Friday, February 3
9:00 am-11:00 am
Pre-Conference Bonus Session
Package Your Passion For Profits
Lisa Sasevich
This intensive pre-conference session is designed for authors, speakers, coaches, service professionals and anyone who wants to make a BIG difference with their gifts and be paid handsomely for it. Learn how to verbalize the unique transformation you provide to your clients, so that the right clients flock to you! If you are not crystal clear about the
results your clients will get from working with you, you’ll be hard pressed to get them to invest in you.
Lisa will share exactly what she did to:
- Grow her business from nothing to over $4 million a year, practically overnight
- Become the expert and leader in her industry (instead of the best-kept secret)
- Create products and programs to make it easy to share her gifts with her ideal clients
- Duplicate herself so she could reach more people and make a massive difference in the world
- Design a business that fit her desired lifestyle of working from home, living where she wanted,
spending quality time with her family and taking amazing family vacations on their own schedule.
In this bonus session, you will learn:
- What is and is not an offer (if you’re having trouble getting your perspective clients to buy,
then you’ve been doing this all wrong—clarifying your offer alone could completely transform your entire business) - How clarifying your offer will give you powerful language to use on stage, on the phone, on the Internet and everywhere (imagine no more struggling for the right words when
you’re speaking to a perspective client, you’ll know exactly what to say to give your prospects the opportunity to say yes!) - The three questions to ask yourself that will make putting your offer together an absolute no-brainer (you’ll be amazed at how easy this is for you).
As a special bonus, Lisa will also share the number one system you need to have in place in order to maximize your back of the room sales.
Note: This is a pre-conference event with a separate registration fee of $30 and is limited to 150 registrants.
11:30 am-12:30 pm
First Timers Brown Bag Lunch
Is this your first time attending an NSA event? Want to plug in and network before the conference begins? Come and meet some of your peers, set some learning goals and get pumped up and ready for BIG learning! At this session, you will hear about how to make the most of this exceptional learning event and connect with others so you start your conference experience off right. Grab lunch-to-go at the hotel or a nearby restaurant and join us for this informal gathering!
1:00 pm-2:15 pm
Concurrent Sessions
No More Cold Calls! Grow Every Aspect of Your Business with Referrals!
Bill Cates, CSP, CPAE
Handout
You will book more speeches at a higher fee and sell more products and services if you build a thriving referral-based business. Bill will show you the system he used
to build and sustain a million-dollar speaking business by creating a steady flow of referrals. His system applies not only to speeches, but also across eight different revenue streams. You can do the same!
By attending this session, you will be able to:
- Make every aspect of your business more referrable—to get referrals without asking
- Ask clients for referrals without begging or pushing
- Create powerful referral alliances and advocates who feed you continual new business.
How to Set Up an Affiliate Partnership to Sell your Products and Services
Alex Mandossian
Handout
Affiliate partnership programs are the least risky, least expensive way to acquire new customers and to explode your sales in a
short period of time. Pay advertisers when the sale is made…not up front. Learn how to set up an affiliate program for your product or service even if you don’t have a list of contacts to sell to. Learn why selling your product or service through an affiliate program is such a powerful marketing tool!
By attending this session, you will be able to:
- Decide what to sell
- Identify the right partner
- Approach them to help you sell
- Make it a win-win for your affiliates
- Decide on a financial split to compensate your affiliates for the hard work
- Set up sales tracking.
1:00 pm-4:00 pm
Mega Session
Ultimate Writing/Publishing
Dianna Booher, CSP, CPAE, MA
Handout
A book or 10 does not a speaking career make. Yet one quality best-seller can position you to command high speaking fees for years to come. Learn the Umbrella Concept™ for integrating traditional publishing and your own eBooks and products to build a substantial asset and revenue stream for a lifetime. We’ll focus on what to publish where, creativity, speed to market, quality writing, and selling tactics in a sea of information.
By attending this session, you will be able to:
- Determine what content to publish in what format
- Develop product extensions from content you have already created
- Identify ways to improve the quality of the content you create.
2:45 pm-4:00 pm
Concurrent Sessions
How NSA Members are Turbocharging Their Marketing Using Infusionsoft
Tyler Garns
Ever wonder how to turn your speaking business into a steady source of income? Are you frustrated because none of your marketing systems work together? Are manual tasks keeping you from growing your business? If you answered yes to these questions, you need to attend this session. Professional speakers represent one of the largest segments of the Infusionsoft customer base. In this session, online marketing expert Tyler Garns will teach you the seven secrets to growing and scaling your speaker business. Plus, you’ll learn how other NSA members are using Infusionsoft to convert leads, grow sales and save time. By attending this session, you will learn:
- How to generate more leads online
- How to capture traffic coming to your website
- Proven ways to follow up with your leads and automatically turn them into customers
- Upsell strategies that will help you increase the value of every customer
Using Virtual Assistants to Earn More, Save More and Get More Done in Less Time, in 3 Easy Steps!
Michael Hellickson
Find out what Robert Allen, Verl Workman, Dave VanHoose and hundreds of NSA members are raving about to their clients. Learn how to grow your world class team using virtual assistants. In this information-packed session, you’ll discover how to reduce payroll expenses, increase productivity, eliminate drama, create increased profits, and enjoy more free time. Avoid the three biggest mstakes most people make when hiring an assistant, telemarketer, bookkeeper, and other admin and ales positions by implementing the simple tips taught by instructor, Michael Hellickson. Everyone who attends this session will receive 40 hours of complimentary virtual assistant time.
By attending this session, you will be able to:
- Hire your first (or next) virtual assistant with confidence
- Easily train and manage your world class team to greatness
4:30 pm-5:30 pm
Toolkit Sessions
Toolkit sessions are like a tapas bar of sessions. Take your pick of two sessions; each will be 20 minutes long and focus on a single skill with step-by-step guidelines.
Build a Green Screen Studio – Tim Cocklin and Michael Hoffman, CSP
Format Your Book for Kindle – Sarah Elaine Eaton
Create a YouTube Channel - Jon Schwartz aka Vinny Verelli
Handout
Record & Edit Audio with Audacity – Brian Walter, CSP
#FAIL: Surefire Ways to Ruin Your Career Using Social Media – Steve Spangler, CSP, CPAE
6:00 pm-7:30 pm
Opening General Session
Monetize your Message in a Changing World
Jeffrey Hayzlett
Being a professional speaker is a rough-and-tumble journey of continuous adaptation to make it in this business. Jeffrey will share the three parts of
change that every speaker must face: getting ready, getting going, and creating and sustaining momentum. He’ll show us how to develop the necessary mental,
emotional and (yes) physical toughness we must have for smart, strategic and lasting change. He will force us to really get up in our businesses—to take over from the inside and drive change—gaining customers and profits in the process. Attendees will be able to efficiently assess what kind of change their business needs and then summon the vision,courage and passion to enact it.
7:30 pm-8:30 pm
Opening Reception
Saturday, February 4
7:30 am-8:30 am
Breakfast
7:30 am-8:30 am
How to Build a Better NSA Profile
Joe Heaps
9:00 am-10:15 am
Concurrent Sessions
Maximize Your Position, Brand and Income with a Better Bio
Nancy Juetten
Your bio is a branding and positioning tool that can set you apart from others and help you “Monetize your message” now! Creating a memorable message that showcases who you serve, the value you bring, why it matters, and why you are the best person to deliver it is a powerful way to attract clients. Whether it’s on your social media profile, speaker sheet or book flap, a great bio will invite more of the right people to say yes to what you bring to the marketplace.
By attending this session, you will be able to:
- Craft the right size bios to attract the right opportunities, expand your influence and visibility, and grow your business
- Know the difference between a boring bio and its winning alternative
- Put your bio to work as a powerful client and income generating tool.
Sales Strategies: How to Win more Business in Less Time at Full Fee
Colleen Stanley
Handout
Would you buy from you? Are you a typical speaker who invests a lot of time and money to get the phone to ring and when it does ring … you lose the sale? Learn how to eliminate price shopping and “chase mode”– you know, when you follow up and no one replies to your voice mails or emails. In this session, you will learn to sell six-figure corporate engagements by talking to the real-decision makers. Integrate emotional intelligence into your sales process to close more business.
By attending this session, you will be able to:
- Put a dollar value on your client’s problem to show how the investment in you is minimal
- Better qualify sales opportunities and eliminate spending hours writing proposals that go nowhere
- Manage your emotions to negotiate better fees
- Stop discounting quickly and often.
9:00 am-Noon
Mega Session
Ultimate Keynoting
Randy Gage
This session is a master class on the art and business of keynoting. Divided into three sections, you’ll discover how to: construct a powerful keynote, deliver a memorable one
and best market it. You’ll learn how to prepare the perfect introduction handle lighting and AV issues, weave in humor in a relevant way and mine your personal experiences to create compelling and poignant stories that truly touch the audience on an emotional level. Randy will reveal how to “complete the circle” to take the audience on a magical ride, and deliver them back where they started, enriched from the process.
By attending this session, you will be able to:
- Craft a powerful keynote that meeting planners want to buy
- Create a complete audience experience through music, lighting and props
- Inspire your audiences to action!
9:00 am-4:30 pm
Intensive Track: Building and Growing an Integrated Business
Lisa Sasevich
Discovering your unique branded system is the key to making more money with less effort while making a huge difference getting your blessing in the world. (In fact, once you finish with this work, you’ll see how easy it is to increase your fees 10-50 times.) If you’re ready to serve more clients in less time, make more money, sell your services more powerfully and effortlessly and move from one-on-one service situations into leveraged group programs, this is the session for you. You will walk out of this session ready and able to apply what you’ve learned.
If you are looking for complex business models, you won’t find them here.
Brendon Burchard
Now that you have your system, what do you do with it? This session is all about implementation! Brendon will show you how to turn your content and your system into video and DVD programs, subscription and membership programs, and lucrative online courses. He’ll also share his unique “Home Page ATM” system for monetizing your website, as well as the six key web pages you need to run a profitable online expertise business.
Note: This track requires advance sign-up and is limited to 100 registrants.
10:15 am-10:45 am
Refreshment Break
10:45 am-Noon
Concurrent Sessions
Monetize your Message Through Multiple Revenue Channels Simultaneously!
Barry Banther, CSP, CMC
In this session, Barry will show you how to take your message, regardless of the type of content, and discover multiple revenue channels within a single client. You will learn how to target your message throughout a client organization and then create a menu of opportunities for producing lasting value for the client. Plus, you will have the opportunity to complete your own client channel grid that makes multiple impressions of your message readily acceptable and practical to produce.
By attending this session, you will be able to:
- Clearly demonstrate the value of your message to a client’s entire organization
- Present multiple opportunities for delivering your message using the client channel grid
- Earn more income from multiple channels in just a single client.
Adding “Virtual” to Your Business Model: Determine the Right Fit, Right Price and Right Message for Webinars and Webcasts
Roger Courville
How do you determine if virtual is a good addition to your speaking model? If you decide it is, then how do you price “virtual” presentations without cannibalizing your other fees? This
session is not about how to do a webinar (although Roger may share resources on where to go to learn that.) This is a session where you will decide if they are the right delivery model to add to your business. You’ll learn how to deal with recordings, licensing and recurring revenue. Understand the three most important things to ask the planner to sound confident and get what you need. Roger will share two nightmare scenarios to avoid at nearly any cost along with four ways to use virtual to differentiate yourself from the competition.
By attending this session, you will be able to:
- Understand and apply the three “levers” for determining if webinars/webcasts are vital for your business
- Comprehend and apply the four-step method for determining what your audience will pay for you virtually
- Identify and apply the right competitive differentiators to stand out from the competition.
Noon-1:00 pm
Lunch
Noon-1:00 pm
Sponsor Showcase Session – PR/PR
Turn Publicity Into Profits
Russell Trahan
It’s important to build frequency and repetition with your audience, which creates top-of-mind awareness. You want decision makers to see your name and message over and over again: in their newspaper, in their business magazines, in their e-zines and on their social media feeds. by building a consistent, professional image both in print and online, you will be the go-to expert who books more speeches and sells more products! Get your name in front of meeting planners wiht a proven relevant message that will get your hired. By attending this session, you will be able to learn how to write articles for targeted publications editors will want to print; get interviews in newspapers and magazines with press releases; develop a messaging strategy on social media sites to gain followers; use publicity in your marketing to get more speeches and raise your fees.
1:30 pm-3:00 pm
Concurrent Sessions
Audience, Content, Products: Monetize Your Message With Serial Seminars
Stan B. Walters, CSP
Handout
Learn how to delve into your content and find a wealth of hidden, untapped material you can use to create one-two-three or even five-day long profitable serial seminars. Locate, cultivate and convert audiences into dedicated, rabid and hungry followers. Feeding your audiences’ needs with audio, video, webinars, teleseminars, study guides, flash reviews, resource websites, coaching and consulting and watch your influence and expertise as a thought leader extend far beyond your presence on the platform.
By attending this session, you will be able to:
- Learn how to develop one-to five-day serial seminars from your existing keynotes and breakouts
- Develop ideas on how to locate and cultivate clients and audiences that will keep coming back for more and keep filling your calendar
- Learn how you can position yourself as a sought-after expert and thought leader and expand your audience reach with niche specific resources.
How to Get Audiences to Stop Checking Their Watches: 10 Secrets of Amazing Storytelling
Dave Lieber
Handout
Every speaker can tell a great story, right? Actually, there’s a tried-and-true storytelling formula that’s been around since the dawn of mankind. This longtime newspaper columnist and speaker shares that formula. Plus, he adds the key ingredients used by legendary ‘new journalists’ such as Tom Wolfe and Gay Talese to place listeners in the center of a story: scene-by-scene construction, dialogue in full personal point of view and use of status details.
By attending this session, you will be able to:
- Get your audience to give full concentration
- Understand the use of characters, dramatic arc, plot and conflict
- Learn sophisticated story techniques devised by ‘new journalists’ Tom Wolfe and Gay Talese such as scene-by-scene construction, dialogue in full, personal point of view and use of status details.
1:30 pm-4:45 pm
Mega Session
Ultimate Coaching/Consulting
Patrick Donadio, CSP, MBA, MCC and Eileen McDargh, CSP, CPAE
Handout
Keynoting is great, but if it’s the only spoke in your business wheel, the past few years may have been a bumpy ride. To help smooth things out and achieve
more income stability, adding coaching and/or consulting services to your business model may be just the ticket. In this mega session, you’ll learn the skills needed to turn your content and expertise into marketable, profitable coaching and consulting services. Your clients—and your bank account—will thank you!
By attending this session, you will be able to:
- Clearly understand coaching and consulting services
- Add coaching and consulting to your business mix
- Market/sell coaching and/or consultingservices to your clients.
3:00 pm-3:30 pm
Refreshment Break
3:30 pm-4:45 pm
Concurrent Sessions
Speaker Sales Scripts that Sell
Art Sobczak
You prepare your presentation so you could recite it in your sleep, right? Why then, wouldn’t you do the same with the most important aspect of actually getting paid, your sales interactions? In this session you will learn exactly what to say when speaking with prospects to get to decision makers, instantly create interest by being relevant, ask questions that get them thinking about the problems you solve—and ultimately secure the business. Even if you don’t consider yourself a salesperson–don’t worry this session will help you not sound like one, and sell more conversationally—yet being totally prepared and confident. This session will be how-to, not “should-do,” so be prepared to write out and practice your own scripts for various sales interactions.
In this session, you will,
- See how and where to research your prospect’s unique situation so that you can customize your value statements and not sound canned
- Develop your own scripts for voice mails, gatekeeper and call openings that create instant interest
- Create word-for-word questions that move you into the sales process, and closing questions that ask for the business.
Super Monetize Your Office Through Systematized Prioritization…It’s Easier Than You Think!
Elizabeth A Hagen
Handout
Imagine walking into your office and knowing which revenue-producing action to take first. It’s time to take confident action and learn how to run your office–with or without staff! Leave this session with simple systems and tools to help you start each day with a plan, keep on track, increase productivity and conquer the clutter. Elizabeth’s signature START Method, her 5F Plan and easy-reminder system will super-monetize your office … with ease!
By attending this session, you will be able to:
- Understand and know how to implement the START Method to clear out the clutter in your office and have peace-of-mind productivity
- Use the 5f Plan to conquer paper piles, stay in control of your e-mail and prioritize your ideas
- Set up an easy reminder system so nothing falls through the cracks again and become a follow-up machine!
6:00 pm-7:30 pm
Dinner
Free time for drinks and fun at The Shops at Legacy
Sunday, February 5
8:00 am-9:15 am
“Best Ideas” Breakfast
Now that your head is swimming with ideas, how will you actually implement them to “Monetize Your Message”? What are others planning on doing? Find out—and share your own thoughts—at an informal mastermind session in one of our four “Best Ideas” breakfast rooms. Whether your primary interest is in keynoting, writing and publishing, coaching and consulting, or miscellaneous (online marketing, training, gossip and horror stories), you’ll be able to kick start your day by inspiring—and being inspired by—your fellow NSA members.
9:45 am-Noon
Closing General Session
Building Your Wheel by Repurposing Your Message
Alex Mandossian
Handout
In the end, building an integrated business comes down to three steps: 1) Identify your message; 2) Identify all of the media (the ways to distribute your message); and 3) Identify your market. Alex is a master at repurposing his message to achieve maximum impact—and maximum profits. In this presentation, he’ll demonstrate precisely how success is all about building a balanced business wheel by repurposing—and, ultimately, monetizing—your own core message.
Putting It All Together: How to Develop, Grow and Manage an Integrated Business
Facilitator: Joe Calloway, CSP, CPAE
Panelists: Marty Grunder, Dianna Booher, MA, CSP, CPAE, Valerie Cade, CSP
Joe Calloway ties it all together with two very successful speakers who have very different approaches to creating an integrated business. There is no one template for success in speaking anymore (if there ever was). Winning in today’s market usually means going beyond one product, service or delivery system. Hear ideas that will inspire you to explore possibilities and opportunities for your own business.
12:30 pm-2:30 pm
Social Media Marketing Box Lunch Boot Camp
Note: this is optional and requires advanced sign-up
The 2012 NSA Winter Conference is all about Monetizing Your Message. Meaning actually taking your intellectual capital and turning it into revenue, whether it’s through speaking, coaching, consulting, digital and physical learning resources, licensing, affiliate programs, or hopefully all of the above. And there is one medium for doing that, which is the single most essential one in our space right now… social media. Or more specifically, social media marketing. By attending this first ever box lunch boot camp, you will leave with the knowledge and game plan necessary to immediately set-up or step-up your social media presence to a world-class level. This will enable you to connect and engage with your tribe, build your brand and create strong residual and passive income streams. Read more…
