell larger orders.

There are MANY MONEY STREAMS!

Money Stream Results: The meeting planner is delighted. The speakers bureau is also because they earn a larger commission, and what about you, the speaker?

Could you bear to increase your earnings significantly?  

I think it was the 20’s vaudeville star Sophie Tucker who was famous for
saying: "I've tried Rich, and I've tried Poor. RICH IS BETTER!"

What is the lesson for 2004? "Give your clients and bureaus more and better service – do wonderful things that no one else has thought of yet!" As my Friend of the mind Benjamin Franklin said : "Observe, Think, and Act!"

For information on one-on-one career consultations with Dottie please visit:
http://speakandgrowrich.com/dottie_walters_consulting_services.htm
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Tips From Our Readers

FROM:
Jack Zufelt "Mentor to Millions"
International Speaker and Author of "The DNA of Success", "The Power of
Desire", and "How to Use the Conquering Force Within You"
http://dnaofsuccess.com

"Making a lot of money as a speaker is quite easy IF you take advantage of all the sources of income that are available. Many speakers only get income from one or two. Here are some. Higher fees. Charge more if your material is that good. Unlike wine your message should not be more valuable over time. It either has a lot of value today or it doesn't. Include consulting in what you offer. $30,000 to $100,000 contracts are available for consulting, which also usually includes one or more speeches.

Books, booklets, audio and video programs for back of the room sales are very profitable. Several thousand dollars can be made at each speech. Add an ezine newsletter to create added value to whatever you are selling. Ezines have minimal cost to you but add tremendous value to whatever you are selling. Plus these help you build your database of customers who will buy your other products.

Sell your products on the Internet. Using affiliates to help you do that is a great way to accelerate Internet sales. Thousands of dollars a week can be made this way."

Do you have a valuable tip that you would like to share?
Email: Michael@speakandgrowrich.com 
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Next month's Speak and Grow Rich eNews we will be surveying some of the top speakers bureaus in the industry. We will be publishing what they look for in speakers, what some of the most common mistakes speakers make when approaching bureaus and much MORE.
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Upcoming Events with Dottie Walters

Mark your calendars and don't miss the 2004 Magnificent Marketing Symposium for speakers, authors and consultants. September 16-19, 2004 Universal Sheraton,
Hollywood, CA USA. Special early bird registration rates available. (626)
335-8069
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Next 2 Day Speak and Grow Rich Master Weekends will be held:
January 24-25, 2004 Glendora, CA USA (626) 335-8069
February 28-29, 2004 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:
January 17 Atlanta, GA - The Knowledge Shop (678) 766-6666
February 7 Los Angeles, CA - The Learning Annex (310) 478-6677
http://speakandgrowrich.com/speaking_seminar_schedule.htm
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More resources for Speakers, Authors and Consultants
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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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Our sites are fast, friendly and action oriented. Sell your seminars, books, tapes, videos, downloadable materials, and more. New products and related information can be easily added or updated by the site owner from anywhere that there is Internet browser access.
Call (800) 994-5800 for a F-R-E-E website consultation.
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(Creators of http://Speakandgrowrich.com)
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Check out the Yearbook of Experts, Authorities & Spokespersons at
www.Yearbook.com.   They have lots of features including www.NewsReleaseWire.com,  www.RadioTour.com and www.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!

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!