|
July 2003
For Professional Speakers, Authors, and Consultants
FROM THE PUBLISHERS OF SHARING IDEAS NEWSMAGAZINE
====================================
IN THIS ISSUE...
1. BUREAUS AND SPEAKERS STRUGGLE WITH HOLDS
2. SPEAKERS BUREAUS FORM STRATEGIC ALLIANCE
3. WHAT'S NEXT
4. UPCOMING EVENTS WITH DOTTIE WALTERS
====================================
When asked to describe a great speaker, Socrates said:
"A great speaker is first a great person—who happens to speak well."
====================================
BUREAUS AND SPEAKERS STRUGGLE WITH HOLDS
by Dottie Walters
Whenever speakers bureaus and speakers get together, they discuss the subject of "holds" and problems associated with them. Here is an example of how one
of the most common problems occur. We appreciate your comments.
The "HOLDS" problem:
Bureau complaint: Bureau #1 calls a speaker and asks if a certain date is
available. If so, the Bureau has the speaker put a "HOLD" on the date and the speakers marketing package is sent to the bureau's client so they can make a
final decision on the booking. Some bureaus keep quantities of the speakers materials on hand, and do the mailing themselves. Some bureaus have the speaker send
their own materials to the client. The bureau has already gone over speakers fees with the client, has sent a preliminary list of other suggestions and has
narrowed the choices to only a couple of prospects. The bureau usually has also sent over a contract to be signed to confirm the booking. Bureau #2
happens to be talking to the same client. The client says they are working with Bureau #1 on a date with the speaker from Bureau #1. Bureau #2 tells the client
they can get a fee reduction and asks, "If I can get the speaker to bring the price down, will you switch to me on this booking?" If the Client agrees,
Bureau #2 calls the speaker. Being afraid of losing the date, the speaker agrees
to work with Bureau #2 for a lower fee. Bureau # 1 loses the booking.
Speaker complaint: Speakers say the Bureaus do not let them know they have
NOT been chosen by the client fast enough. Sometime the client takes a while to decide on a speaker for their event and there are many factors involved such a
decisions made by committee, etc. Sometimes the speakers feel that the bureaus are not working hard enough on their behalf and are not aggressively working
to close the sale and then proceed with the second bureau in fear of losing the booking all together.
To get started on thinking of solutions, here is an idea I have on this,
suggested by one of our speakers. Do send in your comments. We will print many of
your responses in next month's E-NEWS
My idea for a solution is to have the speaker sign a "Loyalty Agreement"
along with their present "Non Exclusive Bureau contract" with the Bureau. This idea comes from speaker, Graham Foster of Australia. He was the Keynote Speaker
at the recent Washington, DC Convention of the International Association of Speakers Bureaus and has a long history of Executive Management. I believe
Graham is right. The loyalty has to come from the speaker. The speaker must say "No, I stand by the Bureau who has presented my materials to this client, and I
will send all leads from this booking back to this original bureau."
SECOND HOLDS: Many speakers will place a "Second Hold" on a date if they are
holding it for an altogether different client. This is common practice and they usually will quickly follow up with the first client to confirm or release
the first hold.
====================================
SPEAKERS BUREAUS FORM STRATEGIC ALLIANCE
SAN DIEGO, CA - The San Diego-based sports speakers’ bureau, Athletic
Appearance, has formed a strategic alliance with Walters International Speakers Bureau, a Los-Angeles based, 30-year-old powerhouse in the speaking industry, to
collaborate on speaker promotion and athlete appearances. Andrew W. Kline, CEO of Athletic Appearance, says," The partnership is intended to develop new
business and offer additional services to existing Meeting Planner clients. "We are
offering an exceptional set of services and expertise to clients," says Kline. "To be able to marry Walters International's access and professionalism in
the speaking industry to Athletic Appearance's skills in the sports arena is an entirely new and unique proposition."
The deal will allow Walters International to utilize Athletic Appearance's
access to world sports speakers, which includes athletes, coaches and sports celebrities around the world. Athletic Appearance will be able to share Walters
International's vast database of professional speakers, which includes over 30,000 speakers worldwide.
The deal was struck after Dottie Walters, CEO of Walters International, and Kline met face-to-face at Walters' Ranch in Glendora, California. The exclusive
deal is an alliance and not a merger of any kind, neither Athletic Appearance nor Walters International will receive equity in either company. The two
companies will split profits, and executives from both companies will work together on exciting new projects.
Known affectionately as the "Queen Bee" in the speaking industry – Dottie Walters is the Founder of the International Association of Speakers Bureaus,
IASB, and is a Vanguard member of the National Speakers Association. Walters is
also the author of many books including the industries’ highly rated "Speak and
Grow Rich," and publishes the leading industry magazine "SHARING IDEAS ," which is distributed throughout the speaking world. Walters has spoken all over
the globe. She is famous for her coaching work to assist aspiring speakers and Speakers Bureaus with building their careers and businesses.
Kline is a San Diego State football Alumni. He was an All-League lineman for the Aztecs. Kline was drafted by the St. Louis Rams in 2000 and played along
side football greats Marshal Faulk and Kurt Warner before retiring due to multiple concussions. Kline also serves on the board for the NFL Youth and
Education Center, is the Director of The Australian Surf Academy and is involved with
local charities and associations.
Walters Vice President, Michael MacFarlane stated: "We are very pleased with this new alliance which will enable both our Bureau and the Athletic
Appearance bureau to locate quickly the perfect speaker for Meeting Planners of all
kinds. A great idea!"
====================================
NEXT MONTH'S SPEAK & GROW RICH E-NEWS will be full of ideas on setting your
speaking fees, accessorize your programs with your other products and services by putting together a powerful fee menu which will immediately increase your
income!
====================================
Don't miss all the latest cutting edge money making information for today's
speaking industry! Subscribe to Sharing Ideas Newsmagazine the #1 Magazine for
Professional Speakers Authors and Consultants.
Subscription includes current bureau directory and 2 hour audio CD on "How to be Booked by Speakers Bureaus" by Dottie Walters
====================================
NEXT 2 DAY Speak and Grow Rich Master Weekend will be held:
August 23-24, 2003 Glendora, CA (626) 335-8069
October 4-5, 2003 Glendora, CA (626) 335-8069
http://speakandgrowrich.com/speaking_seminars_master_weekend.htm
====================================
SPECIAL 1 DAY Condensed Speak and Grow Rich Workshops
August 2, 2003 Los Angeles, CA - Learning Annex (310) 478-6677
August 3, 2003 San Diego, CA - Learning Annex (619) 544-9700
http://speakandgrowrich.com/speaking_seminar_schedule.htm
====================================
SPECIAL MONEY STREAMS PHONE CONFERENCE
FOR SPEAKERS/ AUTHORS/CONSULTANTS
August 16, 2003 10:00 AM - 12:00 NOON Pacific Standard Time
Call (626)335-8069 to register.
http://speakandgrowrich.com/dottie_walters_phone_seminars.htm
====================================
DON'T MISS the 2003 Magnificent Marketing Symposium for Speakers Authors and Consultants. Featuring Tom Antion, Jeff Herman, Elsom Eldridge, Dottie
Walters, John Kremer, Dan Poynter plus many more of the Speaking Industry's TOP Marketers. A MUST for Speakers, Authors, and Consultants at every level!
September 18-21, 2003, Universal Sheraton-Hollywood, CA
To register and to find out more please visit:
http://speakandgrowrich.com/s_2003_mm_overview.htm
or call (626)335 -8069 for your free brochure.
====================================
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
____________________________________________________________
Don't miss all the latest cutting edge money making information for today's
speaking industry!
Subscribe to Sharing Ideas Newsmagazine
the #1 Magazine for Professional Speakers Authors and Consultants.
Subscription includes valuable gift package.
|
