of the motivational magician - success in magic handout.pdf · this handout is designed to be used...

SPEAK AND GET RICH

Secrets of the

Motivational Magician

Written & Presented by

Jim Snack Certified Speaking Professional

Enter the Rewarding World of Corporate & Association Speaking

Handout and

Resource Guide

Secrets of the Motivational Magician Jim Snack

© Jim Snack, All Rights Reserved

Jim Snack, CSP

Jim Snack is a Certified Speaking Professional who works with people and organizations that want to change with confidence. Averaging over a hundred programs annually, Jim presents keynote speeches, half- and full-day seminars on change, teamwork, leadership and communication with an emphasis on personal development and motivation. With degrees in theater and communications, Jim combines the two in his work, presenting custom-designed speeches and seminars for business, government, education, healthcare and human service organizations. Jim has worked in the public and private sectors with such organizations as General Electric, Disney, Lucent Technologies, General Motors, the Environmental Protection Agency, and General Services Administration, to name a few. Jim is a one less than 500 speakers worldwide who holds the Certified Speaking Professional (CSP) designation, the highest earned award bestowed by the National Speakers Association. He is Presi-dent-Elect of the Connecticut Chapter of the National Speakers Association and Past President of the Hudson-Mohawk Chapter of the American Society of Training and Development. Jim serves as an adjunct faculty member at the Eastern Management Development Center in Shep-herdstown, WVA, and the General Services Administration PBS Academy. Furthermore, he is a regular presenter for the HUMOR Project in Saratoga Springs, NY. In addition to being a skilled speaker and trainer, Jim is an accomplished magician and sleight-of-hand artist. Whether he is doing a keynote on “The Magic of Change” for a national association or speaking on creativity and communication to corporations, Jim’s presentations are always a captivating blend of magic and message.

Jim Snack PO Box 380 West Sand Lake, NY 12196 Tel: (518) 674-2660 email: [email protected] web: http://www.jimsnack.com



Introduction

That’s what Secrets of the Motivational Magician is about....creating magic. I’m not just refer-ring to the tricks of a magician, but magic in a larger sense. I’m talking about the magic of motivating others to reach their fullest potential. That’s what motivational magicians do. In our media dominated world, it has become increasingly difficult to capture people’s attention and engage them. Their brains are filled with too much information and clutter. Furthermore, today people expect information to be delivered in an entertaining way. Television news programs are delivered in a slick and visual format. Even the White House is considering changing the format of their news briefings to included a video wall behind the press secretary. That’s where magicians have an advantage over other speakers and trainers. We have the skills and techniques to capture attention quickly and draw people to the edge of their seats. Furthermore, we know how to use magic and humor to entertain, giving us an advantage over other speakers. But we also have to be careful that our magic doesn’t overpower the message. And of course, we must have a message. You’ll learn about that as you listen to these audio CDs. This handout is designed to be used in conjunction with them and includes links to many of the resources mentioned, as well as a bibliography to help you start building your resource library. I would like to thank fellow speaker, Peter de Jager, for granting permission to reprint his 18+ Bits of Tongue in Cheek Advice for Speakers. As always, there’s truth in humor. So get ready to listen and learn Secrets of the Motivational Magician Magically yours, Jim Snack, CSP

“Every time you step in front of a group...

you have the opportunity to create magic.”



“Teachers open the door...

You enter by yourself.”

Chinese Proverb

Who hires Motivational Magicians? • Corporations • Associations • Colleges • High Schools • Elementary Schools • Youth Organizations • Health Care Organizations • Non-profit Groups • Government Agencies • Sales Organizations • Network Marketing Groups

Why? • Motivate Employees • Reward performance • Strengthen teams • Reduce workplace conflict • Improve Communication • Stimulate Creativity • Relieve Stress • Reduce Employee Turnover • Improve Morale • Ice Breakers • Just for fun!

• Opening keynote speech at conferences • Closing general session at conventions • Luncheon entertainment • After dinner programs

• Half-day training • Full-day training • Multi-day training • Magical MC

What do motivational magicians do?

What is CSP? The Certified Speaking Professional designation, established in 1980, is the speaking industry's international measure of professional plat-form skill. CSP is conferred by the National Speakers Association (NSA) only on those accomplished speakers who have earned it by meeting strict criteria. The letters CSP following a speaker's name indicate a speaking pro-fessional with proven experience who understands what is required and knows how to deliver client satisfaction.



Topic Magic (Such a clever title!)

The question is not “what will sell?” The question is “Should you be selling it?”

M - Mission: What are you passionate about? Connect your topic to your purpose and mission and pick a topic that you love. Don’t choose to speak about something just because it’ “hot.” Audiences can tell when you are not passionate about your subject. Allow you topic to naturally emerge from activities you are currently engaged in. To paraphrase Vioa Spolin: “Don’t superimpose the goal on the activity. Allow your goals to grow out of the activity that you are engaged in.” (Improvisation for the Thea-ter)

A - Audience: Who Cares? Where’s their pain? Can you give them what they need? More importantly, whom do you care about? You must care about your audience in order to help them. Are you a Personal Development or Business Speaker? A personal development speaker will speak to the general public on such topics as wealth building, fitness, etc. typically via public seminars and mass media. A business speaker focuses on business topics, negotiation, networking, sales, etc., and will market via specialty books, speaking at conferences, etc.

G - Growth: Your growth as a speaker. As you grow you will move from generalist to specialist. The Japanese definition of an artist: A person with the abil-ity to do more, but the will to refrain.

I - Innovate: What do you have that is new or original? You must add some original thought to your speech. Avoid clichés and motivational platitudes. Your audience has heard it all before and you will become a commodity.

C - Credibility: Why should they hire you? This is very important. You must make your case by demonstrating your credibility.

What topics sell?

Teamwork, Managing Change, Diversity, Creativity & Innovation, Empowerment, Ethics, Facilitation, Family, Financial Planning, Gender Issues, Leadership, Strategic Planning, Mentoring & Coaching Skills, Emotional Intelligence, Motivation, Supervisory Skills, Giving & Receiving Feedback, Communication Skills, Presentation skills, Interpersonal Communi-cation, Media Training, Image, Intercultural Communication, Dealing with Difficult People, Conflict Resolution, Customer Service, Sales Skills, Prospecting, Cold Calling, Referral Strategies, Negotiation, Closing Techniques, MLM, Real Estate, Health & Wellness, Nutri-tion, Fitness, Self Esteem, Stress Reduction, Success, Humor in the Workplace, Life balance, Productivity, Goal Setting, Taxes, Time Management, Organization, Personal Development, Safety, Computers, Technology, Internet Marketing, Writing Skill, blah, blah, blah…HELP!!!



Seven Ways to Establish Your Credibility

Experience: Do you have any specific industry experience that gives you credibility? Don’t forget your experiences as a volunteer or in association leadership?

Education: Academic degrees and professional certifications give credibility. List yours:

Awards and Honors: Have you received any industry and/or association awards? If not, do be afraid to self-nominate.

Professional Image: Dress, language and manners, promotional materials. How does your image rate?

Affiliate with a Larger, More Credible Organization: Clients, Colleges & Universities, Speaker Bureaus, And Other Training Organizations. (Ex Skillpath, CareerTrack, Fred Pryor etc). Who can you affiliate with?

Write and Publish: Newsletters, Articles, White Papers, Your Blog, Your Book

Become Famous: Write a Best-seller, Climb Mount Everest, Get on a Reality Television Show. Get media exposure.



Resource Links: American Program Bureau – Speaker Bureau. http://www.apbspeakers.com American Society for Training and Development – The world’s leading association for workplace learning and performance professionals. www.astd.org Arch, Dave – Author of Tricks for Trainers and other training resources. Works with Bob Pike. See below. Atkinson, Jane – Jane is a top consultant for speakers looking to move to the next level. I recommend her new product The Wealthy Speaker. Visit her website at http://www.thewealthyspeaker.com/ Brody, Marjorie – Workplace/career expert, executive coach & professional speaker. Presi-dent of Brody Communications, Ltd. http://www.brodycommunications.com/ Buch, Judy - Ventriloquist and a Certified Speaking Professional. http://www.judybuch.com/ Disney Institute – For an educational vacation experience. I was fortunate to be one of the early guest presenters there. http://wwwdisneyinstitute.com Dumont, Sandy - Sandy Dumont is more than an image consultant. Her exclusive techniques in the advanced fields of Image Psychology and Impression Strategies are cutting edge. Au-thor of Power Dressing. Highly Recommended! http://www.theimagearchitect.com/ Eastern Management Development Center – A training facility in Shepherdstown, WV for federal employees. Go to http://www.leadership.opm.gov and click the link at the bottom of the page. Fripp, Patricia – Award winning professional keynote speaker on customer service, success, marketing, sales & creativity. One half of The Odd Couple (with Alan Weiss), seminars for speakers. See http://www.fripp.com/ HUMOR Project – The country’s oldest consulting firm on the positive power of humor and creativity. Founded by husband and wife team, Dr. Joel Goodman and Margie Ingram, the Humor Project sponsors conferences and seminars, has a speakers bureau, and provides a free resource catalogue. http://www.humorproject.com IASB - The International Association of Speakers Bureaus (formerly the International Group of Agencies and Bureaus) is the worldwide trade association of speaker agencies and bureaus, with members in Canada, England, Australia, The Netherlands, South Africa, Spain, Singa-pore, Brazil, France and New Zealand as well as the United States. Check out the Speakers Resources section on their website a: http://www.igab.org/



Knowledge Network – Community education in New York’s Capital District http://www.knowledgenetwork.org/ Learning Annex – Community education programs. http://www.learningannex.com/ Lee, Michael - Author, speaker and multicultural diversity expert. http://www.seminarsunlimited.com/ Magic2Motivate - Magician & Speaker Steve Hart has created training and resources for ma-gicians who want to get started speaking. http://www.magic2motivate.com National Speakers Association – http://www.nsaspeaker.org You should find a nearby chapter and attend meetings. Join when you meet the requirements. Also, it is imperative that you read the following white paper: http://www.nsaspeaker.org/pdfs/Expertise_Wht_paper.pdf

Parente, Diane - Diane Parente is an expert at fine-tuning or redirecting your public profile, building a more powerful and effective image. http://www.imagesellsyou.com/ Perez, Rosita - A former social worker and mental health administrator, Rosita translated her social conscience into musical, substantive, fun-filled sessions that pushed emotional buttons. A great speaker who recently retired. You can still read about her at: http://www.programresources.com/spkr/perez_rosita.htm Pike, Bob - Founder and Chairman of The Bob Pike Group and Creative Training Techniques International, Inc., and a pioneer and leader in designing and delivering cutting-edge partici-pant-centered train the trainer and teacher training programs. http://www.bobpikegroup.com/ Quebin, Nido - Nido Quebin is chairman of an international consulting firm and recipient of the highest awards given for professional speakers including the Cavett (known as the Oscar of professional speaking) and the Speakers hall of Fame. An elegant gentleman, he is always impeccably dressed! See http://www.quebin.com/ SpeakerNet News: http://www.speaketnetnews.com Subscribe to the free weekly newsletter and check out the compilations and teleseminars. Walters, Dottie – Dottie is the author of the class Speak and Grow Rich as well as a number of other products for speakers. See her complete catalogue at: http://www.speakandgrowrich.com/

Resource Links (cont.):



Bibliography

Abernathy, Bob & Reardon, Mark, Hot Tips for Teachers: 30+ Steps to Student Engagement Arch, Dave, All New Tricks for Trainers, Recommended Resources, Amherst, MA 1998 Bendaly, Leslie, Brain Teasers for Team Leaders: Hundreds of Word Puzzles and Number Games to Energize Your Meetings Byers, Judy, Words On Tape: How to Create Profitable Spoken Word Audio Cassettes and CDs,AudioCP Publishing, Denver, CO, 1997. ISBN 0-9655721-4-5 Carlaw, Peggy & Deming, Vasudha, The Big Book of Customer Service Training Games, McGraw-Hill, NY 1999 Epstein, Robert & Rogers, Jessica, The Big Book of Motivation Games Fillmore, Cathleen and Sweeney, Susan, Going for Gold: A Complete Marketing Strategy for Speakers, Elias Press,Toronto, Ontario, Canada, 2000. ISBN 0-9684261-0-7 Frank, Mike, For Professional Speakers Only, Speakers Unlimited, Columbus, Ohio, 1995, (614) 864-3703. ISBN 0-9647477-6-6 Gesell, Izzy, Playing Along: 37 Group Learning Activities Borrowed From Improvisational Theater Jeffreys, Michael, Success Secrets of the Motivational Superstars, Prima Publishing, Rock-lin, CA 1996. ISBN 0-7615-0612-8 Pike, Robert, Creative Training Techniques Handbook, Lakewood Books, Minneapolis, 1989 and 1994 Robinson, Grady Jim, “Did I Ever Tell You About The Time…,”McGraw-Hill, New York, 2000. ISBN 0-07-134214-1 Scannell, Edward & Newstron, John, Games Trainers Play, McGraw-Hill, Inc. New York, 1980 Tamblyn Doni & Weiss, Sharyn, Big Book of Humorous Training Games Teague, Juanell, 7 Fee Levels of the Speaking Industry, People Plus, Inc., Dallas, TX, 1996. (214) 231-2831



Walters, Lilly, Secrets of Successful Speakers, McGraw-Hill, New Yorbb, 1993. ISBN 0-07-068034-5 Walters, Lilly, What to Say When You’re Dying on the Platform, McGraw-Hill, New York, 1995. ISBN 0-07-068039-6 Walters, Dottie and Walters, Lilly, Speak and Grow Rich, Prentice-Hall, Paramus, NJ, 1997. ISBN 0-13-490400-1 Weiss, Alan, Million Dollar Consulting, McGraw-Hill, New York, 1992. ISBN 0-07-069178-9 Weiss, Alan, Money Talks: How to Make a Million as a Speaker, McGraw-Hill, New York, 1998. ISBN 0-07-069615-2 West, Eddie, 201 Icebreakers: Group Mixers, Warm-ups, Energizers and Playful

Bibliography (cont.)



18+ Bits of Tongue in Cheek Advice for Speakers

Peter de Jager is a provocative Speaker, Writer and Consultant. His primary focus in on how we manage change, technology and the future. If you’d like a very detailed speaker evaluation form intended for improving a business speaker, you can find it at: http://www.technobility.com/docs/speakerevalform.doc

1) Your presentation should bear at least a passing resemblance to the announced topic.

2) If at all possible, you should stop talking before your audience stops listening.

3) If you insist on speaking past your allotted time, you must start giving the next speaker's presentation.

4) All humor must be either “politically correct” or funny. If you manage to achieve both of these goals at the same time, you are eligible for a bonus and possibly a standing ovation.

5) Keep your ego in check. It was our intent to book the best speaker possible, they weren’t available... We booked you instead.

6) If you walk around the stage or through the audience, it should be for effect and not because you’ve forgotten where you are.

7) The slickness of your presentation should not outweigh its content. (There is content… right?)

8) If you intend to use sophisticated technological equipment you must provide to the meeting planner (in advance) documented DNA evidence proving beyond all reasonable doubt that you are related to Bill Gates.

9) If you are intending to fly into town the morning of the talk, you must first present to the meeting planner, your pilot's license and registration number of your private jet.

10) Unless you are intending to give it away for free, all mention of "product" on stage is expressly forbidden.

11) If you intend to mumble throughout your presentation, written transcripts must be distributed to the audience in advance.

12) If you are a truly boring speaker, let us know in advance so that we can schedule you just before our conference attendees are due to take a nap.

13) Minimum content requirements of all presentations include: At least one new idea not found in the latest best-seller. At least one original idea or way of looking at the world. At least one audience laugh, okay… a grin or a smirk will suffice. At least one take-a-way idea, this does not include a motivation to cure boredom. At least one good reason to provide a round of applause at the end

14. If you intend to read your presentation, it is forbidden to hand out transcripts to the audience. Since they can read faster than you can read and talk, we want to keep the ending of your presentation a surprise.

15. If you speak in a monotone, you must inform the meeting planner in advance so that we can provide pillows to the audience.

16. If you’re one of those speakers possessing that unique ability to stop all the watches and clocks in the room from marking the passage of time, you are required to warn the audience in advance. Nobody appreciates being stuck in a time warp.

17. If your speech is going to be a book report, send us copies of the book instead.

18) If you insist on using PowerPoint, here are the ground rules: The folks at the very back of the room must be able to read every slide. No text less than 30pt in size. When selecting font and background colors; no yellow on white or black on blue. Read out all the text on a slide on pain of death… consider yourself duly warned. Keep the number of slides below the number of minutes in your presentation. If there are technical problems, you are still expected to give a good presentation.

All kidding aside… Speak from your heart, and we'll use ours to listen Signed...Global and Regional Union of Meeting Planners (G.RU.M.P.)

© 2006 Peter de Jager – Yes, he's a speaker with a passion for Change. You can contact him at [email protected]

Speakers Bureau/Agency Terms & Definitions

Agent: Person in a speakers bureau/agency that acts on behalf of the seller (speaker) oron behalf of the buyer (customer).

Autograph Table: Traditionally, this is the table where a speaker autographs booksafter a speaking engagement. Many speakers, however, use the term “autograph table” toalso mean the table at the back of the room—the one from which they sell their products.

Back-of-Room Sales: The act and process of selling books, tapes, and other products atthe back of the room, usually immediately after a speech.

Bio: A slang term for biography.

Biographical Sheet: A profile, one-sheet or a short document that lists a speakers’major credits and gives a brief history of his or her career. A biographical sheet is not ajob resume or a vital. To remain true to its singular limit, a biographical sheet should beno longer than one page.

Black-and-White: A black-and-white photograph of a speaker, sometimes referred to asa "B&W."

Book: To schedule a date for a speaking engagement.

Booking: The act of being engaged to speak, as in “I have had 150 paid bookings thisyear.”

Breakout Sessions: Small group sessions, within the meeting, formed to discussspecific subjects.

Brochure: Advertising piece describing and promoting the advantages of a particularspeaker, group of speakers or speakers bureau.

Brokering: Bureau with customer who wants a speaker goes to an agent representing anexclusive speaker, to buy said speaker. Commission is determined by the exclusive agent.

Bureau: A booking or sales company that sells the services of multiple speakers.Bureaus are much like travel agencies.

Bureau Listing: See "Listing."

Buyer: The person or group representative who signs the contract and pays for thespeaker.

Canned: A slang term for a standard “off the shelf” speech or presentation. Often, theterm “canned” is used in a negative context to refer to material that a speaker uses toooften, without changes, in presentations.

Celebrity Speaker: A speaker who is booked for his/her name value.

Client: (also see Customer) A speaker is the client of an agent who is paid to representhim/her.

Coach: Individual who helps develop presentation skills.

Co-brokering: Where two or more bureaus/agencies work together to book a speaker toa client.

Community Service Bureaus: Sometimes called public service bureaus, these arespeakers bureaus that send speakers into the community for little or no fee. The speakerseducate the public on a particular topic or issue and promote the host company’s interest.

Concurrent Sessions: Sessions scheduled at the same time.

Consultant: Professional who provides counsel and assistance to a client on specificassignments.

Contract: Legal document defining responsibilities for all parties concerned.

Curriculum Vita: Often referred to as a “vita.” A vita is very similar to a resume. Ithighlights a speaker’s education and key jobs held. A speaker in the academic communityusually uses a curriculum vita.

Customer: (also see Client) Whoever is paying for a speaker’s services. A company orassociation is the customer when they buy a speaking engagement.

Dais: (Pronounced day-iss.) Raised platform on which the head table is placed.

Date: The day set for a definite booking or engagement.

Date Clear: Formal permission to approve a date that is being tentatively held for abooking.

Demo: Audio or video demonstration tapes. Demos often are used to promote aspeaker’s services or speeches to meeting planners.

Direct: When a meeting planner calls the speaker direct, rather than going through anagent, bureau, or manager.

Emcee: The master of ceremonies at a banquet or similar event. Sometimes spelled M.C.

Engagement: Used as a noun to describe a set booking or date when a buyer has securedthe services of, or employed, a speaker.

Exclusive: When the speaker has signed an agreement with an agent to handle allspeaking engagements. Bureaus may or may not then “broker” with the exclusive agent toobtain the speaker for their client. The exclusive agent works out a commission split.

Exclusive Bureau/Agency: Based on conditions of the contract, between the speakerand the bureau/agency, the speaker my also accept engagements directly.

Exclusive Right to Sell: The speakers bureau/agency having the contract, with speaker,is the sole and exclusive representative of the speaker.

Expenses: All contracted out-of-pocket business costs incurred while the speaker travelsto and from client events. These normally include airfare, taxi-fare, car rental costs,lodging, gratuities, special phone calls having to do with the event, meals, and last-minutepresentational materials. Expenses charged to the client should not include anything ofpersonal nature –i.e. movies, alcohol.

Fee: The money paid by the meeting planner-buyer to the bureau or speaker percontract, exclusive of expenses.

Firm Offer: A speaking engagement that is definitely confirmed as in, “I’ve got a firmoffer for Baltimore on that date.” A firm offer is one that becomes contractually bindingupon acceptance of the offer by the third party.

Flyer: A one-sheet piece of printed advertising. These are often produced anddistributed to help promote a speaker’s product or services.

General Session: A meeting open to all those in attendance at a convention.

Gig: A slang term meaning an engagement or booking.

Glossy: A black-and-white or color photograph printed on glossy paper, used topromote the speaker. See “black and white."

Gross: The total fee the buyer is charged for a booking, including agents’ fees, butexcluding speaker expenses (air and ground transportation, tips, hotels, and meals.)Bureau commissions are not paid on expenses.

Handout: Informative or educational material given to the audience at the speaker’spresentation. Handouts often are in flyer form. The term, however, refers to anymaterial that is handed out to the audience.

Head Table: Seating location for honored guests and/or meeting presenters.

Holding Room: A room backstage where speakers wait to go on. Any room used forthis purpose is called the “holding room.”

Honorarium: Payment made for services. See "Fee."

IASB: International Association of Speakers Bureaus

In-House: An audience composed only of employees of the same company.

Inside Marketer: Sales rep: employee of speaker.

Intro: A slang term for an introduction.

Introduction: A carefully written opener about the speaker, which is delivered by theintroducer at the beginning of a speech. A good introduction gives some ideas of thespeaker’s credits, achievements, and honors and also answers the question: “Why thisspeaker, on this date, for this audience?”

Keynote: The main speech at a meeting or the speech in one of the featured spots at anevent. The keynote sets the tone of a convention and carries out the theme. The keynoteusually is connected with prime time, such as a meal function, or delivered to open orclose an event, or given to the entire convention in the main room.

Lavaliere microphone: Portable microphone that hooks around neck or is clipped toclothing. Also known as a necklace, lapel, or pendant microphone.

Lectern: A stand upon which a speaker may rest notes or books. May be standing,which rests on the floor, or tabletop.

Listing: The speaker grants the right to a speakers bureau/agency to list the speaker asavailable.

M.C.: Master of Ceremonies; person who presides over the program.

Management Company: Organization that provides functions for a speaker including,but not limited to: maintaining calendar, scheduling travel, and assisting in marketing.

Manager: A person hired to manage a speaker’s or entertainer’s business and/orpersonal affairs. The job of manager may include marketing the speaker’s services formore bookings or performing public relations work for the speaker.

Market Exclusivity: When the speaker limits the speakers bureau/agency to offering thespeaker's services to a particular market or markets.

Meeting Planner: A person who is in charge of all planning of a meeting. Meetingplanners handle logistics, meals, hotel arrangements, room-sets, travel schedules, andoften the hiring of speakers.

Mike: A slang term for microphone. Many types of mikes are employed by speakers,including hand-held mikes with long cords, stationary mikes, clip-ons, and hands-freemikes.

N.S.A.: National Speakers Association.

Net fee: The amount of the fee the speaker will actually receive for a booking afteragency or bureau fees and before expenses.

On-Site: An on-site location is a convention center, hotel, or other event site.

One-Sheet: See also flyer.

Orator: Someone who speaks eloquently in public.

Overhead Projector: Equipment, which projects an image on a screen by passing lightthrough a transparent slide or other transparency.

PA System: Public address system.

Packager: Organizes speakers demo tapes, press kits, etc. for fee.

Panel: Discussion with a moderator and two or more participants.

Platform: Raised horizontal surface, stage, or flooring.

Plenary Sessions: General assembly for all participants.

Plug: An advertisement, not in the form of a formal ad, but usually a mention—eitherwritten or in a publication or given verbally from the platform to help promote a product,service, or individual.

Podium: Speaker’s platform.

Pre-sales: Items such as books, tapes, videos, etc. sold to client in advance of meetingversus items sold in back of room after event.

Press Kit: Also known as a PR Kit. A collection of publicity items that includes: 1)Pertinent data on the speaker such as bio, flyer, photo, testimonials, and articles. Theproperty, such as photos, descriptions of public space areas, local entertainment, etc. 2)Information relative to a sponsor’s products or services.

Product(s): Products are items, which compliment the speaker’s topic and are availablefor sale. A speaker’s books, audio cassette albums, video tapes, workbooks, posters, andother products may be sold by contract in large quantity to a client in advance for allattendees, or sold at the back of the room at an autograph table.

Production Company: A company that presents special effects and theatrical acts.This type of company may contract to put on an entire convention or only parts of one.They sometimes hire speakers as part of their contract.

Professional Speaker: A speaker who is paid a fee for performances, by a company,association, or college.

Program Exclusivity: When the speaker limits the speakers bureau/agency to offeringjust certain programs that the speaker presents.

Projector: An apparatus for projecting a picture on a screen. Whether the device is anoverhead, slide projector, or a film projector, it is usually referred to as simply aprojector.

Public Seminar: A seminar that is open to the public. Tickets are sold to individuals.

Public Speaker: Someone who speaks in public. Often, a public speaker is not paid forhis or her appearances and delivers a political speech or a speech that promotes aparticular cause, company, or organization.

Q & A: The question-and-answer session that follows a panel presentation or speech.

Referral: When someone, particularly a satisfied client, suggests or recommends servicesto other buyers.

Regional Exclusivity: A speakers bureau's/agency's exclusivity is limited to a particularregion or territory.

Repeat Engagement or Booking: When a speaker does a second or subsequent bookingfor the same client.

Releasing a Date: Letting go of a date that was tentatively held for a booking.Risers: Platforms of varying heights used together to create a stage.

Seminar: Lecture and dialogue allowing participants to share experiences in a particularfield under the guidance of an expert discussion leader.

Seminar Leader: The teacher or expert who instructs the seminar’s attendees.

Site: Area, property or specific facility to be used for a meeting.

Speaker (Trainer/Consultant): The presenter of programs, products and services.

Special Events Company: See "Production Company."

Speaker Groups: A group of speakers with varying areas of expertise, who team up toshare leads and marketing expenses.

Spin-Off: Bookings that occur because someone in the audience wants to hire thespeaker for their meeting.

Stage: The portion of an auditorium or room that has been structured into a formal areafor productions or presentations.

Tailoring: When a speaker adjusts his or her material to the particular needs of anaudience.

Technical Writer: Someone hired by a speaker to prepare scripts, workbooks, audios,videos, or articles on contract.

Tentative hold: An action that indicates interest by a prospective client to schedule aspeaker. Speaker typically will call a first hold before accepting a second hold’s offer.

Testimonial: A letter of recommendation from a former buyer or organization that isfamiliar with a speaker’s work.

Trade Out: An exchange or barter of services and/or products for part or all of aspeaker’s fee.

Trainer: Instructor of techniques or skills on a specific subject.

Venue: The site of the meeting or event.

Workshops: An educational, classroom-type session in which handouts and workbooksare often used. A workshop may last from one hour to many days.

“Motivational Magicians are Among the Highest Paid Magicians!”

Motivational Magicians are more than entertainers. They are speakers, trainers, salespeople, educators, consultants, and communication experts. They know how to skillfully perform magic and at the same time effectively communicate their message.

Now, you too can enter this rewarding field!

Jim Snack, one of the top motivational magicians working today, shares his in-sider secrets. You’ll learn:

Two Audio CDs Running Time: 1 Hr 43 min.

Plus, Handout and Speaker Resource Guide

• how to get started • how to pick topics that sell • pitfalls to avoid • insider booking secrets • how to establish your credibility • how to get certified • the ingredients of a great motivational

magic program • and much, much more

Jim Snack - With degrees in theater and communications, Jim Snack combines the two in his work, presenting custom-designed speeches and seminars for business, educational, healthcare and human service organi-zations. His client list includes Fortune 500 companies such as General Electric, Disney, Lucent Technologies, General Motors, Toyota Manu-facturing, and AstraZeneca.

Jim is one of less than 500 speakers worldwide to have earned the Certified Speaking Professional (CSP) designation, the highest earned honor in the speaking profession.

of the motivational magician - success in magic handout.pdf · this handout is designed to be used...

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