MAY CAPS BC RETREAT RECAP
Submitted Nathalie Plamondon-Thomas
On May 18th, Linda Edgecombe and Hugh Culver hosted a mind-blowing CAPS BC retreat at Linda’s Edgy Acres acreage in Kelowna: a full day workshop with 4 Speakers, learning, networking, brainstorming, mentoring, socializing, laughing, and enjoying local foods paired with local wines.
PART I:HOW TO GET YOUR NEXT 10 PAID SPEAKING ENGAGEMENTS
Hugh Culver, CSP, MBA
Hugh has done every part of the business and taught us how to get us where we want to go faster and easier than he did and how to avoid the mistakes that he made. Make sure you invite your audience at the beginning of your talk to evaluate their own performance, so that they realize that they should indeed be listening to what you will say next. Some areas to consider: Planning – Product – Performance – Personal. Hugh showed us that it is best to focus on “side street” markets and to include add-on products with our offer instead of going after the main markets and only speaking. Charge for your handouts, add coaching, add facilitator services, add training, add a self-published book, add a webinar to follow up with after the event, add an online course, add a podcast. The Mainstream Market: Associations that have regular meetings and conventions – Corporations – Not for profit agencies. The “Side Street” Market: Municipality governments, Provincial governments, Credit unions, NFP societies, Coops, School districts, University admin – staff, Health authorities, First Nation bands, Start-up businesses, Local agencies. Hugh also shared 10 better business techniques.
PART II: THE COACH APPROACH TO SPEAKING
Beth shared her journey from International Business and Life Coach to accidental Speaker. Beth outlined her signature process – the relationship formula – and how her expertise has enabled her to take a one-on-one coaching process to conventions with several thousands of people. In 2006, Beth’s relationship imploded and her marriage fell apart, and she was angry about being a divorced person. She had a coach at the time who challenged her to do something about it and work on her marriage. She decided to show up in her relationship, the way she wanted her husband to show up and, somehow, he became nicer. She just tried a system, and it worked. (She celebrated her 20th anniversary the week after the retreat.) She was very surprised that it worked, and she was eager to share her experience with other couples, thinking that if anybody tried the system, it would also work for them.
Here is the system – the relationship formula: E + V + C = HE – FOR ENERGY. The energy of the masculine and the feminine. 4 different ways to split the energy, Positive Masculine, Positive Feminine, Negative Masculine and Negative Feminine. When things are not going well in a relationship, ask yourself which quadrant you identify with in that relationship. If you are in the negative quadrants, move up to the positive ones. V – FOR VALUES. Masculine Highest Value: #1 – Freedom Feminine Highest Value #1 – Safety C – FOR CURRENCY Relationship currency. How do we get paid in our relationships? We give what we want. You need to give your partner what THEY want.
Masculine currency: Appreciation & Trust. Feminine currency: Connection and Protection. H – FOR HAPPINESS If you do these three things, you will live happily ever after. Energy + Value + Currency = Happiness.
PART III: HOW A SIMPLE 5-STEP PROCESS CAN HELP YOU SELL MORE AND CHARGE MORE – EVEN IF YOU HATE SALES
Scott is the owner of I Love Mortgage Brokering and author of “How to Rob Your Bank.” In 2018, after interviewing over 200 top producers in both the US and Canada, Scott doubled his income by applying a new sales formula that focuses solely on solving a problem. I.R.U.S.S. SYSTEM. Intention: When you do a sale, your intention really matters. Before getting on a call, you have to show up in a way that enables you to be fully present. Rapport: If you don’t have rapport, people won’t be honest with you and won’t buy from you. Uncover: Ask very specific questions to identify the real problem. Be specific about the problem that you solve. You have to identify the real problem. Ask good questions and listen 90% of the time. Size Up: Decide if the client is someone you want to work with. Have standards on who you want to serve and who you can serve best. Sell the Solution: Present your solution as THE solution to their problem. “Never leave the scene of a decision without first taking a specific action towards its realization.” Tony Robbins.
PART IV: HOW TO STAY RELEVANT IN CRAZY TIMES
Linda Edgecombe, CSP, Hall of Fame
After 27 years and 5 ‘re-sets’, Linda has worked her butt off as a speaker to stay relevant in crazy times – through raising her family, through burnout, and through depression times three. Her saving grace has always been to lean into the mirror. Her biggest fear is that the business will quit her before she quits the business. She is really curious about what her next act looks like. She organically let her business grow. She had to re-set, re-boot. She brought her story to the stage, how she hated herself, how she did not like the person in the mirror and worked hard on liking her again. When she put her story forward, business started booming again. Talk about your vulnerabilities. People will love you. Linda then turned to us and had us share our answers to our own challenges, and the whole room turned into a wealth of knowledge. The best advice is always in the room. Somehow, we all shared, opened our hearts, cried, gave and received received advice. By sharing our challenges, we all became brighter.
To sum up: What an amazing day! We all learned, shared, grew, and knew that we belong to this great community of speakers, entrepreneurs, coaches, friends and new friends. A huge thank you to Linda for opening her home to us!
MARCH EVENT RECAP
Lessons From the Road: How to Sustain and Grow a Thriving Speaking Business, Position Yourself as an Expert Who Speaks, and Flex Your Funny Bone!
On Saturday March 16th, 2019, CAPS BC hosted Michael Kerr, CSP, HoF and CAPS National President.
International man of mirth Michael Kerr shared a speaker’s smorgasbord of ideas and insights on how he has sustained a thriving (though occasionally rocky) speaking career for more than 20 years. Here are Nathalie Plamondon-Thomas’ notes from this terrific morning.
Michael has spent his life researching, travelling and talking about humour and how to take life less seriously.
Humor makes you stand out!
To read this month’s entire recap, please click here.
Here are photos of some of the happy CAPS members and guests who attended this month’s event.
BIG thanks for both the recap and the photos, Nathalie!
WHAT A GREAT NIGHT!
For a refreshing change, the CAPS BC Chapter hosted a Mix and Mingle night at a local venue, BAR ONE on Broadway near Burrard, where we enjoyed dinner and appies. Eighteen members and guests gathered in a private room, where we got to know each other through ice breakers, entertainment from our notorious singers Nathen Aswell and Andrea Menard, and a live auction.
The price was right at $15, which included a drink and desserts. Thanks to everyone who donated items for our auction – we raised almost $500! We had some good price wars on some of the items, and I want to thank Robin Levesque, our auctioneer, and the attendees who bid on and won their new purchases.
We all left the event knowing more about our CAPS members, and about the guests who were impressed with the fun and energy of our Chapter. I know we will see the guests again at our regular events.
President, BC Chapter
JANUARY CHAPTER EVENT RECAP
On Saturday, January 26th at the Granville Island Hotel, the Canadian Association of Professional Speakers hosted Karen McGregor, best selling author, international speaker and the founder/CEO of the Speaker Success Formula. She helps entrepreneurs to monetize their expertise by creating a powerful talk and offer from the stage. Karen and her flagship program, Rock the Stage, are known Canada-wide as the go-to speaker program for entrepreneurs who want results now.
This single mom, with sales of a half-million dollars annually, taught us how the “speak for free” model can be as fulfilling, lucrative and impactful as the “speak for a fee” model.
How to Make Money with Your Message, Sell from the Heart, and Create Products that Rock!
Karen’s model allows you to sell your services throughout your 75-minute presentation. By the end of the talk, many are hungry for the programs that were lightly mentioned through the presentation. Without a doubt, writing and presenting your script is a skill, and it must be honed and practised so that no one is really aware that you are planting seeds throughout your talk. Your programs, books, or services can be sold at the end of the presentation once the audience has realized that their “pain” will be resolved with these products or services. It is not the old method of sales that we experienced decades ago, but a new one that focuses on the discomfort of the audience and helps them to realize that there are solutions for it.
To become an expert speaker, focus on ONE topic or specialty that you will be known for; become the ‘go-to’ person for that ONE thing. In your available services, choose one program to offer and invite the audience to invest in themselves.
Benefits of the ‘Speak for Free’ Model:
- Freedom – With only two presentations each month, Karen is able to enjoy a half-million dollar business each year, freeing up her time to play, travel, and be with her family.
- Long Term Clients – Karen has found that at least 30% of the people who purchased her program continue to work with her. It’s better to have a small number of long-term clients than a large number of one-time clients.
- Travel – You can travel as much as you wish and decide where you want to accept contracts.
- No Competition – Because Karen’s model supports speaking for free, she is offered more opportunities to speak, as her competition is usually speakers who charge for their speaking.
- Talk Longevity – You only need ONE talk or topic, adjusting it to suit the audience and the times.
- Highly Lucrative – Karen doesn’t offer low, medium and high priced programs; she offers only the one – “Rock the Stage” – for $2000. For those who purchase her program at the end of her presentation, she offers a number of bonuses.
- Venture Partners – In some cases (e.g. non-profits), the host can be offered a percentage of the sales to benefit their organization.
- No Need To Be Perfect – Your systems are the key. The delivery is not as important as the design.
- Potential – In a cold room, nobody knows you: 10% of your audience of 30 people = 3 people @ $1,000 = $3,000. In a warm room: 20% of your audience of 40 people = 8 people @ $1,000 = $8,000. If you speak twice per month (once in each room): $11,000. Yearly income: $132,000, or $264,000 for 2K products. (Karen’s son is 20 years old, uses her model and makes that kind of money.)
- Speak for free – sell 80% of the time.
- 20% of talks offer a free gift that leads to a webinar invitation – your talk online, which includes your core offer.
- Webinar funnel – Twice a year, with joint venture partners.
- Multiple-day live event of live online training – offer your long term solution to the bigger problem.
- Private coaching and retreats (client pays a premium price for your personal time).
7 Core Elements Of The Talk That Sell:
- Acknowledge the symptoms. People are at the symptoms level, and those symptoms must be addressed to get the audience to trust that you understand their needs and pain. What is the problem that needs to be fixed?
- Audience Agreement. It is vital to solving the problem. Reinforce the benefits of solving that problem.
- Introduce the main problem. What is the real issue that needs a solution? Once Karen discovered her real issue – that she didn’t have a system to be successful at speaking – everything changed. We need to include in our talk the fact that we are generating results with what we do.
- Tell Your Story, Expertise, Results. How do you introduce this elegantly? Your personal story is the story that tells where you were, where you are now and that other people can get there too. Your results are really important in this story. When did you have your “ah-ha” moment? What happened after that, that really positioned you as the expert and the go-to person for their problem? People only want to work with us if we have results to offer them; our world is fast-paced and demands results. By doing this through a story, it positions you without sounding salesy.
- Content. Position your content to give value that people can use right away. Do not have so much content that you overwhelm your audience.
- Overcome Objections. Include testimonials and case studies to overcome objections. Use these strategically so that they support your information, rather than sounding like a sales pitch. Videos, before and after examples, and testimonials work well. (Karen teaches this in her “Rock the Stage” Program.)
- The Offer. Keep in mind that your own positive mindset on your presentation and sales are key in your success. You are truly solving a problem that many people have. Your offer HAS to be part of your talk; selling is not separate from your talk. An offer is an invitation; overcoming objections before you present it is key. Some testimonials or case studies will help to obliterate doubts before people even start to realize that they may have objections.
Karen also discussed how important it is to meet the needs of the different personality types in the audience and to incorporate them throughout your presentation:
- Relationship-focused people want to be involved and belong.
- Information-based people want numbers, so you want to give them the price of your program early in your talk, don’t wait until the end. Also, watch your language and don’t use the word PRICE, use the word INVESTMENT.
- Process-based people want to know that you have a system.
- Action-oriented people want to know that they will get results quickly.
You want to include all of them in your talk. Your package has to appeal to them; it has to not only dissolve their objections, it also has to fit their lifestyle. In your wholistic package, mix in online coaching and one-on-one sessions; some will prefer direct contact with you.
Include in your wholistic package:
- Live events.
- Recording of the live event.
- Online events.
- A Facebook group where people can connect.
- One-on-one time.
DESIGNING YOUR PRODUCTS SUITE
Start having lunch dates with people that are your ideal clients and listen to what they are complaining about. What language do they use? What is their greatest fear? Then develop a product, or products, to fix that.
They can include online programs, retreats, online coaching, multiple-day events, retreats, exotic location experiences, and private coaching. It is better to do multiple days, as it is the same amount of work to do 1 day as it is to do 3 days. Real transformation will happen in 3 days.
Have one core program you are known for.
Make sure to include the next step for your clients. A long-term offer. A combination of training. Make sure to offer on-going support, when they need it, at the time they need it. That is where the value comes in.
For those members and guests who attended our CAPS event, Karen finished her presentation by generously inviting us to a special call with her and to listen to a special webinar.
Karen wowed us with an outstanding presentation that was loaded with value, and we were fortunate to be in the crowd!
(Notes by Nathalie Plamondon-Thomas and JoAnne Marlow, edited by Nathen Aswell)
NOVEMBER CHAPTER EVENT RECAP
SCOTT ARMSTRONG – Keynote and Workshop Presenter, “Be Limitless”. Village Motivator, Author
As a wildlife advocate, Scott entertained us with his history of boa constrictors escaping their cage just before he was about to take a journey to East Asia, and how he wrestled tigers, just for kicks. It’s one of Scott’s passions, and he’s able to continue his passion while earning passive income from the online courses that he develops and sells to clients. He stressed that it’s not necessary to have a “perfect” presentation, but to create a series of webinars or course modules with:
- An initial engagement
- An offer
- Ongoing engagement
Using a boilerplate with a customized beginning and end for each client target is key, and it enables you to enjoy more time for the things you love rather than having to re-write a customized course each time. Scott will be a fast track presenter at the Convention, where he’ll go into more details about online learning opportunities.
I J MCINTYRE – Keynotes: WOMEN: “How to leverage the power of your age over 45”
I J is approaching her 15th year as a CAPS member and shared 10 Tips and benefits of being involved with CAPS. Leader’s names from CAPS, NSA and abroad flew around the room, helping us to realize what we can all look forward to as members of CAPS.
- Define your niche. Be able to answer the following: “I am the only speaker who _________”, where being specific, being relevant, and content based on your expertise are critical components.
- “Choose your lane (Jane Atkinson) or determine “what you’re known for” (Marc LeBlanc) to keep you focused.
- Be an expert on your topic.
- Write your knowledge down, especially when it comes to how your audience will be or feel differently after your presentation.
- Get Help. Don’t try to do it all on your own.
- Ask your client, “If you could wave a magic wand to help your people, what three things would come up for you?” (Brian Lee).
- Take advantage of all the benefits of a CAPS membership. Check our website and benefits.
- Have a clearly communicated elevator pitch.
- Start your day by asking, “What will I do today that will build my business?” and end your day with, “What did I do today that built my business?”.
- Reach out to other CAPS members to Share, Belong, Learn, and Grow.
Ida Jean is organizing the Opening Ceremonies of this year’s National Convention in Vancouver.
STEPHEN HAMMOND – Best Selling Author, Presenter “Creating A Workplace Of Respectful People”
Stephen impressed us with his passion as a Human Rights lawyer, with the fact that his best-selling books actually developed his massive speaking business throughout North America, and with the process of developing his thriving business (and political interests) through what he values. He stressed that we stay an “expert” in our field by keeping current and not having our information dated back to 2006! “Always offer massive value and substance in your presentations and material,” he stated, “and inspire others, while tossing in some entertainment or humour to engage the audience.”
His passion and his ability to write and re-purpose his programs (training courses, webinars, presentations, workshops and several books) have increased the value of his message and have led to a hugely successful business.
TOM WATSON – Powerful Storyteller, and Best Selling Author of “MAN SHOES – The Journey to Becoming a Better Man, Husband & Father”
As I checked my notes after Tom’s presentation, I was surprised to find that I had only written one thing. I was so taken with Tom’s emotional presentation that it was hard to put my pen to paper. We were all totally immersed in the story of a young baby, left naked in a hotel room alone, crying and bathing in his own excretions. This little baby had been abandoned by his parents and entered the social services “foster system”. Continuing to tell us of his life as a little boy, Tom described how he became disassociated from others after being brutally abused by one foster parent after another. Finally, at a tender age, he was introduced to an aging couple, the Watsons, who loved and nurtured him no matter what.
Tom’s story had several of us in tears at the heartache he had faced, and yet now stood before us as a man of pride, gratitude, and honour. Tom credits his father, who took Tom’s face in his hands and said, “You may believe that you are not loved, but that is not true. We love you and believe in you.” The switch went on for Tom. His father told him the one thing that I wrote down on my tear-stained page:
MY CHOICE + MY ACTIONS = MY LIFE
OUR RISING STAR
Diane Rolston, Presenter and Author
“Dynamic YouTM The Secret Code to Being Confident, Wealthy & Successful”
Diane Rolston, our newest member of CAPS BC, delivered a polished presentation that will challenge anyone at the Convention.
Congrats, and good luck, Diane!