Discover what you need to do to be a professional (yes, paid) speaker. I asked Grant Baldwin to share some insights and he really did a great job. You are going to love this!
Please share this with others so they will know what to do and they'll be grateful to you! Also, here is a transcript to help you. I look forward to hearing from you.
@terrybrock - Hive
TerryBrock.com - website for other means of contact.
Transcript of Interview Terry Brock did with Grant Baldwin on How To Be a Successful Speaker
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Terry Brock: The job of being a professional speaker is one of the most awesome in the world doing it the right way though requires a lot of knowledge and you need to know the roadmap need to know the guides of how to do it just right well
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Terry Brock: If you are thinking about being a professional speaker or maybe you already are. And you want to touch it up a little bit.
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Terry Brock: You are in for a treat the next few minutes because I have joining me grant Baldwin my buddy who is also a professional speaker, we're gonna be talking about his new book, The successful speaker grant. Thanks for being with us today.
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Grant Baldwin: Hey, thanks so much, man, I appreciate it.
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Terry Brock: Hey, I got a compliment. I'm high five and you across the miles, my man because I read your book, not just once or twice I read it actually three times. It's that good. And I've been a speaker myself for a rule about 36 years now.
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Terry Brock: And I learned from it. There's a lot of good that you've got in there and we want to talk about it. So you did this with Jeff Goins
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Terry Brock: Guy that well known really well respected in the world of speaking and writing and doing a lot from the big picture point of you tell us a little bit about the book. And who is it for, and who benefits most from the successful speaker.
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Grant Baldwin: Yeah, Terry. So, for a lot of people who are interested in speaking they are interested in getting started, but they don't really know what to do next. That's kind of how I got started was
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Grant Baldwin: I did a little bit of speaking was interested in speaking wanted to do more, but wasn't quite sure where to go from there. I felt like I had the potential, but I needed the plan.
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Grant Baldwin: And so there's a lot of speakers that are like that they've done a little bit of speaking maybe through
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Grant Baldwin: Through their company or something in the community or something at church they want to do more, but no idea
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Grant Baldwin: Where do you go from there. How much do you charge how who hire speakers. What do you speak about like how does the speaking world work.
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Grant Baldwin: And even for like yourself, someone who has a lot of experience as a speaker, but is wanting to continually maybe do more gigs or higher quality gigs or higher paying gigs.
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Grant Baldwin: Or even just fine tune the systems that run their business as. That's what we wanted to do is just give a step by step process of exactly how do you find in Book gigs and run the business of being a speaker.
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Terry Brock: Yeah, absolutely. Well, you do a good job of that. Matter of fact, what I want to do right now. If it's alright with you go through a few portions of the book, those that I thought were particularly nice a highlight
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Terry Brock: And take a look at those and what they are and then get your comments on it so we can get. Hey, not only what's in the book, but also in other areas. So what we'll do is fire up my keynote here keynote presentation. There's the book again.
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Terry Brock: If you're watching this, it's the successful speaker five steps for booking gigs getting paid.
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Terry Brock: And building your platform and seriously he did a really good job on that. I like it at the beginning. Right. I want to get your intake on this. You talk about the speaking roadmap.
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Terry Brock: Where you have the ways that you can narrow your interests like what do I enjoy talking about
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Terry Brock: And then does it pass the five year test. I love that. What I thought was particularly good and our other people interested to these are three key areas we want to focus on
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Terry Brock: And then you talk about the speak here. The speak to solve the problem, prepare, etc. Let's start over here. First though, on the narrow your interests and what you're talking about there with those three points.
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Grant Baldwin: Yeah. So, for a lot of speakers that first part of that acronym speak SP ea K, the selected problem to solve.
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Grant Baldwin: This is the most important foundational piece. This is the part that most speakers have such a difficult time with
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Grant Baldwin: Because we feel like we want to cast the net as far and wide as possible. The more things I can speak about the more audiences. I can speak to the more opportunities I have. And so we end up thinking is, well, who do I speak to. I speak to people I speak to humans.
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Grant Baldwin: Yeah, everyone. And what do I speak about what, what do you want me to speak about I can speak about
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Grant Baldwin: Leadership or culture or change or sales or any number of things. And the reality is, is like maybe you know something about all those things.
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Grant Baldwin: Maybe you're passionate about all those things, but you cannot try to speak on all of those things. So on the interest part we talked about interest integrity and
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Grant Baldwin: Interest integrity and was the third one. I'm drawing a blank on it now. Anyway, it's in the book. So all three of those are make this overlapping circle of
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Grant Baldwin: Figuring out being really clear on what you're interested in what you're passionate about, but also making sure that there's a market for that, but also that there is a
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Grant Baldwin: An industry that people are actually hiring speakers to talk about that. The third one that just came to me is integrity that are you actually terrified.
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Grant Baldwin: To talk about that. So the industry interest in integrity having those three overlapping circles there so that you're finding the topic and the audience that makes the most sense for you.
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Terry Brock: Yeah, I agree. One of the things you and I agree on one we created on many, many things.
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Terry Brock: The idea of. You can't just do some follow your passion and the money will be there. I know you need that intersection, the Venn diagram, if we will
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Terry Brock: Where you're looking at all those different areas and how they work, how they all come together. So I think what you said there, and it's a good way to get started with it and say, Okay, we're going to look at all of these and how they really relate
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Terry Brock: Start establishing your expertise acquiring your paid gigs and then knowing when to scale. I love that part of the book, we're going to get to that in just a bit.
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Terry Brock: But the what you did here really is comprehensive and looking at what's there.
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Terry Brock: Now, when you talk about a rhythm for your talk. I thought that was good.
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Terry Brock: You are talking about all types of different features here like once you know your talk structure. How do you organize it before we get it outlining and talk
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Terry Brock: You need to figure out a way to make it flow, the rhythm. I use is what you this is you speaking you present a point expand on the point
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Terry Brock: And then tell a story to illustrate the point, putting that together along with helping the audience, then
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Terry Brock: Apply the point and then repeating that tell me a little bit about those five really critical points and those of you listening watching this
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Terry Brock: This is when you want to get a screenshot of it or write it down because this is going to help you enormously in speaking, Greg. Tell us a little bit more about that finding the rhythm.
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Grant Baldwin: Yeah, so, so whenever you're creating a talk, you want to make sure you got to have this Evan flow to it right so
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Grant Baldwin: I think sometimes whenever we are staring at a blank screen trying to work on a talk, it's difficult to know like, where do we go like, what do we
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Grant Baldwin: What points to us. What do we not use stories to tell. How do I, how does this all flow together. I know, kind of, conceptually, all the different pieces that I want to use in a talk.
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Grant Baldwin: But I'm trying to think through how to piece it together. So think of it again like like having a rhythm of flow to it so that it
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Grant Baldwin: Makes kind of a logical progression there. Now I'd like to key in on that fourth point there have always thinking through as you're creating a talk. The audience is always asking themselves, those two questions. So what and now what
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Grant Baldwin: So what, why does this matter to me. That's a great story. That's amazing that that happened to you cool testimonial.
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Grant Baldwin: Cool case study. But how does that apply to me. So you always want to answer that question for the audience. So what
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Grant Baldwin: And then then now what, what am I supposed to do as a result of this, which you don't want to have happen.
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Grant Baldwin: Is you don't want the audience to leave and think that was a good talk that was interesting. That was funny that was engaging that was captivating that was fill in the blank. Adjective
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Grant Baldwin: But I don't know what to do now. So you want to make it really clear of here's why this matters for you. So what, here's why you should pay attention to this. And now what what do you need to do as a result of this
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Terry Brock: Grant, you do a marvelous job of that. Also, I'm going to mention something here, not in the book, but you have the speaker lab and I love what you've done with that, particularly
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Terry Brock: When you go and look at someone else's speech. They did a really good job with it and you kind of dissect it going through. Oh, look what he did here. Look what she's doing here. This is really good. And notice a story about that.
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Terry Brock: And it's all directed toward the what's in it for me, the old with them thing and wi
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Terry Brock: I FM learned long ago, if you can see those letters on EVERYONE'S FOREHEAD that you talk to, then you're going to do much better. And really that's what you're talking about. And do you see that happening with speakers or do you see that speakers today are doing more or less of that.
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Grant Baldwin: Well, I think some speakers make the mistake of thinking like I'm onstage tell a story. Right. And here's maybe maybe I've overcome some crazy obstacles, maybe I conquered cancer. Maybe I climbed Mount Everest in my shorts.
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Grant Baldwin: But something happened that people are hiring me to talk about and that's certainly part of it. But again, the audience wants to know.
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Grant Baldwin: What's in it for me. How does this apply to me. That's an amazing story. I mean, that's crazy that that happened to you.
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Grant Baldwin: But that has not happened to me. So what does that have to do with my world with my life with my marriage with my family with my business. Fill in the blanks and make the connection for the audience of what does it have to do with them. So what and now what
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Terry Brock: Yeah, I like that and then coming up with the ideas of what we're going to cover some of you also talk about. Let me go back here to
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Terry Brock: The book itself and take a look at what you say here, you can't talk about coming up with a story ideas grant is just nothing short of brilliant, you mentioned our mutual friend here, Michael port and Hello Michael if you're watching this, I hope you're doing well.
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Terry Brock: excellent book that Michael wrote called steal the show and he mentioned quick and easy way to brainstorm. Think about people like your first boss high school sweetheart, a co worker.
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Terry Brock: How about, think about places, your first job favorite vacation. We're about your things cars school, etc.
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Terry Brock: And then about events, those types of things can come up with it. Tell me a little bit about those a little bit more, and any others that you might think of and how we come up with those story ideas.
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Grant Baldwin: Yeah, stories are incredibly, incredibly valuable for a speaker and something that you can. I don't know that you can never have too many stories in a presentation or talk
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Grant Baldwin: Now, I really lean towards having first person stories, stories that you actually live and experiences because oftentimes those are much more relatable and memorable for the audience versus
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Grant Baldwin: You know there's there's a time and place to say, you know, let me tell you this case study about Netflix or Apple or Disney or fill in the blank company.
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Grant Baldwin: Or here. Let me tell you this crazy story that happened in the you know the 1800s or something like again, there's nothing wrong with those
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Grant Baldwin: But I think it's also much more relatable and memorable whenever you can share. Let me tell you about a story about my first car. Let me tell you about a story about taking my daughters to Disney World. Let me tell you a story about
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Grant Baldwin: Going skydiving and all of those are stories that I actually use today. And so those stories are very memorable and relatable and people come up afterwards and say, I'll let me tell you about my first car or. Well, I actually went skydiving recently or
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Grant Baldwin: My daughters had the same experience that Disney or whatever the thing may be those things are really memorable and relatable. So I recommend it. Again, you tell a lot of stories.
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Grant Baldwin: But ideally that you use a lot of first person stories. Now, what we outline there. And the book and some of that again comes from
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Grant Baldwin: Michael port and in his book steal the show.
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Grant Baldwin: We talked about, basically, how do you just brainstorm and come up with some of these different things, right, because sometimes when the thing happens.
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Grant Baldwin: We don't think about it in the moment of. Yeah. But I don't know how to use this on stage. Okay, don't have that filter at the moment, just kind of like brainstorm anything that's happened to you.
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Grant Baldwin: That you think like, that's kind of an interesting story. That's kind of a funny story.
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Grant Baldwin: Again I've no clue what I'm going to do with it. No clue where I'm going to go with it. But I've got a story here. Right. And I think you and I both know Terry after doing this for many, many years. We can tell a story and make multiple points.
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Grant Baldwin: Out of it, depending on the
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Grant Baldwin: Context, depending on the audience, depending on the point that we're trying to make. So it's not at this point.
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Grant Baldwin: About filtering and determine where like, I don't know how this would fit with my talk, we're not worried about that at this point, just come up with a list a bunch of stories and then we can kind of figure out what the point of the story is that makes sense for the audience.
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Terry Brock: Yeah, I like the way you said that. And those of you who are watching this, think about what he just said you tell a story that's nice.
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Terry Brock: Too often, people just tell the story and let it drop, you want to make that bridge that grant talks about in the book extensively
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Terry Brock: Very important in your own speeches tell the story. Yes, but then related directly to that audience and there might be different applications. I've seen many professional speakers through the years, and the best
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Terry Brock: Are the ones who have some stock story. Some signature stories as we like to say
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Terry Brock: And they might have several of those, but they're always able to take it in related directly to that particular audience on that day for this time.
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Terry Brock: Really important to do that. And one of the other things that you do a lot with grad. And you and I have this in common as well in technology.
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Terry Brock: Chapter seven, you talk about technology, a lot. And you mentioned some good ones, and be sure and get that book you're watching this right now. You want to know about some of the ideas how to use your slides and things like that.
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Terry Brock: But grant wait while we got you right here. We're not gonna let you get away without us find out some of your favorite technologies and some that you were particularly
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Terry Brock: You find a really good, you go back to or anything new, that's come out maybe that might not even be in the book that you particularly like in today's world. Yeah.
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Grant Baldwin: I want to spend some time, actually, if we could talk about slides.
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Terry Brock: So I just want to show us
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Grant Baldwin: That is really important for speakers, but can also be very used very much as a crutch.
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Grant Baldwin: And slides can be a very powerful technology. But again, you have to be able to use them properly. It's one of things we talked about with technology is released the slides. And the book is that slide should be an enhancement, not a replacement for your talk. Slide
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Grant Baldwin: Absolutely handsome and not a replacement for your talk. Meaning, here's a good, a good little litmus test to five minutes before you're about to go on stage.
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Grant Baldwin: Let's say that the projected breaks down the computer not working. The slides are going to work the clickers not working, something and technology breakdown, which happens it absolutely happens
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Terry Brock: Oh, yeah.
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Grant Baldwin: Is your talk still ready. Are you still able to go on. So if you were able, if you're able to say like
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Grant Baldwin: I can't give my talk without my sides, then you're not ready. Right. And you can just show a video. There's no need for you to actually be there.
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Grant Baldwin: So slides are really, really powerful and effective. But again, you want to make sure that you're using them as an enhancement.
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Grant Baldwin: Not a replacement for your talk. Now having said that there's a lot of different forms of technology, even from thinking about the the microphone that you use, thinking about the how you use lights, how you use a
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Grant Baldwin: Sound effects or how to use background music. There's a lot of different types of tools even interacting engaging with the audience and doing any type of pole and he's up in our interactive poll
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Grant Baldwin: You can also use a texting in four different opt ins. So there's a lot of different things that you can use to make it much more
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Grant Baldwin: Than you standing on stage with a with a microphone just says, kind of a talking head and all the sudden becomes much more of an interactive experience for the audience.
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Terry Brock: Yeah, I like it. There's that word again interactive that is critical in today's world, just the old sage on the stage spewing forth information for hours and hours.
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Terry Brock: Well, that's not as relevant today. We don't see that used as much right now to key today is that interactive. I love what you say about the slides. They should be there often thought
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Terry Brock: And tell me what you think of this. I've often thought you need to be able to deliver your presentation. If you had to do the same thing. Suddenly, you couldn't do it in the building, you had to go out back stand on a stump.
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Terry Brock: With no microphone. Nothing. You're just going to talk to the people they're being able to deliver it that way, that way you know your presentation and you're able to get it across.
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Grant Baldwin: Absolutely. Because again, the mistake that some speakers make is they use their slides as that crutch almost as like cue cards of
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Grant Baldwin: I don't remember what I'm supposed to say next unless I have my slide, then you're not ready.
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Grant Baldwin: Right, you need to make sure that, again, the talk stands on its own. And it's a solid talk and that way again the sides become an enhancement, not a replacement. So for example, if I were gonna it's one thing if I said
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Grant Baldwin: Let me tell you a story about my wife and my daughters, I can tell you a story about them.
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Grant Baldwin: And I kind of described them. But if I show you a picture. The picture is truly worth more than 1000 words but
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Grant Baldwin: Again, if I don't have the slides. If the technology works if I don't have the picture that I need to be able to still tell the story and be strong and confident that we're saying like
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Grant Baldwin: The technology didn't work, or I would normally show a picture of my family here, but unfortunately you can't see it, like
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Grant Baldwin: They can take something away from the audience that they didn't know that they had
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Grant Baldwin: So don't blame technology just you have to be a professional speaker and say, it didn't work. I'm going to just make that mental switch and move on and still give us on a strong presentation.
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Terry Brock: Exactly. Because I think my think of Mike McKinley, a great speaker. He said his father, Paul McKinley would say, often they don't know your script.
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Terry Brock: So if something doesn't work. You don't have to go, oh no, the slides aren't working. You're just going into a downward spiral.
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Terry Brock: They don't know that you were or we're not going to use slides you just make sure that no matter what happens, you are professional you deliver it in a way that pleases the audience. I think that's important.
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Terry Brock: And speaking of pleasing the audience in your readers, great. You did something nice. I'm going to take a
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Terry Brock: Time here and I want to share something that you put together that you have
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Terry Brock: several places in the book, you talk about some bonuses that are available as well.
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Terry Brock: When you got the bonus slides here. Bonus availability, go to speaker book bonus calm. This is again where you're watching this
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Terry Brock: Get a screenshot of this one or write that down and bounce over don't bounce over right now. Wait till we finish here.
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Terry Brock: But go over there and take a look at speaker book bonus because I went over there. There's a lot of good information there on different kinds of video equipment, the tools resources and things like I tell us a little bit about what's available when they go to speaker book bonus
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Grant Baldwin: Yeah. So one of the things that is the challenge with the book is once you print the book. Yeah, there's not a lot of editing and changing that goes into it. Right.
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Grant Baldwin: It is what it is. And it's going to be around for a hopefully a long time. But the reality is, is like technology evolves and changes as well. And there's certain certainly going to be some different resources and things that we
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Grant Baldwin: We didn't put in the book because we knew that they may, by the time someone to read it may or may not be relevant to what is the latest technology or what's working or not working at the time.
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Grant Baldwin: So we wanted to just put something some type of resource in there just kind of, hey, if you want to go deeper on this topic. Here's some additional resources that you can get so yeah everything's going to be over at speaker book bonus calm.
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Terry Brock: Very nice. And some really good information. I was over there. Just this morning, taking a look at it.
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Terry Brock: And you did a great job there. Well, one of the things I think throughout the book was the practical nature of what you talk about as a professional speaker myself.
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Terry Brock: I see what's there and what you're talking about. I picked up some real good nuggets there but also I love what you said here and
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Terry Brock: One of the last things here. I want to cover on this, you'd have toward the end of the book is where you talk about what's going on right now in more than just speaking
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Terry Brock: Diversifying your income streams calculate your income pie.
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Terry Brock: Where's your income coming from do you spend the most time on these cetera and decide what kind of speaker, you want to be and focus on the activities that are going to get you there. And also where we're going from
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Terry Brock: Where we are right now there's a lot of other areas. Often we like to say that we are communicators who solve problems. But those of you that are in the national speakers Association, you know, that is also CSP.
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Terry Brock: Certified speaking professional, but really we're communicators who solve problems and I'm really appreciate you going into this. Tell us a little bit about other income streams that are out there that you see for not only yourself but for other speakers as well.
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Grant Baldwin: Yeah, one of the things that we have noticed is there's a lot of speakers who are interested in speaking and sharing our message from the stage.
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Grant Baldwin: But are also interested in sharing their message through other mediums. So that could be in the form of of a book.
00:17:30.540 --> 00:17:39.480
Grant Baldwin: podcast or videos like this or social media or coaching or consulting or doing a course. So there's no shortage of opportunities which you had to be really clear for as a speaker.
00:17:39.690 --> 00:17:45.270
Grant Baldwin: Is determining what makes sense for you what kind of business model. You want to have and how to speaking fit into that. So Terry, you and I
00:17:45.450 --> 00:17:52.050
Grant Baldwin: We both know speakers who speak 100 times a year. And that's 9095 100% of their business and the revenue and that's fine.
00:17:52.260 --> 00:17:58.560
Grant Baldwin: And other speakers who speak five times a year. And it's a very a speaking is a very small percentage of their business. And that's also fine.
00:17:58.740 --> 00:18:06.420
Grant Baldwin: It's not that one is better or worse than the other. You have to be really, really clear for you and for your business, what it is that you want to accomplish, and the people that you want to help.
00:18:06.660 --> 00:18:13.590
Grant Baldwin: Knows how to speaking best makes sense for you. And then your business. So again, there's not one size fits all, but also recognizing that
00:18:14.130 --> 00:18:25.770
Grant Baldwin: That you can do all the things you can kind of adjust and pivot there but you can't do all the things at once. So something's going to come first, something's going to come last. So you have to be really clear about how to speaking fit into the goals that you want to accomplish.
00:18:26.130 --> 00:18:32.190
Terry Brock: Yeah, that's important. How does speaking fit into what you want to accomplish and what you're trying to do when you're working with it.
00:18:32.520 --> 00:18:41.160
Terry Brock: The book is called The successful speaker five steps for booking gigs getting paid building your platform grant Baldwin and his co author Jeff goings
00:18:41.430 --> 00:18:50.790
Terry Brock: put this together and they did an exceptionally good job, in my opinion, by the way over here. This is how you can get in touch with him. Grant baldwin.com. Here's another one. You want a screenshot this one. Write that down.
00:18:51.060 --> 00:19:00.390
Terry Brock: And also find him on Instagram on Twitter, Facebook, G Baldwin grant Baldwin and grant Baldwin fans. They're all of that is how you can get in touch with him.
00:19:00.660 --> 00:19:14.250
Terry Brock: Grant before we let you go, any final words that you would give to someone who either they've already been speaking for a while, or they're getting started with it. Where do you see professional speaking and speaking in public for other reasons it going in the 2020s.
00:19:14.610 --> 00:19:15.690
Grant Baldwin: Yeah, great question. So
00:19:16.020 --> 00:19:21.330
Grant Baldwin: The reality is, is that a lot of people interested in speaking. And a lot of people can be speakers.
00:19:21.480 --> 00:19:27.990
Grant Baldwin: But it does require work. So one things that we talked about inside the book is that it's simple, but it's not easy. It's simple, but it's not easy. So
00:19:28.110 --> 00:19:34.920
Grant Baldwin: You know, for example, if we wanted to lose if we wanted to lose five pounds. What do we need to do, it's, it's pretty simple. I'm not. I'm no health expert, but I know I need to
00:19:35.100 --> 00:19:44.340
Grant Baldwin: Pay attention way eat and I need to exercise that's really it. Right. It's very simple, but to execute on it is not easy, it still requires work. It requires discipline still requires effort.
00:19:44.520 --> 00:19:51.690
Grant Baldwin: So for everyone watching or listening right now who says, I want to be a speaker whether again you want to do one gig year you want to go from zero to one, which is important.
00:19:51.870 --> 00:19:56.520
Grant Baldwin: Because Terry and I used to do zero gigs and then we went from zero to one, everyone does their first gig.
00:19:56.850 --> 00:20:02.310
Grant Baldwin: Or you want to do 100 gigs, a year and you're, you know, in the 30 4050 range and you're trying to continue to scale up
00:20:02.550 --> 00:20:15.870
Grant Baldwin: Both work both are effective, but you have to be clear on what it is you want to accomplish, and again, recognizing and realizing you can do this, but it does require effort. Okay. It does require effort. The other thing I would point out is that
00:20:16.290 --> 00:20:28.290
Grant Baldwin: Is that there is plenty of room in the marketplace. There are literally every single day. There are thousands and thousands of speaking opportunities that exist and Terry and I cannot do them all by ourselves. There are plenty of opportunities that
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Terry Brock: We have tried, but it doesn't work. There's only one
00:20:31.440 --> 00:20:36.990
Grant Baldwin: There's only so many gigs that any one speaker can do because sometimes you may be intimidated, looking up to other speakers.
00:20:37.170 --> 00:20:46.080
Grant Baldwin: Well, I would never be as good as they are. Well, whoever you're thinking of right now, they can't do 365 days a year, they cannot do all those gigs, there's plenty of room.
00:20:46.290 --> 00:20:55.860
Grant Baldwin: In the marketplace for you. But again, you have to be able to follow a plan and a structure to be able to create that business for yourself. And so that's exactly what we teach inside the successful speaker.
00:20:56.340 --> 00:21:04.800
Terry Brock: Yeah, I like it speaking is a wonderful profession. I've been doing it for many years. Love it plan to do it for at least another 7384 years
00:21:05.160 --> 00:21:11.670
Terry Brock: And look at, give or take. And we're going to do that kingdom goal because grant guys with you and me, like with these really good haircuts. We get to do
00:21:11.670 --> 00:21:16.680
Terry Brock: That we keep going strong. But this is not only giving you good ideas but a good roadmap.
00:21:16.920 --> 00:21:24.360
Terry Brock: It's kind of like you got to coach you got green they're helping you out for a few coins, you can get yourself the book. It's going to give you what you need and really
00:21:24.570 --> 00:21:30.750
Terry Brock: work a lot with a friend. Thank you very much for being with us today and for putting the book together. Please tell Jeff. We appreciate his efforts on that as well.
00:21:31.140 --> 00:21:37.890
Terry Brock: Thanks, Terry. And for those of you joining us get over there and take a peek at this. This is something you want to look at if you're looking at speaking
00:21:38.100 --> 00:21:45.420
Terry Brock: This is a book that can really help you. We look forward to hearing from you on that I'm Terry Brock with Terry Brock calm and thanks for being with us today.