Professional Speaking: Known. Booked. Paid.

John Ball | Speaker Coach for Paid Keynotes & Professional Positioning
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Most speakers aren't struggling with speaking. They're struggling with being seen, chosen, and paid what they're worth. Professional Speaking: Known, Booked & Paid is the podcast for speakers who are serious about building a commercially viable speaking business — not just getting better at speaking. Each week, host and speaker coach John Ball cuts through the noise on what actually drives bookings, referrals, and higher fees. Solo episodes tackle positioning, pricing strategy, and the commercial mistakes keeping good speakers underpaid. Guest episodes bring in working speakers, bureau insiders, and industry experts with the kind of candid insight you won't find in generic public speaking advice. If you're ready to move from inconsistent gigs and underpriced keynotes to a speaking business that works for you — this is the show.

  1. 15 HR AGO

    The Results Lag: Why Speakers Give Up Too Soon

    There comes a point for almost every speaker and coach where the doubt becomes hard to ignore. You are doing the work, following good advice, showing up consistently — and nothing seems to be moving. The bookings are not coming. The calendar is open. Other people seem to be on calls constantly, and yours is, well, available. Or maybe some things are trickling through, but not enough for it to feel real or sustainable. There is a ceiling somewhere above you that you cannot quite identify, let alone push against. In this episode, John Ball addresses that place directly. Not with motivation. With a more useful question: what is actually going on? What you will take away: Why slow results are almost never a reflection of you as a person, and what they are more likely to reflectThe results lag principle: why the work you are doing now rarely pays off now, and why that is not failureWhy expert advice that works for established speakers often does not translate for those still building foundations, and how to recognise the differenceWhy measuring vanity metrics instead of leading indicators distorts your read of the situation entirelyHow to go back to your why as a diagnostic tool rather than a motivational oneWhat quitting actually means versus pausing a pursuit, and the difference between running out of resources and running out of reasonsWhen it genuinely is time to explore other options, and how to recognise that honestly John shares from direct experience: the periods of doing live streams for 60 days with no traction, building a coaching business alongside a job taken out of financial necessity, and repeatedly asking himself whether the podcast was worth continuing. The answer in each case came back to the same place: the why. If you are at a point where the question is forming in the back of your mind, this episode is worth your time. If you are not getting results and cannot see why, get in touch. John works with professional speakers to diagnose exactly what is and is not working, and where the effort needs to go. Reach out on LinkedIn or at john@presentinfluence.com for a no-commitment conversation. FAQ SectionWhy are professional speakers not getting bookings even when they are doing everything right? John Ball argues that a lack of bookings is almost never a reflection of a speaker's ability on stage, but a problem on the business side: specifically, positioning and visibility. Most speakers who are not getting results are following advice calibrated for people further ahead in their business, without the foundational elements in place to make that advice work. Ball describes this as a context mismatch rather than a failure of effort or talent. The fix, he contends, is almost always in the business mechanics rather than the performance. What is the results lag and why does it matter for speakers building their business? The results lag is the delay between the work a speaker puts in now and when that work converts into bookings, income or visibility. John Ball uses his own podcast as an example: a slow-burn asset that does not immediately generate leads but builds trust, relationships and positioning over time. Ball argues that this lag is long enough to feel like failure when it is not, and that speakers who quit during this window are often stopping just before the pipeline they have built begins to pay out. How do you know if it is time to quit your speaking business or keep going? John Ball contends that most speakers who are asking this question are asking it too early. He draws a distinction between running out of resources, which is a practical reality and not a verdict, and running out of reasons, which is a more meaningful signal. Ball suggests going back to the original why as a diagnostic tool: if the why is still solid, the question shifts from whether to continue to what needs to change. People who have genuinely reached the end, he argues, usually know it without needing external confirmation. Why does expert advice on speaking and coaching sometimes not work? According to John Ball, much of the advice circulating in the speaking and coaching industry is designed for people who already have an established platform, a warm audience or a different market context. Following that advice faithfully without those foundations in place will not produce the expected results, and that is a calibration problem rather than a personal failure. Ball gives the example of being advised to live stream on LinkedIn daily for 60 days with no meaningful traction, attributing the failure to unclear positioning rather than the format itself. What is the difference between vanity metrics and leading indicators for speakers? John Ball argues that many speakers track the wrong things: follower counts, post impressions and downloads rather than enquiries, fee conversations and genuine relationship signals. Measuring vanity metrics creates a distorted picture of progress, making things look worse than they are or masking the fact that real indicators are not being tracked at all. Ball notes that some speakers do not track any metrics at all, and that without this visibility, it is impossible to run a business effectively rather than simply deliver a product. How does John Ball's Professional Speaking podcast approach the question of giving up? In this episode of Professional Speaking: Known. Booked. Paid., John Ball draws on personal experience across coaching, speaking and podcasting to address the question of whether to quit when results are not coming. He argues that the gap between invisible and known is often shorter than it appears from inside the fog of slow results, and that reconnecting with the original purpose behind the work is a more reliable guide than any external metric. Ball also shares that stopping for practical reasons, such as running out of financial runway, is not the end of the pursuit. CHAPTERS: 00:00 When Effort Stalls 03:06 Motivation Or Visibility 03:33 Business Beats Performance 05:06 Results Lag Reality 08:17 Bad Fit Guru Advice 12:19 Track Real Metrics 15:07 Reconnect With Your Why 17:31 Runway And Pausing 20:12 Quit Or Honest Pivot 21:51 Adjust The Right Levers 23:53 Get Help And Next Steps Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating.

    25 min
  2. Why 'How-To' Content Will Kill Your Speaking Career (with David Newman)

    13 MAY

    Why 'How-To' Content Will Kill Your Speaking Career (with David Newman)

    David Newman is a speaker, consultant, and author of four books, including Do It Speaking and Market Eminence. He's spent decades helping experts, consultants, and professional speakers build what he calls market eminence -- the combination of visibility, credibility, and brand preference that makes you the obvious choice in your field. In this conversation, David makes the case that the era of how-to content is over, that differentiation is not optional, and that most speakers are making themselves dangerously easy to replace. He also shares the three types of content that AI cannot replicate and a practical framework for becoming a category of one. What you'll take away: Why branding agencies are often the wrong first move for speakers -- and what to do insteadThe fire hose problem: why giving audiences too much content kills your follow-up businessThe mule vs magician distinction: what high-value clients actually want to buyWhy how-to content is finished as of November 2022 -- and the three content types that still workHow to think, what to believe, and where to focus next: the framework for content that AI can't produceThe market eminence model: visibility, respect, and brand preference as the three pillars of getting bookedCategory of one: what it actually means and why being divisive is the strategy, not the riskWhy your website navigation might be quietly sabotaging your speaking enquiriesThe "disturbing your enemy" exercise: how to find your position by identifying who you'd rather repel Connect with David Newman: Website: doitmarketing.com | Market Eminence resources: marketeminence.com Join me for the Speaker positioning event on May 27th, A Position of Authority: Why Most Speakers Are Invisible (And What To Do About It) https://present-influence.kit.com/products/a-position-of-authority-event CHAPTERS 00:00 AI Changed Speaker Content 01:49 Branding Is BS 04:57 Stop The Firehose 10:23 Mule Versus Magician 15:26 Front Load Airport Value 17:52 Market Eminence Framework 20:05 Category Of One 26:06 Finding Contrarian Differentiation 28:03 Spotting Anti Clients 30:51 Disturb Your Audience 32:29 Why Speakers Dont Book 33:40 Three Content Upgrades 35:04 Future Casting Advantage 38:22 Is Speaking Doomed 40:27 No Footnotes Needed 43:15 Marketing Show Your Work 45:38 Make Speaking Obvious 49:07 Where To Find David 50:31 Host Wrap And Workshop 52:28 Follow Review And Farewell FAQ SECTIONWhy is how-to content no longer effective for professional speakers? According to author and speaker strategist David Newman, how-to content became obsolete in November 2022 when ChatGPT became publicly available. AI systems can now produce more comprehensive, accurate, and faster how-to content than any human speaker. John Ball and David Newman argue that speakers who continue to rely on how-to content are competing directly with AI on AI's strongest ground. The only content that remains uniquely human is content based on personal experience, hard-won expertise, and a genuine point of view. What are the three types of content that AI cannot replace for professional speakers? David Newman identifies three categories of Professional Speaking: Known. Booked. Paid. The first is how-to-think content -- strategic, insight-driven content based on the speaker's own experience and expertise that helps audiences approach problems differently. The second is belief-shifting content that separates myths from truths and challenges conventional wisdom based on the speaker's direct observations. The third is future-casting or trend-spotting content that helps audiences understand what is coming next and how to prepare for it. Newman argues that focusing exclusively on these three areas can transform a speaking business within 90 days. What does it mean for a speaker to become a "category of one"? David Newman defines a category of one as a speaker whose specific combination of topic, perspective, philosophy, and personal experience cannot be replicated by any other speaker. It does not mean being the only speaker on a topic -- it means being the only speaker who approaches that topic from your particular angle, with your particular beliefs and your particular biases. Newman argues on the show with John Ball that divisive, opinionated positioning is not a risk but a strategy: the people who resonate deeply will book you; those who do not were never going to book you anyway. How can professional speakers find and develop a contrarian positioning? David Newman and John Ball discuss on the podcast that the first step is identifying who you would actively not want to hire you -- your "enemy" -- and then creating content that would deliberately alienate them. Newman shares a story of a client whose contrarian positioning around corporate intrapreneurship was validated when a hostile executive told her exactly what he did not want -- which confirmed she had found her position. The homework Newman recommends is to write, post, or share something that would genuinely upset the audience you do not want, because doing so more strongly attracts the audience you do. What is the "mule vs magician" distinction, and why does it matter for speakers and coaches? The mule vs magician framework, developed by David Newman, describes two different orientations to value in speaking and coaching programmes. A mule mentality is focused on volume -- more content, more bonuses, more videos, more binders. A magician mentality is focused on outcome -- the shortest possible path to the result the client already knows they want. Newman argues that high-value buyers and executives are no longer impressed by quantity and that the correct question when designing a programme is not what to add but what to remove. Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating. Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    54 min

  3. 5 MAY

    Your Topic Is Not Your Positioning: Why Good Speakers Stay Invisible

    If you're a good speaker who isn't getting booked at the rate or fee you think you deserve, this episode is going to be uncomfortable in the right way. The problem, in most cases, isn't your speaking. It's your positioning. And more specifically, it's the fact that most speakers build their positioning around what they want to say rather than what the market actually needs to hear. In this episode, John works through six positioning mistakes that keep credible, capable speakers invisible -- with real client stories and examples that make each one land where it needs to. Join us for the live speaker positioning event: https://present-influence.kit.com/products/a-position-of-authority-event It's a 'pay what you want' event, so pay a little, pay a lot, whatever you think good positioning guidance is worth. What's covered: The topic trap—why building your talk around your own expertise and interests, rather than your buyer's specific problem, is the fastest route to an empty pipeline. Including a story about a speaker whose health and productivity topic created a liability rather than a solution. Information vs transformation -- why packing your keynote with everything you know is the reason you're not getting rebookings or workshop enquiries. The talk that impresses is not always the talk that converts. The speak-on-anything problem -- both the unfocused speaker who hasn't chosen a lane, and the ego-driven speaker who believes intelligence alone equals credibility. With a real example from John's time at The Speaker Lab, and a look at what happened when Courtney Harding (episode 254) chased a hot topic without a clear problem to solve. The corporate bottom-line test—particularly for speakers building a career in the UK and Europe, where the association circuit doesn't exist in the same way it does in the US. If you want to be well-paid, corporate is where you need to be -- and your topic must connect directly to making or saving money. Cross-references the episode with Jackson Ogunyemi on education speaking, and a forthcoming episode with Claire Young on the UK education speaker market. Nice-to-have vs must-book -- why some topics will always sit in the soft column no matter how well you frame them, and what creates genuine urgency in a booking decision. The person is positioning—ethos, logos, and pathos applied to the speaker's positioning. Why two speakers can deliver identical content and create entirely different results, why your ethos cannot be copied even when your content is, and what Maria Franzoni revealed about content theft on episode 256 of this show. Referenced episodes: Episode 254 -- Hot Market, Cold Inbox: Why Your Speaking Calendar Isn't Matching Your Credibility (Courtny Harding) Episode 256 -- How Professional Speakers Get Hired: The Bookability Formula (Maria Franzoni) Jackson Ogunyemi episode -- education speaking and why it rarely pays enough to build a career on Coming soon -- Claire Young on the UK education speaker booking market ============== FAQs ============== What is speaker positioning, and why does it matter for getting booked? Speaker positioning is how you define and communicate the specific value you deliver to a specific buyer with a specific problem. It goes beyond having a topic—it determines whether a buyer sees you as a must-book speaker or a nice-to-have. Most speakers who struggle to get booked consistently, or who aren't commanding the fees they want, have a positioning problem rather than a speaking problem. In this episode, speaking coach John Ball explains why positioning built around what a speaker wants to say, rather than what the market needs to hear, is the most common reason credible speakers stay invisible. What is the difference between a topic and a positioning for a speaker? A topic is a subject area —such as leadership, communication, resilience, or AI. A positioning is a specific claim about who you serve, what problem you solve, and why you are the credible choice to solve it. John Ball describes the topic as raw material and positioning as what you build from it that makes a buyer say yes. Speakers who position themselves around a topic category rather than a specific buyer problem are easy to overlook and difficult to justify to stakeholders. What mistakes do speakers make when trying to break into the corporate market? The most common mistakes speakers make when breaking into corporate include: building their talk around their own interests rather than a problem the business already knows it has, delivering information-heavy keynotes rather than creating genuine transformation, speaking on too many topics without a clear specialisation, and failing to connect their subject to the company's bottom line. Corporate buyers need to justify every fee to stakeholders, which means a speaker's topic must connect directly to making money, saving money, or reducing risk. John Ball covers all of these mistakes with real client examples in this episode. Why do some speakers get lots of enquiries while others with equal talent don't? Speakers who attract consistent enquiries are typically positioned at the intersection of a specific, urgent problem, a credible, differentiated solution, and demonstrable evidence that their work delivers results. John Ball describes this as the difference between a nice-to-have speaker and a must-book speaker. Topics that address immediate, high-stakes business pain points -- such as AI adoption, organisational communication failures, or leadership under pressure -- create urgency in the buyer that drives action. Softer topics, however well framed, tend to be deferred or cut when budgets tighten. What are ethos, logos and pathos, and how do they apply to speaker positioning? Ethos, logos, and pathos are the three modes of persuasion identified by Aristotle. In the context of speaker positioning, logos refers to the intellectual substance of a speaker's content—their frameworks, research, and arguments. Pathos refers to the emotional resonance they create—their delivery, humour, and ability to move an audience. Ethos refers to their credibility and earned authority to speak on a subject—their track record, lived experience, and body of work. John Ball argues that ethos is the most powerful and least copyable element of a speaker's positioning, and that speakers who rely solely on logos—listing credentials and frameworks—leave the most important part of their positioning invisible. Can other speakers copy your talk and damage your positioning? Content theft is more common in the speaking industry than most people acknowledge. Talks get transcribed, frameworks get lifted, and stories get repurposed by other speakers. However, John Ball argues that what makes a talk genuinely powerful -- the speaker's ethos, their lived experience, and their earned authority -- cannot be copied. Two speakers can deliver identical content and create entirely different results because audiences respond to the person carrying the ideas, not just the ideas themselves. Speaker agent Maria Franzoni addressed this directly on episode 256 of Professional Speaking: Known. Booked. Paid. Is corporate speaking the only viable route for well-paid speakers in the UK and Europe? For speakers building a career in the UK and Europe, corporate speaking is the most reliable route to sustainable, well-paid work. The association speaking circuit that sustains many American speakers does not exist in the same form in the UK and Europe, and associations that do exist largely do not pay competitive fees. Education speaking can be rewarding but rarely pays enough to build a primary income on -- explored in depth in the episode with Jackson Ogunyemi. Faith speaking does not pay at meaningful levels except for established public figures. After-dinner speaking, conference speaking, and stand-up comedy can be lucrative but require distinct skill sets. A forthcoming episode with Claire Young, who runs a UK education speaker booking agency, will explore the education market in more detail. Ready to do the actual work on your positioning? John is running a live event -- A Position of Authority: Why Most Speakers Are Invisible (And What To Do About It) -- where we go beyond the theory and build a position that is specific, credible, and unmistakably yours. Registration link: https://present-influence.kit.com/products/a-position-of-authority-why-most-speak Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence

    22 min
  4. Stop Trying to Be Funny: Beth Sherman on What Actually Gets Audiences to Listen

    29 APR

    Stop Trying to Be Funny: Beth Sherman on What Actually Gets Audiences to Listen

    Beth Sherman is a multi-Emmy Award-winning comedy writer who spent 30 years writing for Letterman, Jay Leno, Ellen DeGeneres, and multiple major awards shows, including the Oscars. She now works as a keynote speaker and executive presentation coach, helping leaders and professional speakers build rapid rapport using the same principles comedians use to convert a room full of strangers. In this episode, John and Beth explore what professional speakers can actually learn from standup comedy — not the jokes, but the craft underneath them. Beth shares her BETH framework and challenges the assumption that being funny has anything to do with telling jokes. What you'll take away: Why trying to be funny is one of the worst things a speaker can do — and what to do insteadThe BETH framework: Brevity, Elephant in the room, Truth, HumanityWhy specificity and truth are the real engines of humour and connectionThe difference between self-deprecation and self-awareness on stageWhat comedians know about building trust with a sceptical audience that most business communicators don'tWhy silence on stage felt like failure to Beth — and how she's working through itWhat a "callback" is and why it's the most underused tool in a speaker's closing Visit bethsherman.com or connect with Beth on LinkedIn: https://www.linkedin.com/in/beth-sherman/ CHAPTERS 00:00 Meet Beth Sherman 02:20 Comedy Roots and Writer Room 05:38 Standup Lessons and Testing 07:30 Humour Influences and Favourites 12:24 Stagecraft Rapid Rapport 13:46 Bombing and Hecklers 19:09 From TV Writing to Speaking 23:36 Building a Speaking Business 26:27 Positioning Humour as Rapport 27:39 Trust Through Humour 29:15 Standup And Speaking 31:51 Keynote Challenges 35:57 Stop Trying To Be Funny 38:36 BETH Framework 39:24 Brevity Wins 40:42 Elephant In The Room 42:56 Truth And Self Awareness 45:55 Specific Details 47:59 Humanity Over Jokes 49:03 Working With Beth 53:06 Quick Rapport Tip 54:46 Wrap Up And Takeaways Frequently Asked QuestionsDo professional speakers need to be funny to be successful? According to Emmy Award-winning comedy writer and keynote speaker Beth Sherman, no. The goal is not to be funny — it is to be human. Trying to be funny often comes across as inauthentic and can undermine credibility, particularly for women and speakers from minority backgrounds. What engages audiences is vulnerability, relatability, and genuine connection. Laughter is a by-product of that, not the target. What is the BETH framework for speakers? The BETH framework was developed by Beth Sherman and stands for Brevity, Elephant in the room, Truth, and Humanity. It is a four-principle approach derived from professional comedy writing and stand-up that helps speakers and leaders build rapid rapport with any audience. Brevity means using fewer words for more impact. Elephant in the room means acknowledging what your audience is already noticing. Truth means that specificity and honesty are inherently engaging. Humanity means being relatable and vulnerable rather than polished and performative. How can speakers use humour without telling jokes? Beth Sherman teaches that truth is funny — comedians do not invent absurdity, they observe and report it. The most effective way for speakers to add humour to a talk is through specificity and self-awareness rather than constructed jokes. Sharing the particular details of a real experience — what was in the room, what was said, what you did when you got in the car — creates universal relatability because audiences recognise the truth in it. This approach works regardless of whether the speaker considers themselves funny. What is rapid rapport, and why does it matter for speakers and leaders? Rapid rapport is the ability to build trust and connection with a new or sceptical audience quickly. Beth Sherman argues that until an audience trusts you, nothing else you say matters — not your data, your story, or your framework. Comedians develop this skill by necessity: they must win over strangers, often in hostile conditions, within minutes. The same principles apply in leadership communication, sales, and keynote speaking. Beth's keynote and masterclass work translates these principles for business audiences. What is the difference between self-deprecation and self-awareness for speakers? Self-deprecation means putting yourself down for the purpose of getting a laugh. Self-awareness means acknowledging what your audience is already noticing about you or the situation. Beth Sherman advises speakers to favour self-awareness over self-deprecation, particularly if they belong to a group that may already face unconscious bias from their audience. Self-deprecation can undermine credibility; self-awareness builds connection and trust. How do you open a talk and win an audience over quickly? Beth Sherman's primary recommendation is to smile and look like you want to be there. Beyond that, acknowledge the elephant in the room early — whatever your audience might be thinking or distracted by. If you open with tension or a dramatic hook, relieve it quickly. The goal is connection, not perfection, and audiences respond to speakers who appear present and genuinely engaged with the room. Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating. Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    57 min

  5. 24 APR

    What Speaker Bookers Actually Want in 2026 – Elliot Kay, Speaker Awards Founder

    Elliot Kay is the founder of The Speaker Awards, a seven-time author, and one of the most connected people in the UK speaking industry. In this conversation, John and Elliot dig into what's actually changing in how professional speakers get hired, and why most speakers are still playing by rules that no longer apply. Heads up: entries for The Speaker Awards 2026 close 30 April. If you're a fee-paid speaker and you're on the fence, the deadline is a week away. Full details at thespeakerawards.com. What you'll take away: Why the era of the "information speaker" is over, and what's replacing itThe three things bookers now demand: problem clarity, implementable change, and proof of ROIWhy positioning (and repositioning) is the single biggest lever most speakers never pullThe "Watch Me Go" mentality: a non-aggressive, slightly defiant attitude that changes how speakers show upWhy imperfection is currency post-pandemic, and slick performers are losing groundChase budgets, not crowds: why twelve people in a boardroom often pays more than a hundred at a conferenceWhat The Speaker Awards process actually does for entrants (hint: the clarity matters more than the trophy)The pipeline reality: presence, partnerships, referrals, and why the bookers who hire you rarely comment on your posts FAQs from this episode What do corporate bookers actually want from professional speakers in 2026? According to Speaker Awards founder Elliot Kay and host John Ball, bookers now prioritise three things: absolute clarity on the problem the speaker solves, implementable takeaways the audience will actually use, and demonstrable return on investment. The era of the "information speaker" is over because information is now freely available through AI. Speakers who can prove behavioural change after their talks are the ones getting rebooked and referred. Is the professional speaking industry declining because of AI? No. Both Elliot Kay and John Ball argue the opposite. As AI-generated content floods digital channels, audiences are craving real human connection more than ever. Live events are increasing in demand, not decreasing. The skills that matter are shifting from information delivery to authentic presence, emotional connection, and provable impact. Speakers who position themselves around outcomes rather than information are well-placed to benefit. What is the single biggest mistake professional speakers make? Positioning. Elliot Kay argues that if the positioning is wrong, nothing else will work. The second biggest mistake is failing to reposition over time. Speakers who used to get booked and no longer do have usually not updated their positioning, showreel, or brand in three or more years. The market moves. Speakers who don't move with it become irrelevant. Should professional speakers chase bigger audiences or bigger budgets? Elliot Kay's direct advice: chase budgets, not crowds. Twelve people in a high-level boardroom often pay significantly more than a hundred people at a conference. Fee per head is rarely correlated with audience size. Speakers optimising for audience count are optimising for the wrong metric. What does the Speaker Awards process give entrants beyond recognition? The process itself forces speakers to clarify who they are, what they stand for, and the problem they solve. Elliot Kay describes this as "shedding the fluff." Entrants consistently report that the preparation and judging process sharpens their positioning in ways that change subsequent fee conversations, regardless of whether they win. When are the Speaker Awards 2026, and how do speakers enter? Entries close 30 April 2026. The gala takes place on 3 July 2026 at the Leonardo Hotel, St Paul's, London. Entry is £80, with an administration fee, and speakers are permitted up to three categories. Full entry details are at thespeakerawards.com. About The Speaker Awards: 19 independent judges across categories, including bureau heads, agents, PSA past presidents£80 admin fee to enter, up to three categoriesGala on 3 July 2026 at the Leonardo Hotel, St Paul's, LondonEntry deadline: 30 April 2026 Find Elliot: LinkedIn: https://www.linkedin.com/in/elliot-kay/ The Speaker Awards: thespeakerawards.com CHAPTERS 00:00 Chase Budgets Not Crowds 00:38 Meet Elliot Kay 02:02 Speaker Awards Explained 03:37 Why Enter Awards 06:08 Judges Bureaus Credibility 08:27 Community Over Egos 10:08 How To Enter Deadline 12:17 What Gets You Booked Now 14:20 Elliots Speaking Origin Story 16:40 Humour Connection On Stage 20:07 Information Speakers Are Done 21:23 New Keynote Watch Me Go 23:33 Authenticity Beats Slickness 27:34 Speaker Mistakes Positioning 31:14 Building a Booking Pipeline 35:21 Advice for More Bookings 38:38 AI and Live Events Future 40:20 Where to Find Elliot 41:24 Wrap Up and Next Episode Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating. Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    43 min

  6. 22 APR

    Why Confident Speakers Still Don't Get Rebooked

    Taki Moore recently wrote that conviction is a shortcut to charisma. It's a clever line. It's also only half right, and the other half is quietly costing speakers bookings. In this episode, John unpacks why confident, polished speakers still fail to convert rooms into clients, referrals, or rebookings. The issue isn't delivery. It's the gap between creating a feeling of value and creating actual change, and those two things are not the same. What you'll take away: Why audiences stop looking for substance when the signals are right (and why that's a trap for strong speakers)The Toastmasters case study: total conviction, zero argument, room completely soldThe Monday morning test: the one question that separates speakers who get applause from speakers who get bookedHow to tell whether you're performing or actually shifting the roomWhy "I loved it" is three words that feel like a win and mean almost nothing If you're getting great reactions but not great outcomes, this episode is for you. CHAPTERS 00:00 Conviction and Charisma 00:32 Mmmbop and Emotion 01:28 Toastmasters Wake Up 02:24 Applause Without Action 03:33 Design Monday Changes 04:30 Reframing Takis Quote 05:02 Next Steps and Outro Next episode: A conversation with multi-Emmy-winning comedy writer Beth Sherman, who is also a professional speaker. Don't miss it. Follow the show so you don't. Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating. Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    7 min

  7. 17 APR

    When It All Goes Wrong On Stage: What Bombing Taught Me About Preparing To Speak

    Last week I bombed on stage at a standup comedy gig. Not catastrophically -- more in the way where you know before you walk onstage that you're not ready, and then it shows. I want to talk about it, not for the catharsis, but because the cascade that led to that bad night is exactly the same cascade that leads to underprepared keynotes, flat training sessions, and presentations that don't land the way you knew they could. What actually went wrong I had months of notice. No excuse on preparation. But life did what life does, other work took priority, and I found myself on the day of the gig trying to write new material from scratch. When that didn't work, I retreated to older material I hadn't rehearsed. I took a set list onstage -- something I've never done -- and in that moment I knew it wasn't a practical tool. It was me confirming to myself what I already knew: I wasn't prepared. My opening line died in complete silence. My body started sweating. My face went red. If you've ever watched a performer visibly unravel in real time, you know it's uncomfortable for everyone in the room. The real lesson for professional speakers The host blamed the crowd. I didn't take that excuse. The crowd was what it was, and I've handled tougher rooms. This was on me. What stings most is that I already knew this about myself. When I'm learning music, nobody hears it until it sounds good. Not a rough version, nothing. I don't share works in progress. I should have applied that same standard here. Performing under pressure doesn't reveal your talent. It reveals your preparation. Two things I'm taking away The first is obvious but worth saying: never go onstage unprepared. Sometimes you need a bad night to remember why the obvious rules exist. The second is more interesting. I need to build my improv skills -- not to replace preparation, but to have a recovery mechanism when preparation wasn't enough. A flat opener shouldn't be able to take down an entire set. The ability to read a room, pivot, and bring an audience back with you is a separate skill from preparation, and one worth developing deliberately. Preparation protects you. Improv saves you when preparation wasn't enough. If you speak professionally, this episode is worth your time whether you're a keynote speaker, trainer, or coach. The principles of preparation, self-knowledge, and recovery apply equally whether you're on a comedy stage or a conference platform. Related episodes: Better Speaking Won't Get You Booked, But This Will -- Clinton Young CHAPTERS 00:00 Bombing the Gig 00:29 Last Minute Prep Spiral 01:35 Set List and Silence 03:22 The Real Lesson 04:44 Why It Matters to Speakers 05:56 Two Takeaways 06:19 Improv and Recovery 08:56 Winging It Is Earned 09:37 Do the Work and Go Again Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form https://forms.gle/mo4xYkEiCjqtz9yP6, and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence Thanks for listening. Rating the show 5* on Spotify helps their algo recommend the show, so please take a moment to follow the show and leave a rating. Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    10 min
  8. The Referral Script That Landed a £10k Speaking Gig: Clinton Young on What Actually Gets Speakers Booked

    15 APR

    The Referral Script That Landed a £10k Speaking Gig: Clinton Young on What Actually Gets Speakers Booked

    Most speakers are working on the wrong problem. They're polishing their delivery, tweaking their slides, and hunting for better techniques. Meanwhile the gap between where they are and a well-paid, regularly booked speaking career has almost nothing to do with any of that. Clinton Young is a keynote speaker and coach who has learned -- sometimes expensively -- what actually moves the needle. In this episode he hands over the exact referral script he paid $4,000 to learn. The script he used at a free gig in England that led directly to his first £10k speaking engagement. It's in the episode. You can also grab the free PDF here: present-influence.kit.com/ec8e9e8259 What you'll learn in this episode Why authenticity and vulnerability outperform polish almost every time, what world class actually means for a working speaker -- and why it's not Tony Robbins, the three things every athlete does that most speakers skip, why confidence is a skill you build rather than a trait you're born with, the four stages of learning and why stage three is where most speakers get stuck, how reps create the stage presence that tips and tricks never will, why improv is a spiritual practice and what it does for your adaptability on stage, how to handle mistakes, forgotten lines, and ringing phones without losing the room, why humour matters more than most speakers admit, the jab-jab-right-hook technique for opening any talk, why falling in love with the problem rather than your solution is the commercial shift most speakers need, and the elegant referral ask Clinton uses from every stage. About Clinton Young Clinton Young is a keynote speaker and coach. Find out more and access the resources he mentions at worldclassspeakersecrets.com. Visit strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz. Want to get coached for free on the show? Fill in the form at this link and if we think your challenge could help others, we'll invite you on. For speaking enquiries or to connect, email john@presentinfluence.com or find John on LinkedIn. All clips and episodes are on the Present Influence YouTube channel. Thanks for listening. Rating the show 5* on Spotify helps their algorithm recommend the show, so please take a moment to follow and leave a rating. Related episodes: How to Get Paid for Public Speaking with Grant Baldwin Mentioned in this episode: Speaker Fee Audit Find out in less than a minute if you're undercharging for your speaking and where you need to look to fix any leaks with the Speaker Fee Audit. It's free to take and find out if you're missing out on money.

    49 min
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Most speakers aren't struggling with speaking. They're struggling with being seen, chosen, and paid what they're worth. Professional Speaking: Known, Booked & Paid is the podcast for speakers who are serious about building a commercially viable speaking business — not just getting better at speaking. Each week, host and speaker coach John Ball cuts through the noise on what actually drives bookings, referrals, and higher fees. Solo episodes tackle positioning, pricing strategy, and the commercial mistakes keeping good speakers underpaid. Guest episodes bring in working speakers, bureau insiders, and industry experts with the kind of candid insight you won't find in generic public speaking advice. If you're ready to move from inconsistent gigs and underpriced keynotes to a speaking business that works for you — this is the show.

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