pricing yourself as a professional speaker

Adolph Kaestner

Pricing Yourself as Pro SpeakerPricing Yourself as Pro Speaker

Beggar or Billionaire

Expert who speaks Motivational / Inspirational Entertainer Humourist Trainer Industry Guru Circumstantial Celebrity

What Type of Speaker are youWhat Type of Speaker are you

Recognise Your Type & Know Opposition

Active Income StreamsActive Income Streams

Requires Your Personal Time

Keynote Speaker

Virtual SeminarWebinarMentoring

ConsultingTraining/WShop

Passive Income StreamsPassive Income Streams

Income While You Sleep

The CLEVER Income StreamsThe CLEVER Income Streams

Work Smart Not Hard

Sell Outcomes Sell Online Recurring Programmes Secure Anchor / Cash Cow Clients Become an Expert Own an Industry Affiliate Programmes Constantly Re-Invent / Upgrade

Days in Year = 365 Less Saturdays & Sundays = 104 Less Public Holidays = 16 Less Personal Holidays = 40 Less Personal Training = 12 Less S L & L = 7 Less Travel = 24 Less Administration etc = 36 Available Working Days = 126 Available Working Days = 126 BBusy speakers work about 80 –120 days a year

Working Days AvailableWorking Days Available

Speakers are Sellers of Time on Stage

Where does the Pricing Model Start? Where does the Pricing Model Start?

With the Budgets Bottom Line How Much Must I Make to Survive? How Much do I need to live the lifestyle I want? How Much do I need to plan for “retirement”?

You must know the real numbers

R

# P S E’s

Financial BudgetsFinancial Budgets

Separate Bank Accounts

Personal Budget

Event / PSE Budget

Business Budget

Your Budget Break Even Points: Personal Break Even Point = R + Business Break Even Point = R + Lifestyle Break Even Point = R

Total Income Required = R

Desired Realistic IncomeDesired Realistic Income

Determines Minimum Income Required

1. Beginner / Toastmaster

2. Part-Timer

3. Beginning Pro. Speaker

4. Established Pro. Speaker

5. Accomplished Pro. Speaker

6. Celebrity Speaker

7. Famous Speaker

The 7 Speakers Earning LevelsThe 7 Speakers Earning Levels

Juanell Teague – Speaker Coach

1. Beginner / Toastmaster (1-15 yrs.)1. R Free or Costs or R500 or Donation to travel exp.

2. Part-Timer (1-5 yrs.)1. R 1,000 to R 5,000

3. Beginning Pro. Speaker (1-8 yrs.) 1. R 1,000 to R 8,000

4. Established Pro. Speaker (5-12 yrs)1. R 7,500 to R 20,000

Some Fees by Level 1Some Fees by Level 1

Based on some local SA research

1. Accomplished Pro. Speaker (5-20 ++yrs.)1. R 15,000 to R 60,000 ++

2. Circumstantial Speakers (5 yrs.)1. R 15,000 to R 25,000+

3. Celebrity Speaker (5 –x yrs.)1. R 20,000 to R 40,000 ++

4. Famous Speaker (5 – x yrs.)1. R 30,000 to R 150,000

Some Fees by Level 2Some Fees by Level 2

Based on some local SA research

Brian Jude – Half day = R 695 (inc) Expert Series – Half day = R 697 (inc) Strawberry Training – One day = R 2,655 Richard Mulvey – Two days = R 4,450 Dr Henk Botha – Two Days = R 9,680 (inc) Front Foot – Two days = R 4,350 Imsimbi – Two days = R 3,600 Trevor Ketler – Three days = R 4,450 (Own Venue) Adolph Kaestner – Three days = R 5,550 (inc)

Some Public Workshop FeesSome Public Workshop Fees

Based on some local SA research

Budgets for your Desired Income (slide 10)

Your Current and Most Likely Activity # of Keynotes = X R….. =R # of Breakfast = X R…... =R # of Half Day Workshops = XR….. =R # of One Day Workshops = XR….. =R # of Two Day Workshops = XR….. =R Total Revenue based on current activity = R Note: To up the income

1- Increase Fees or 2 Increase Activity

How To Calculate Your FeeHow To Calculate Your Fee

You are the Business

FEES & RATES FOR 2012

Southern Africa & SADC territories: One hour keynote presentation = ZAR 27 500 (ex VAT where

relevant) Master of Ceremonies = ZAR32 000 (ex VAT where relevant)

Above rates exclude business class air travel, road transport or transfers, accommodation and meals and are quoted ex Johannesburg

Europe and Rest of the world:Europe and Rest of the world: One hour keynote presentation = US$ 8 500 Master of Ceremonies = US$9 500

Online Fees Quoted in SA 1Online Fees Quoted in SA 1

Non-PSASA Member

1. Keynote - R 25,000 per Hour – Ex Vat2. Training Courses / Workshops / Seminar

1. 1 day R 2,400 ex Vat2. 2 day R 4,700 ex Vat

3. Example 3 Lets Look

4. Example 4 1. Lets Look – Fees2. Lets Look Terms

Online Fees Quoted in SA 2Online Fees Quoted in SA 2

PSASA Members

So What Business are we in? So What Business are we in?

Without these two It does not matter how good you are

as a Speaker or Trainer.

The Achilles Heel for Most Speakers

Marketing Sell ing

Time is TickingTime is Ticking

Get Moving – Never Hope – Act!

Question Time ?Question Time ?

Web: www.adolph.co.za Web: www.speakers101.co.za e-Mail adolph@adolph.co.za Skype: adolphk Tel: 011- 679 - 3145 Cell: 082 - 493 - 9093