Valtimax Videos

  • The Truth About How You Make Money

    Many salespeople have lost focus on the most important aspect of their jobs.

    They are so busy pushing their product down the throats of their clients, they miss the entire focus of their job: To solve a problem.

    This video will help you get on track and make more money.

    Be sure to connect with us on Facebook:

    http://Facebook.com/FourMinuteFixation

    Here is the transcript of this episode of Four Minute Fixation:

    The Truth About How You Make Money

    I’m Dave Lorenzo and this is a different type of episode of Four Minute Fixation.

    I want to address something with you that is an epidemic. You see it all over television these days, especially if you watch TV news. I see it more and more. It’s starting to creep into business, and it will really have an impact on your ability to make money. That’s why the title of this episode is How You Make Money. I don’t care what business you’re in. I don’t even care what role you’re in. You make money by solving problems for people. If you sell products your products must solve a problem for someone. Sometimes that problem may be achieving a goal, or fulfilling a purpose or a specific need. Other times it’s a real serious problem. Solving problems for people is the byproduct of finding out what they need, helping them understand their needs, and then helping them want the solution that you can provide to help meet their needs.

    I’m going to say that again because it sounds a little funny. Most people don’t realize what the problem really is so they don’t understand what the solution really is, and they don’t want the real solution, because they don’t know what it is. So your job is to help understand the problem, convey that understanding to your client, and then find the solution for them, and provide it. This requires you to listen, and that’s how you really make money. Now the issue that I see, the thing that’s become epidemic is people not listening to one another. We get all wrapped up in emotions, and we get firmly entrenched in our positions, and we become defensive, and we stop talking. Or worse, we start yelling at one another.

    The key is understanding what your clients’ problems are, and then helping them solve those problems. So you have to listen. My rule of thumb is that we should be listening 80% of the time and only speaking 20%. Or even less. So I want you to think about this now. Think about how you provide your services to your clients. Do you go out and just ram your only solution down your clients’ throats? Do you go out and try and convince people that what you have is the best thing they are ever going to find? Or do you listen to their problems, understand what their issues really are, help them understand that they need it, and then allow them to make a choice? Do you do that?

    If you do you’ll be successful. If you just scream at them and try and shove your only solution down their throat, you won’t. We need to change the discourse that we all face these days. Whether it’s on TV, or whether it’s in our business lives, or even in our personal lives. What we need to do is we need to sit back and listen to other people. Understand why they feel the way they feel, help them get to the real root of their problem, and then help them solve their problem. That’s how you make money.

    I’m Dave Lorenzo. This is Four Minute Fixation. We’ll see you back here next time.

  • How To Develop A Client Community


    There are three main reasons to create a community for your clients:

    Reason One: They will invest more money in your services.

    Frequency of interaction builds trust. If your clients see you and interact with you more often, they will invest more of their money in you.

    You stay top of mind. People forget about products, services and people who are not “in their face.” If you stay connected with your clients as part of a community, they will never forget about you.

    You can introduce new products and services to them quickly. If you want to get immediate adoption of a new product or service, your client community will make it easy and natural.

    Reason Two: Clients who are members of your community will refer more frequently.

    If your clients feel they are part of something special, they will want to share it. That leads to referrals. It’s that simple.

    Reason Three: You will reduce client attrition.

    Clients who are part of a community are less likely to leave you for the competition.

    These are the reasons why you should create a client community. The video and transcript detail how.

    Subscribe:

    Remember to subscribe to Four Minute Fixation on YouTube: Subscribe on YouTube

    Great sales resource:

    Make sure you check out this great audio program in the Valtimax Resource Center:

    Everyone wants to know how to win people over to their way of thinking. Persuading a client to try a new product or service is never easy. Getting someone new to sample your services can take weeks (or months). Convincing your kids to clean their rooms is one of the toughest tasks a parent can face.

    But now there is a way to make those difficult persuasion tasks easy.

    My new audio program: Million-Dollar Secrets of Power Persuasion was developed to help you become a master-persuader.

    This great audio CD and workbook will help you make your case to your kids, your clients or a jury.

    Invest a an hour in this program and your persuasion skills will help you lead the pack and put more money in your pocket.

    Million-Dollar Secrets of Power Persuasion

    Here is a transcript of this episode:

    How To Create A Client Community

    Would you like your clients to spend more money on your products or services each and every single month? Would you like your clients to bring to your doorstep, qualified, new, prospective clients? How would you like your clients to invest their hard earned money in promoting you? I’m going to show you how to do that right now, so come join me.

    Hi I’m Dave Lorenzo and welcome to another edition of four minute fixation. Today we’re discussing how you can create a community, an engaged community, among members of your current client base. Think about this for one moment: There are people out there who know you, like you, trust you, and have enjoyed working with you in the past and they’re just sitting there waiting to promote your business. In fact, they’re waiting with their hard earned money in hand, looking to give it to you again, because they had such a great experience when they gave you their money the last time. But you’re not taking advantage of that right now. And why aren’t you taking advantage of that? Well, you’re not taking advantage of that because your clients don’t have a sense of community among all of them related to the service and the products that you’ve provided them.

    Think for a moment about Harley-Davidson or about Disney or about Weight Watchers. All of these places, all of these companies, have developed a sense of community among the folks who visit them. And what do they do? They invite the people who are their best clients to come and enjoy higher level products and services and they invite them to bring people they know in with them to experience the service and the power of their brand. Now you may be a small business owner. You may be an entrepreneur just starting something new. Or you may be a professional, like a lawyer or even a doctor, or an architect, or a real estate professional, and you’re saying to yourself, “I don’t have the resources to develop a huge brand like Harley-Davidson or like Disney” and that’s fine.

    What you can do is create a group that meets perhaps once a month for breakfast or lunch and you discuss things that are important and relevant in your local community. You provide some educational information around what’s going on in your industry and you invite a local speaker, perhaps a politician or a local figure of importance, in to speak to this group as well. What you’re doing is you’re creating a community. You’re creating a reason for people to come together and discuss what’s going on in the neighborhood and discuss what’s going on in the industry and bond. As time passes, these people will develop relationships and those relationships may lead to future business for each of them, but they’ll also lead to future business for you.

    You see, one of the basic needs we all have is the need to belong and you can create an environment that fulfills that need for your clients. So regardless of whether they came to you to solve a problem or they came to you to fulfill a goal, you can create a community that helps them feel like they belong to something really special and you’re at the center of it.

    Now notice when I discussed forming this community, I didn’t talk about building it around you. I talked about building it around the needs of the people in the group. The common thread that holds the community together is the relationship with you. The way to do this, as I said, break bread with them once a month, either a breakfast or a lunch, and then maybe once a quarter or two or three times a year do a social event where they can all come together and just relax. Perhaps have them go to a baseball game together. You take them all to a baseball game. Perhaps you can go to a cooking class or to a wine tasting or something along those lines. Create a reason to bring them together in a social setting two, three, or four times a year. Create a reason for them to come together for educational and networking purposes once a month and you’ll be amazed at how quickly your business grows as a result of you being the community organizer, so to speak, for the community of people who are your clients.

    Here are three more great videos you should watch right now:

    How To Communicate With Confidence And Power The words you use can move mountains and launch ships. Well, that’s a slight exaggeration. But communication is important. Learn how to communicate like a pro. Watch this video.

    How To Eliminate Business Overwhelm

    The clutter in our lives – both physical and mental – slows us down and prevents us from becoming more successful. Eliminate the clutter today with this episode of Four Minute Fixation.

    How To Take Action

    Most people don’t take action. When you understand why, you can prevent this from happening to you. This video will get you back on tract – right now.

  • How To Make Speaking Engagements Pay


    One of the most common things I see as a consultant, executive coach, author and professional speaker is the professional who speaks well but cannot use those speaking engagements as a business development tool.

    I’m sure you’ve seen it as well.

    A great lawyer gets in front of an ideal group. He lectures them for 45 minutes and then goes back to the office and waits for the phone to ring.

    A gifted author is invited to speak to a group of people in the perfect demographic for his book – yet he sells few of them at his speaking engagement.

    A talented educator speaks to a group of students yet no one signs up for her class.

    This happens because most folks do not view public speaking as a vehicle to advance their business or personal agenda.

    That is our focus in the episode of Four Minute Fixation.

    We want speaking engagements to have an impact – directly in our wallet.

    Be sure to watch the video and read the transcript (below).

    But before you do, make certain you are subscribed to our channel on YouTube. You can do that by clicking this link: Subscribe To Four Minute Fixation On YouTube

    Also be sure to sign up for email updates from Valtimax Consulting. Each day we add new educational content to the Valtimax website. You don’t want to miss out. Sign up now: Email Updates From Valtimax

    Here is the transcript from this episode of Four Minute Fixation:

    How To Make Speaking Engagements Pay

    Speaking to an audience is like money in the bank. What does that mean? How can you make that happen? Join me now and you’ll find out how. Welcome to another Whiteboard Workshop here at Four Minute Fixation. Today we’re talking about how you can structure your speaking engagements so that they produce more money for you, regardless of whether you’re an attorney, a doctor, an architect, someone who’s in any type of professional service, or even a business owner who wants people to come into your store, visit your restaurant, join your club. Speaking engagements are one of the best ways to attract business regardless of the industry that you’re in.

    How can you make speaking engagements pay off? This question is one that weighs on the minds of many professionals and the reason is because they’re out there educating the world. They’re teaching the world specifically what to do and then the world has no need for their services. Today we’re going to describe for you how you can provide a great educational experience for your audience and yet still leave them wanting more, still leave them wanting to ask you what else you can do for them. We’re going to talk about how to do that in just one moment.

    The first thing I need you to do is I need you to focus on these videos. It would be a great favor to me if you would subscribe to these videos. Make sure that you subscribe to our channel on YouTube. This is really helpful for us because it allows you to leave feedback. It allows you to leave comments for us. When you leave us comments we can improve the videos and we can provide you with videos that you want to see.

    The other thing that would be helpful for us is for you to go on Facebook and search for Four Minute Fixation. Spell those words out, four minute fixation, and you’ll find our page there. Give us a thumbs up, like our page, like some of the entries on the page. We would really appreciate it. That page is actually a community of people dedicated to continuous improvement. Finally, follow me on Twitter. Let’s talk. Let’s chat on Twitter. You can tell me what you want to see more of. Tell me what you like to see in the future on these videos. Give us some feedback. My Twitter name is @TheDaveLorenzo. Thanks very much for that.

    Now let’s talk about how you can make more money with your next speaking engagement and every speaking engagement that follows. Take a look at the board over here. We have our whiteboard because it’s Whiteboard Wednesday. You’ll see that I have six things listed on the board. Number one is you have to tell them what to do and not how to do it. Number two is you have to provide stories that support the points that you’re making in your speech. Number three, provide lots of info. You’re probably doing this now, but I want you to make sure that people are drinking from the fire hose. Really, really important.

    Number four, give them an actionable next step. What should the audience members do tomorrow when they leave the room? Number five, leave them wanting more. Always leave them thinking to themselves, “Gee, what this guy gave us today as part of this event was great. I wonder what else he has to offer?” You got to tease them a little bit. Leave them wanting more. Then number six, make them an offer. You have to make an offer so that they can avail themselves of your services in the future, plus you have to give them something that they can take away from the talk.

    Let me go into each of those points in detail with you. First we’re going to start with point number one. Point number one is telling them what to do and not how to do it. There’s a couple of reasons for this, not the least of which is that if you tell them how to do it, they might be able to do it themselves. Let’s face it, you can tell someone how to remove their appendix and if they really want to they can try and do it themselves. They’re going to get the best outcome and they’re never going to get the best outcome in any situation regardless of what the business is if they do it themselves.

    They’re always going to get a better outcome if they hire a professional like you to do the work for them, but that’s not the least important reason to tell them what to do and not how to do it. The most important reason is because you want them to get the best possible result, you can’t give them a do-it-yourself guide, just like you wouldn’t want to give them a do-it-yourself guide to removing their appendix. No matter what, they’re never going to get the best result by doing it themselves.

    Another reason why you want to tell them what to do and not how to do it, and this is the least important reason, is because you don’t want disagreement in the room. If you tell somebody, “Do it this way because,” and you give them reasons, some wise guy in the back of the room is always going to refute the reasons that you give them. You don’t need that during your talk. Don’t get down in the weeds. Don’t give them the minutia. Tell them what they need to do. Don’t tell them how to do it, for any number of reasons. I gave you two. There are dozens more. Just tell them what to do, not how to do it. It’s irresponsible to try and give them the step-by-step guide because you don’t have enough time to train them. There, I just gave you a third.

    Now, stories must support your points. The reason why we want stories to support your points, every point that you make in your talk, is because we’re looking to evoke emotion in the audience. When people are emotionally engaged in your talk they like you more. People who know you and like you will purchase from you. People who know you and like you will want to hire you. Tell stories, particularly self-deprecating stories, to evoke emotion. Very important.

    Number three, give lots of information. Make them drink from the fire hose. You have to speak very quickly. The faster you speak the more information you can jam into a 45-minute or a 50-minute or a one-hour talk. That’s what you need to do. Give them a ton of information. Make them break their hands trying to keep up, because if you give them so much information they will be overwhelmed. The information will wash over them like a wave crashing over them in the ocean and they’ll say to themselves, “I need to hire a professional. I can’t do this myself.”

    Number four, give them an actionable next step. When they leave the presentation they are going to be overwhelmed with information. Tell them specifically, “When you walk out of this room here are the first two things you need to do. Number one, you need to do this, and number two, you need to call me.” Number one is very important. That should be the actionable item as a result of what they hear in your talk. Give them one thing to do, and one thing only, at the end of your talk. At the end of your talk give them one thing to do in their business, in their life, as a result of hearing you speak today. Then after they do that one thing ask them to call you. That’s the actionable first step.

    Number five, leave them wanting more. How do you leave them wanting more? You do what’s called open loops. This is kind of a neural linguistic programming term. It’s nothing tricky. It’s nothing deceitful. What you do is, you start to give them information about a specific topic and then you just stop because you’re going to run out of time. How you do this is very simple.

    You do something along these lines: “Today I’m covering in this Whiteboard Workshop the six things you need to know in order to make speaking engagements pay off. You can use these six things right now to make a big, big difference in your speaking but there’s probably seven or eight other things that you can do that will put an even finer edge on it, that will be advanced strategies, that will help you make even more money. This specific video is only a few minutes long. Can’t give you all that information in this short period of time, however, we have other videos here at Four Minute Fixation that will supplement this one. Be sure and check out the other videos or give me a call if you want more information. If I can I’ll give you some of this information at the end but you have to stay tuned after the credits.”

    See what I just did there? I left you wanting more. I said there are six things. These will have an impact if you implement them. There’s some advanced strategies. Not going to be able to cover them today. You can call me if you want them. You don’t even have to say, “You can call me if you want them.” You can leave that part off. You can just say, “There are some more advanced strategies you can implement. You can watch some of the videos that we have on our website where there are just some advanced strategies you can implement,” and move on. Leave them wanting more.

    Then, finally, make an offer. The offer I make at the end of each one of my talks when I speak to a live audience is I offer them a copy of one of my books as long as they hand me one of their business cards. Hand me a business card, I hand you a book. What does that do? It gives me their contact information and I follow up with them forever and ever afterwards. I send them a weekly email. I communicate with them when I have events so that I can invite them. That’s what I offer. You don’t have to write a book. You can do a free report. The report should be relevant to the topic on which you’re speaking. If you’re speaking about how to refurbish a car engine your topic should be Five Things Your Mechanic Won’t Tell You About Refurbishing Your Car Engine and Why You Need to Know Them Right Now. That’s the whole title.

    You offer that report at the end of your talk. Say, “Now, I don’t have enough time, as I said, to cover everything but I do have a report available for you. Simply pass your business cards to the center aisle and each one of you will receive, in your email inbox, my free report, Five Things You Need to Know About Refurbishing a Car Engine but Your Mechanic Will Not Tell You. If you want that report, pass your cards to the center aisle right now. I will come down, pick those cards up. We’ll get that report to you right away.” Make the offer. Follow up forever. Twenty percent of the people who are on that list will do business with you at some point. If you get 100 business cards there are 20 clients in that room. Think about that for a minute. If you’re not doing this right now you may get one or two pieces of business from the people who remember you. Everybody else will forget about you.

    These are the six steps you can follow right now to make speaking engagements pay for you in your business. Make speaking engagements pay off by following these six steps. I’m Dave Lorenzo. This is Four Minute Fixation. We look forward to seeing you again next time.

    Here are three additional resources you will find valuable:

    How To Prioritize Your Schedule With The Time Management Matrix

    Do you want to make things happen? You may be focusing on the wrong things. This video will help you fix that. This is a new twist on the time management matrix pioneered by Stephen Covey.

    How To Respond To Negative Reviews

    Negative reviews stink but they happen to everyone. On this episode of Four Minute Fixation you will discover how to handle these reviews.

    How To Use Social Media The Right Way

    Too many people are shooting themselves in the foot on social media. This means they are hurting their personal brand instead of helping it.   This video will help you see what to do and what NOT to do on social media.

  • Benefits Of Public Speaking For Business Leaders


    Public speaking is one of the best ways to initiate new relationships.

    There are several benefits to adding public speaking to your marketing plan.

    Today we cover four of those benefits:

    1 – Create Better Visibility For You And Your Business

    2 – Improve The Perception Of Your Credibility

    3 – Differentiate Yourself And Your Business From Everyone Else Who Does What You Do

    4 – Initiate New Relationships And Develop More Leads For Your Business

    Here is the transcript for this episode of Four Minute Fixation:

    Benefits of Public Speaking For Business Leaders

    What could you possibly gain from speaking to a large audience? Come with me and find out. Today we’re fixated on the benefits of speaking to your business, to your professional practice. A lot of times when I introduce speaking as a way to initiate relationships with new people, folks tell me, “Hey listen, I’m not a great public speaker. It’s going to take me a lot of work to get good. Even then, once I get good, I’m going to be uncomfortable for a long time, so I’m not sure that it’s really going to benefit my business if I become a public speaker.”

    A couple of things I’ll say about that before we even get started on the benefits of speaking. You’re going to get good if you have the talent for speaking with practice, with repetition. Also, the fear of speaking in front of people will go away with preparation and with practice. If you have a talent for public speaking, if you’re naturally gifted at getting your point across in a succinct way, and you can connect with people in a live setting, you should definitely give speaking a try.

    Now when it comes to preparation, I will tell you that the rule of thumb I use is one run-through of your speech for every minute in length. If you’re giving a ten-minute speech, you should run through the whole thing ten times. If you’re giving a 60-minute speech, you should run through the entire speech 60 times. What does this mean? It means you need to prepare well in advance. That’s what it means. You should go through your speech and change it up and work on it until you get to the point where you have internalized the information. You’ve made it your own.

    When you practice something 60 times and you get up in front of a live audience and you look around and you connect with each person in that room, there is a feeling that comes over you of complete mastery, of mastery of yourself, mastery of the information, and mastery of the room. I’ve you’ve watched some of the other videos I’ve done on public speaking here at 4 Minute Fixation, you’ll know that we talk about practicing in front of a live audience. Incredibly valuable, and it will help you get more comfortable. Don’t worry about the work that goes into it, because the benefits are enormous. We’re going to talk about those in just one moment.

    We’re three minutes in now to 4 Minute Fixation. I need to remind you to subscribe to 4 Minute Fixation on YouTube. You’ll find a little red button down at the bottom of the screen. Make sure you click that button and subscribe. That helps us out a lot. If you want to follow us and keep up with everything, join us on Facebook, Facebook.com/4minutefixation. You can also follow me on Twitter; I’m @thedavelorenzo on Twitter. Fantastic.

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    Now here are the benefits of public speaking:

    First and foremost, visibility. If you have a talent for communicating wt people, you can get up in front of any number of people, ten, 15, 20, 1,000 people and deliver your message. You can motivate them. You can differentiate yourself from everyone else who does what you do. Even more importantly, or before you do all that, you have the ability to get in front of tens, hundreds, even thousands of people with public speaking. You can’t do that in a one on one setting. You can only sell to people one at a time in a sales setting. When you speak in front of an audience, you get to leverage your ability to communicate.

    Second benefit is credibility. When you are on a stage in front of people, you have an enormous amount of credibility. You have very, very high perceived level of expertise on the topic that you were brought there to discuss. People automatically put on a pedestal because you’re on one. You’re on a platform when you speak. That’s where you are in people’s minds as well. Your credibility is phenomenal. We have visibility and we have credibility.

    The third thing you get from speaking, the third advantage, the third benefit of speaking as a way to initiate relationships is differentiation. You can clearly differentiate yourself from everyone else who does what you do because you’re delivering your message in a powerful way. You get to differentiate yourself because you’re the only one speaking in a room full of hundreds of people. Fantastic way to differentiate yourself.

    The final benefit that we’re going to discuss today: lead generation. This is the intention of a relationship. You can get up in front of a room full of people and you can say, “Anyone who wants to do business with me, raise your hand right now.” When they raise their hands you can ask them to do whatever you want. Now that is a metaphor. That’s not actually what you should do. There are a number of different techniques you can use when you’re speaking to identify people who are interested in your services. Even if you don’t do anything, people will crowd you after you speak. They’ll come rushing over to you to shake your hand, give you their business card, get your business card. If you do nothing, people will naturally find you and do business with you.

    There are some techniques you can use to attract business as a speaker, and we’re going to get to that in a future episode of 4 Minute Fixation. This is one of the videos in our series on public speaking. Hope you enjoyed this episode of 4 Minute Fixation, and I hope you join us right back here again. See you next time.

    Here are some additional resources you should use to build your business:

    How Long Until I Receive A Return On Investment From Marketing?

    This episode of Four Minute Fixation was in answer to a question from a viewer. Most people do not know how to measure return on investment from marketing and they don’t know when they should expect one. This video clarifies both of those points.

    How To Ditch The Guilt And Become More Productive

    The reason your productivity is suffering is because you are a slave to your own guilt. Learn how to abandon your guilt and become more productive.

    How To Make More Money By Making Better Business Decisions

    This video outlines a rational decision process everyone can and should use. Follow this process and make better decisions.

  • How To Speak More Often And Make More Money Part 1


    This is part one in a series on using public speaking to attract new clients.

    In this episode of Four Minute Fixation you will discover the seven types of speaking engagements and how they can help you attract new business.

    We discuss:

    Keynote Speeches

    Becoming a Featured Speaker

    Doing a Breakout Presentation

    Speaking on a Panel

    Developing and Conducting Seminars

    Town Hall Style Talks

    Platform Selling – Sales Pitches

    Be sure to subscribe to our YouTube channel for more great episodes of Four Minute Fixation.

    Here is a transcript of this episode:

    How To Speak More Often And Make More Money Part 1

    Do you want to make more money every time you open up your big mouth? Come with me to find out how. Welcome to our special video series on speaking more and making more. This series will teach you how you can leverage the power of speaking engagements to make more money in your business than you ever imagined possible. That’s right, speaking engagements can help you bond with your audience, and your audience members will become clients and referral sources. When that happens, you make more money.

    Today we’re going to talk about the seven types of speaking engagements that you can leverage to make more money in your business. We’re going to do this countdown style and we’re going to start with speaking engagement type number seven, and that is platform selling. This is one of the most underutilized strategies in speaking. You’ll notice that if you are in a large company and you give sales presentations, what you’re doing is you’re most often presenting the features and benefits of your product or service, and matching them to the needs of your clients. I have a special formula for doing that that I teach my clients. When you give this type of a presentation, it’s called a platform sales pitch. Most people just call it a sales pitch. The term platform sales pitch comes from when you’re standing on a stage or a platform and you’re selling to an audience.

    You can give a platform sales presentation or a platform sales pitch to anybody at any time in an audience that is qualified to buy from you. If you’re a sales professional and you’re going to pitch to a decision maker, and it’s just you and the decision maker, you’re still giving a presentation. You’re still giving a speech. The platform sales pitch is speaking type number seven, and that’s how you can attract more business by just matching the features and benefits of your product or service to the needs of the individual who you’re standing in front of.

    Speech number six is the town hall or Q&A-style presentation. You see a lot of political candidates do this. Also, a lot of senior executives in companies do this with their employees. What they’ll do is they’ll get up on a stage and they’ll stand there and they’ll field questions from the crowd. You, as a business development professional, as a sales professional, or as a business owner or a professional like a lawyer or an architect or a professional in a service business, you can get up there and you can field questions from the audience on your service. You can answer questions about your industry. You can answer questions about your local market. You can answer questions about your specific company and the services you provide. There’s a whole host of ways to leverage the town hall or Q&A-style presentation.

    Now, you have to be very comfortable on your feet. You have to be extremely confident, and you have to know the answers to the questions about your industry, about your local market, about your business. You have to be able to do all of those things, but a town hall or a Q&A presentation can be a powerful way for you to make more money by connecting and developing more relationships in speaking.

    Way number five, or speaking style number five, or type of speaking engagement number five, is the seminar or the training class. I’ve done training classes that have gone from a length of an hour and a half all the way up to three, four, and five-day seminars. Now these can be paid or they can be free. You can do these as a series or you can do them individually. Seminars are powerful because people will work with you and they’ll get to know you over time. The trust will be great as it’s built up. Seminars build up a phenomenal amount of trust between the person presenting and the people enjoying the information. Seminars are powerful.

    The fourth way to leverage speaking engagements to grow your business is being a part of a panel or a panel presentation. You’ve seen these when you’ve gone to events before. There’s usually a person on a podium, and then there’s a table full of people next to that person. There are questions coming from the audience and the people on the panel are taking turns answering the questions, or each member of the panel gets to make a presentation and then they take questions after.

    Now, this is a tough way to make a connection with the audience. The way you can leverage this for your benefit and your success is to be controversial. Get out there and take positions that no one else is taking. As long as they’re congruent with your beliefs, you will do a good job of standing out from the crowd. Panel presentations can be effective, but you have to go into them with a very focused strategy as to what you’re going to do and how you’re going to work the limited time you have to interact with the audience.

    The third type of presentation is what’s called a breakout or a concurrent session, a breakout presentation, breakout session, or a concurrent session. This is where you go to an event and there are six or five or even as many as a dozen different sessions going on at one time. You may have a main conference with a thousand attendees, and after their main session breaks, there will be a dozen, 12 breakout sessions, each with a hundred people in them. You can do a breakout session and use that session very effectively.

    In fact, I’ve done multiple breakout session at a big conference where I’ll present on the same topic but the audience changes. I’ll present three times in a day and the audience will change so people get to see me, and they can come during different time slots. Breakout presentations can be highly effective. It’s usually a more intimate audience than the large group, and you can really make a connection depending upon the amount of time you have.

    The number two type of presentation is what I will call a featured speaker. Sometimes you’ll have a program, it will be a one or a two-day program, and there will be one main speaker who’s known as the keynote speaker. Then there will be three, or four, or five featured speakers. These people get about an hour, or sometimes 45 minutes to speak. They’ll do presentations on very specific, focused topics. Being a featured speaker is a great way to connect with your audience. You can be the third, or fourth, or fifth speaker to speak during the course of a day. You can be the night owl featured speaker. You’re the speaker who speaks at night or during dinner. Those speaking slots are fantastic. You should take them whenever you can get them. A featured speaker has the opportunity to connect with an audience in a way that’s powerful.

    The number one type of speaking engagement, the one that everyone is familiar with, is the keynote speaker. You’re the headliner. You’re the one who everyone’s come to hear speak. Usually this is reserved for an author or someone who has a very high level of standing in an industry. You can be the featured speaker if you’ve written books, if you’ve appeared on television, if you have some drawing power. They usually use the keynote speaker as a person, a man or a woman, who has a tremendous amount of drawing power and can put people in the room. Usually people who are in the military and they’re war heroes, or people who are phenomenal motivational speakers will be considered the keynote speaker. As a keynote speaker, most of the time you will get a speaking fee, and you will also have a chance to develop an intimate relationship with your audience.

    These are the seven different types of speaking engagements. The platform sales pitch: This is when you’re just blatantly pitching your services. You’re matching features and benefits of your services to the needs of the client. The town hall style: This is a Q&A where you up there thinking on your feet, moving, answering questions. The seminar, where you up there teaching people. The panel presentation where the audience is sending questions to a group of people at the front of the room, where there’s a group of people at the front of the room usually sitting at a table, and they get to give individual presentations for a very short period of time. The breakout speech, where there are concurrent sessions going on and people can choose to come to your session. The featured speaker: This is somebody who’s in a supporting role. There’s there or four of them during the course of a one-day event. They speak on very specific topics related to the theme of the conference. Then the keynote: That’s the headliner. That’s the people that everybody’s coming to see.

    You can use any of these types of speaking engagements to attract business. I would encourage you to look up conferences that your clients are attending and see who the different types of speakers are in these roles, and find out how you can become any one of these types of speakers. Write those seven down. Look for conferences and apply to become speakers in any one of those roles.

    When you join us for our next session, we’re going to discuss the strategy you can use when you’re speaking to make a better connection with your audience and have them develop a deep relationship with you. I’ll see you next time right here at 4 Minute Fixation.