The Speaker Lab

The Speaker Lab

Grant Baldwin

Grant Baldwin provides insights into the Art and Business of Professional Speaking

43 minutes 10 seconds

How to Succeed As An Entrepreneur with Jack Galloway
“It’s very important that the message bearer who’s up there selling that idea cares very, very deeply about it, and they would give it just as much energy if there were 5 people in the room, as if there were 5,000 people in the room.”
Running your own business is extremely challenging, but doing what you love can make it a bit easier. This week, Jack Galloway joined us on the show to talk about the importance of concentrating on what you care about. Jack got his start working with Dave Ramsey for over 22 years, where he received a behind-the-scenes look into how to build a team from the ground up.
Throughout his time at Ramsey Solutions, Jack learned countless lessons about running a business, including the significance of criticism, why simplicity matters, the wisdom that comes with repetition, and much, much more!
Jack has a ton of wisdom and advice to share, and I know you'll get a lot out of this episode.
You’ll learn:
- The importance of listening to your audience’s needs
- Why practice makes perfect
- How to be successful as a “solo-preneur”
- To surround yourself with good workers and friends
- What can make or break a small business
- And much more!
"Focus on keeping the main thing, the main thing”

Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
12 November 2024, 10:30 am
40 minutes 3 seconds

How to Have A Showtime Mindset with Dustin Portillo
“Don’t conform to your environment. Everyone else does it, but you need to take that path, that uniqueness that is you, because there is no one like you.”
As a former circus clown (yes, an actual circus clown), Dustin Portillo knows a thing or two about showtime. And now as a professional speaker, Dustin has taken that mindset and applied it to delivering value for audiences everywhere.
This week, Dustin is here to share the lessons he learned from his wide-ranging career and give you some practical tips on things like mastering stage presence, keeping audiences engaged, and what it takes to leave a corporate job to become a full time speaker.
We'll spend time walking through his 5 important principles and why determining what's important to you, really matters. Dustin also talks about some of the most scary moments you can have in the industry and how they can propel you to bigger & better things.
You’ll learn:
- The importance of knowing your audience
- Why your value is more than a job title
- How to always have a "showtime mindset"
- How being relatable can help you excel as a speaker
- How to embrace the value of growth
- And much more!
"Don’t knock on a wall expecting a door to open”

Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
5 November 2024, 9:30 am
38 minutes 6 seconds

The Power of Purpose In Your Speaking Business with Jay Papasan
“You just have to trust that it will work out if you do the right thing. Surround yourself with great people.”
There’s no easy days when you’re an entrepreneur, but figuring out how you can divide and conquer for your business is really important. This week, Jay Papasan joins us to talk about how delegation is a powerful tool that frees you up to do what only you can do best.
Jay walks through what it looks like to have a core focus and motivation for your speaking business and how that can help you take your speaking career to the next level. There are a ton of practical tips in this episode on a wide range of topics, including how to juggle all of the responsibilities of running a business, how to grow personally and professionally, how to consistently deliver value for your audience, and so much more.
You’ll learn:
- The important difference between your personal brand and your business brand
- How to do what you enjoy so you can be at your best
- What growing your speaking business can look like realistically
- When to start leaning on other people to help grow your business
- How delivering consistent value will keep the work coming
- And much more!
“We want to be thought-leaders”

Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
29 October 2024, 8:30 am
40 minutes 44 seconds

What To Do When Everything Goes Wrong with Jake Thompson
"You have to think of it from a relational standpoint, first and foremost, before anything else. And just understand, sometimes things happen, but I never want a client to be upset about paying me. I always want them to pay me and think, man, we got way more than we paid."
We talk a lot about the benefits of being a professional speaker, but there are always challenges in any business! This week, Jake Thompson is back on the show to talk about what to do when things don't go the way you planned.
Jake is breaking down how to handle things like travel issues, contract disputes, event delays, organizers who won't commit, and more — all pulled from his personal experiences in his speaking business over the past few years.
If you want to be a successful speaker in the long run, don't miss this episode!
You'll learn:
- Why you should never miss a gig, no matter what
- How to put yourself in the top category of speakers
- How to get event organizers off the fence
- What to do when your event gets rescheduled
- How to handle contract issues and disputes
- And much, much more!
"When you're amazing on stage and amazing offstage, it puts you in a completely different bracket."
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
22 October 2024, 9:30 am
27 minutes 45 seconds

What If My Topic Is A New Idea? + How to Start Selling Workshops (Live Coaching W/ Erick)
One of the coolest parts of TSL is watching our coaches work 1:1 with students and helping them find the clarity and confidence they need to take their speaking businesses to the next level. And today, you’re going to get to see that process in action.
We're back with another live coaching episode with Erick Rheam! This week, Erick is helping two TSL students, Josie Ann Lee and Kenny Barnwell, work through real problems they're facing in their speaking businesses.
Josie Ann is trying to introduce a new idea through her talk to event organizers — but she's not sure how to sell an idea no one is familiar with. Kenny has established himself as the expert in his niche, and now he's ready to take things to the next level by scaling his business through workshops.
During this episode, you'll learn:
- How to get initial traction in your business
- How to refine your message through real world feedback
- Why you just have to get started without waiting for perfection
- The value of establishing yourself as the primary expert in your niche
- How workshops can accelerate your speaking income
- The most important things to know when adding a workshop to your business
- And much, much more!
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
15 October 2024, 9:30 am
39 minutes 32 seconds

How To Say What Your Audience Can't Unhear with Tamsen Webster
"Every time we make a decision, it is the conclusion of a story that we have built in our minds unconsciously about why that decision does or doesn't make sense."
One of the most rewarding parts of being a professional speaker is the feeling of making a difference — the idea that the message you have to share can create real change with your audience. But how do you actually make that happen?
Tamsen Webster knows a thing or two about creating an effective message. As the Idea Strategist one of only nine legacy-level TEDx events in the world who has worked for organizations like Harvard Medical School, Fidelity Investments, and Klaviyo, Tamsen has decades of experience in helping speakers develop their message.
This week, Tamsen is here to break down how aligning your message with the audience's existing beliefs and desires is the most effective way to create lasting change. If you're ready to make an impact from the stage, this is an episode you can't afford to miss!
You'll learn:
- How to simplify complex ideas
- Why storytelling is so powerful
- How to build the "compact case" for your message
- The 7 principles of creating lasting change
- How to harness the "curiosity curve" in your talk
- How to turn your basic idea into a finished speech
- And much, much more!
"Lots of people like to quote Maya Angelou — 'They're going to remember how you made them feel.' But wouldn't it be even better if they also remembered what you said in addition to what you made them feel?"
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
8 October 2024, 10:30 am
40 minutes 49 seconds

7 Strategies You Need to Book More Paid Speaking Gigs with Dan Irvin
"I think often we confuse strategy with activity, and we can get stuck in this kind of flywheel of just like, well, I feel busy, I look busy. I did a lot of things today, but what did I actually accomplish?"
If you really want to build a successful speaking business, you have to follow the right processes — and be consistent in doing the little things well. Everyone wants to book more paid speaking gigs, but what are the simple, practical things that most speakers miss?
Dan Irvin knows a thing or two about building processes to scale your speaking business — in just a few years, he's gone from a full time corporate job to 60 paid gigs in 2023. This week, he's sitting down with Grant to share 7 strategies you can use right now in your speaking business to get more gigs.
No matter where you are as a speaker or how many gigs you've booked, you'll get something out of this episode to help you move to the next level.
"Find what can you do each and every day consistently, even if it's just one tiny little step that you can do every day versus these massive kind of leaps that I think people oftentimes want to create."
Looking for the highlights?
- 02:29 How to build long term relationships in the speaking industry
- 08:35 Why having a strategy is more important than being busy
- 10:39 How to overcome the challenges of building a speaking business
- 11:38 Why consistent lead generation and follow up is the key to success
- 23:33 How to level up your communication with event organizers
- 27:39 Why your audience (and clients) are craving more from you
- 32:26 The power of referrals in building a speaking business
- 36:05 Why you should give yourself grace in the process
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
1 October 2024, 9:30 am
37 minutes 27 seconds

How to Book Paid Speaking Gigs Before Developing Your Talk with Erick Rheam
"You can get rid of that limiting belief that you have to have a talk fully ready before you sell it."
One of the hardest things for new and aspiring speakers is putting together a compelling talk. It's hard to move forward until you feel like everything is perfect — but what if you could sell your talk before it even exists?
Your best marketing is a great talk — but you don't necessarily need to have that talk fully developed before you pitch it to event organizers.
This week, Erick Rheam is back to break down the four main reasons developing your talk first can actually be problematic, along with advice on how to test the market, why prospecting is a superpower for successful speakers, and much, much more!
If you're feeling stuck or you're not sure how to get things rolling as a new or aspiring speaker, this is the episode for you.
"When you're on the phone with an event planner and you're discussing what their needs are, if you're too rigid and you have this talk already developed, and you've got too much time invested in it and too much energy, it's harder to adjust and a little demotivating if you spent all this time building something that the event planner doesn't exactly want."
Looking for the highlights?
- 02:58 Four reasons why speakers shouldn't finalize talks before selling them
- 03:54 How to adapt your presentation to meet the event planner's needs.
- 07:00 How to draft a rough idea and adapt it based on feedback
- 10:10 Why you should be flexible with your topic and develop assets around it later
- 13:29 Why it's easier to pivot when you're already in the game
- 18:47 Why you don't need a dramatic story to speak
- 25:51 Why consistent daily prospecting beats sporadic efforts
- 28:05 Why success in speaking requires aligning passion with demand
- 33:01 How deadlines will force preparation and commitment
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
24 September 2024, 9:30 am
38 minutes 41 seconds

How to Build Relationships to Grow Your Speaking Business with Mo Bunnell
"Two things have to be true: one, you have to offer enough value so that they're paying attention. And two, you've got to communicate that value in a believable way, either through a third party or somebody they trust or you directly."
It might be cliché, but it's still true: speaking is a relationships business. If you want to be a successful speaker, you have to invest in building relationships every single day — with event planners, with industry leaders, and with other speakers.
This week, Grant is sitting down with Mo Bunnell to talk about how to overcome some of the most common obstacles that speakers face in making connections — being "too busy," fearing rejection, and more.
Mo recently wrote a book called Give to Grow about how to invest in relationships to build your business and your career, and he has a lot of practical advice that will help you get out of your comfort zone and start building relationships like a pro.
If you're struggling to get traction in your speaking business and you're looking for a spark to get things going, this might be the episode you need to hear!
"I'll be really bold on this. If somebody is thinking 'I'm too busy to do the next piece of work,' that is a massive excuse and you just need to flush it."

Looking for the highlights?
- 03:53 How to fall in love with the process of building relationships
- 07:08 How limiting beliefs can block speakers from achieving success
- 10:20 Why many speakers struggle with promoting themselves
- 15:23 How to maximize face time with key decision-makers
- 20:40 Ways to balance service with getting gigs in conversations
- 25:06 How to understand client needs and stated vs. unstated problems
- 33:01 Why you should reach out quarterly to maintain important relationships
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
17 September 2024, 9:30 am
31 minutes 12 seconds

Live Coaching With Erick Rheam: How to Expand Your Niche + Overcome Imposter Syndrome
This week, we’re giving you a behind-the-scenes look at what coaching can do for speakers.
Erick Rheam is hosting live coaching sessions this week! These sessions feature TSL students and real problems that speakers face in their businesses.
This episode features Molly Kennedy and Theresa Skaar. Molly focuses on shifting her demographics and finding new income sources, while Theresa focuses on overcoming impostor syndrome and selling herself with confidence.
A few of their quotes that you might relate to:
“I just turned 50 this summer, and I feel like, personally, I'm kind of evolving and growing. I feel like my reach can expand beyond education, although I love teachers. Again, it's kind of an easy space for me, but I also feel like I want to challenge myself to have a broader reach as well." - Molly Kennedy
"I don't know if it feels audacious if it feels like so many people position themselves as an expert. And I'm like, you know, I don't know." - Theresa Skaar
Want to skim the session?
- 04:56 Why Molly loves what she does currently
- 08:09 Where she would like to transition into
- 12:52 Erick’s ideas on getting into a new market
- 15:18 Molly’s final steps to make the shift
- 18:51 Where Theresa feels like she’s lacking confidence
- 22:27 How Theresa wishes people felt about aging
- 25:11 What Theresa hopes to accomplish with her work
- 28:03 Erick advice on how to build confidence and show up as a pro
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
10 September 2024, 9:30 am
35 minutes 9 seconds

How to Start and Sell a High-Ticket Program with Bryan Harris
“The key to any industry is not focusing or trying to sell to 98% of your market. You're only trying to sell to that very top percentage of people."
If you're a speaker looking to scale your business and add new streams of revenue, you might want to consider launching a high ticket offer. This week, Grant sat down with Bryan Harris to chat about the value a high-ticket offering can bring to your business, how to get started, and some tips on developing these offerings in your own business.
Thinking about what’s next for your business? A high-ticket offering just might be for you!
“Our mission is to make it almost impossible to fail at getting customers."
In this episode, they also cover:
- 00:00 What do Bryan and his team do?
- 04:41 Why should people consider a high-ticket offering?
- 08:22 How do you think about finding your target market for this offering?
- 09:27 What can your business look like in practice?
- 13:33 How does support vary in you business and other places in your life?
- 19:11 What can you do to ensure your clients get what they need?
- 21:47 How do you continue to create value for your high-ticket offerings?
- 24:17 What does it look like to sell to your target market?
- 27:56 Book a free strategy session with Bryan's team
- 31:10 How can you leverage this as a speaker?
Episode Resources:
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
3 September 2024, 9:30 am
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