Brian Tracy

Date: April 7, 2015

Name: 4 steps to a 6-figure speaking career

Presenter: Brian Tracy

Speaking can be a career for many entrepreneurs because speaking is one of the best ways to deliver messages to their audience. Moreover, professional speaking career is considered to be one of the highest pay careers in the world. This webinar presentation invites Brian Tracy, the CEO of Brian Tracy International, to share his insight of what it takes to become a successful speaker. All entrepreneurs can benefit his strategies and improve their public recognition in their industries. This webinar will demonstrate the importance of professional speaking skill.

Brian Tracy has over many years of professional speaking experience. In addition, Tracy has released many webinars, courses and workshops for entrepreneurs to improve their leadership skills, especially speaking skill. Tracy defines there are 3 important facts about professional speaking. First, speakers are made and not born. Tracy believes everyone starts at the beginning when they start their career and every master once is a disaster. Second, professional speaking takes hard work and persistence. It is never easy and entrepreneurs need to treat this as running their own businesses. Tracy indicates speakers need to be resilient throughout their speaking career. Third, with the right training, anyone can become a professional speaker and earn a great living.

“Every speakers at the top 10% starts from bottom of 10%”

Professional speaking is a business. Entrepreneurs need to focus on business side. Tracy shares many people focus too much on the fame instead of business and their career will lead to failure. Many people fail because they only concentrate on money.

Successful speaker has a strong message. They express through passion and turn it to money. Furthermore, Tracy believes number of money is equivalent to number of marketing that position entrepreneurs themselves as speakers in the market.

Tracy believes speakers need to provide value. Entrepreneurs earn money by filling the gap between the audience at the current stage and the audience at the future stage. They fill the gap with values and insight through speaking. Speakers have an important job and that is to solve audience’s problem. Speakers can change audience lives through speaking. Tracy mentions entrepreneurs can raise their speaking fees as long as the values they provide to the audience is higher than their investment to hear entrepreneurs speak.

Tracy shares his 4 critical steps to become professional speaker.

Step #1: How to determine and set speaking fees

The speaking fee depends on speakers’ content, qualification, and purposes. Tracy shares the list of elements that can improve speaking rates.

1. The level of expertise on the subject
2. The length of the talk
3. Amount of time entrepreneurs will be speaking
4. The ability to sell from stage
5. The location of the engagement
6. The size of the audience
7. The potential to gain new clients from the engagement

Tracy suggests entrepreneurs to find out their competitors’ rates. The entrepreneurs’ rates should reflect based on their competitors. Entrepreneurs need to position themselves with a better option; therefore, entrepreneurs should set at least 3 kinds of rates: announce, negotiate, and lowest accept.

Tracy provides 3 ways to provide more values to audience.

• Offer a bonus or free gift to the audience
• Offer to speak for longer
• Offer a risk reversal guarantee to build creditability

“The key is not to charge less, but to offer more values than your competitors”

Step #2: How to find speaking engagements

Engagement is in the audience. Tracy recommends entrepreneurs to network before and after the talk. Entrepreneurs can ask the organizers to refer them to someone else because based on stats, 85% of clients are from referrals, recommendations, and testimonials.

For entrepreneurs who are starting their speaking career, Tracy recommends not to spend resource on advertisement to find clients. They should figure out their target audience by asking these five questions.

• What kind of people will benefit from the subject matter?
• How old are they?
• Where are they located?
• What do they do for living?
• What kind of companies do they work for?

Entrepreneurs need to be persistent by figure out the industry that serves the audience. Entrepreneurs can locate the local clubs, organizations, colleges, universities and networking group to get them out front of the crowd. Stage time is important. Moreover, entrepreneurs can use meeting and conference directories to locate local events or by joining LinkedIn groups to connect with audience.

Step #3: How to position and market yourself as a speaker

Due to advanced technology, there are more opportunities for professional speakers in this generation. Entrepreneurs need to find ways for their audience to link to their marketing assets.

Tracy shares 3 important marketing assets that can help their searchable online presence. First, entrepreneurs need to have a website that illustrates who they are, what they specialize, and why should people hire them. Testimonial and social proof can benefit entrepreneur’s reputation. Second, entrepreneurs need to have blogs to showcase their expertise. Last, entrepreneurs need to connect on social media. Social media can extend their reach and entrepreneurs need to be included in large online dinner table conversation.

Step #4: How to negotiate contracts and deliver powerful talks

Speaking is all about values. Entrepreneurs need to determine their top of expertise. Tracy wants entrepreneurs to figure out what subject matter are they most knowledgeable about. Entrepreneurs should figure out what kind of advice people usually request and expect. Moreover, entrepreneurs need to be on a subject that they are passion about.

Entrepreneurs need to know the content inside out. People will view speakers as experts and thought leaders. Tracy believes speakers must know 50-100 words on their subject for every word they speak; otherwise audience will know they are speaking off top of their head. Audience can sense speakers who are lack of knowledge by how well they prepare.

Tracy believes speakers need to prepare in advance. Without preparation, speakers will lose the audience’s respect and loss creditability.

Entrepreneurs should prepare who they speaking to because each audience is different. There are 5 audience research elements: average age, gender ratio, occupation, average income and average level of education. It is important to let audience feel speakers are talking directly to them.

“Negotiate not to sell yourself short and not to say yes to every deal”

The average speaking rate for entry-level speaker is $2,500 per keynote speech. The intermediate or advanced speakers can earn $5,000 to $7,500 per keynote speech. Tracy shares the speaking formula for speakers to determine their required engagements per year.

Speaking income goal / speaking rate = engagements per year

Entrepreneurs can earn their speaking rate by raising experience. Entrepreneurs need to be 100% confidence and comfortable of the fee they charge and do not afraid to say “no”.

Date: February 27, 2015

Name: Brian Tracy’s 12 step method to setting and achieving your goals

Presenter: Brian Tracy

Setting personal and business goals are significant for all entrepreneurs. Many entrepreneurs know the importance, but they do know the most effective way. Brian Tracy, the CEO of Brian Tracy International, will share his method to help entrepreneurs to achieve their goals faster and easier. Brian Tracy has consulted many worldwide companies and is also created many business leadership programs, such as Psychology of Achievement. As a speaker, Brian Tracy hosts many seminars on strategy, creativity and Psychology of Success. Moreover, his mentorship has helped many entrepreneurs to achieve top success in their industry. In this webinar, BrianTracy will breakdown the goal setting method for entrepreneurs to adapt in their lifestyle.

Brian Tracy illustrates his goal setting method is easy to understand and it can apply to anything. When entrepreneurs use it in regular basis, they will discover the powerful impact on their life. In this generation, people want “more” and the word “more” is the trend. In human mind, people are driven by goals and people feel happy if they are driven to goals. However, people will never satisfied and they will want more and more. Tracy believes people want to be winner, but they will not do the hard work to achieve it or prepare it.

“It is not the will to win, it is the will to prepare that counts”

Practice is the key because practice will help entrepreneurs to prepare for the upcoming opportunities. Great success requires people to prepare. Moreover, Tracy believes if people does not prepared for their success in advance, when the opportunities come, they will look foolish.

“Luck is preparation meets opportunities; pay the price to take advantage in opportunities”

BrianTracy designs his 12 step method that will help entrepreneurs to achieve their desire goals.

12 steps method

Step #1: Decide exactly what you want in every key area of your life

Brian Tracy emphasizes setting a goal will set apart 80% of people. Clarity is the key and the more clarity on the goals, the faster entrepreneurs can draw their necessary resources to achieve their goals.

Brian Tracy wants entrepreneurs to imagine they could have everything. Furthermore, Tracy wants entrepreneurs to focus on the four elements.

• Income
• Family
• Health
• Net worth

Tracy believes when entrepreneurs have self-limiting beliefs or fear of not achieving, they will hold their goals back.

As for income, Tracy wants entrepreneurs to project forward 5 years ahead and think about career, position, earnings and business. Discover the first step is important. Moreover, Tracy wants entrepreneurs to think what will they do and what should happen.

As for family, Tracy again wants entrepreneurs to forecast 5 years ahead and think about relationship, lifestyle, vacation, and children. As for heath, project what will happen after 5 years in weight, excise ability, energy level, and immunity. Lastly, as for net worth, project what will happen after 5 years in wealth, retirement, pension and life insurance policy.

Tracy indicates the reality of entrepreneurs’ wealth will happen 10 times more if they write it down. The first 3 written goals in 30 seconds are the life changing goals entrepreneurs should concentrate on.

Step #2: Write down

Tracy believes writing down is by taking something intangible, such as something people cannot touch, to tangible, which is something people can hold in their hands. Goals must be in writing because it will help entrepreneurs to connect the visual, audio and kinetic to subconscious mind.

Goals must be clear, specific and measurable. In reality, only 3% of adults have written goals, and the rest of people work for them. Tracy emphasizes goals must be clear that 6 years old can understand them and teach to other 6 years old. Goals and wishes are different and writing goals down will have 10 times more chance to achieve them.

Step #3: Set a deadline

It is important to set sub deadline. This will break down the activities into smaller steps. Tracy believes if entrepreneurs want to become financially independent, they need to set a 10 years goal deadline and then break it down year by year.

Entrepreneurs can complete their goals one realistic step at a time. Moreover, sub deadline forces subconscious mind to act.

“There is no unreasonable goals; only unreasonable deadline”

Step #4: Identify the obstacles that you will have to overcome to achieve your goals

Tracy believes there must be something that holding people back from achieving goals. If not, they would of achieve it in the first place. Usually, the first thing people can think of is considered their favourite excuse. In the theory of constraints, there is always one limiting factor or constraint that set the speed at which people achieve their goals. Therefore, Tracy wants entrepreneurs to figure out their constraints.

In 80/20 rule, 80% of the reasons that are holding people back are within themselves. In addition, 20% of the reasons are the external factors. Many entrepreneurs blame external factors and only success entrepreneurs will blame themselves.

Step #5: Identify the knowledge, information, and skills you will need to achieve your goal

Tracy believes it is important for entrepreneurs to learn new stuff continuously. To achieve a goal, entrepreneurs will never achieve it before they require new skills; otherwise, they would of achieve it already. The weakest skill set entrepreneurs income and success. Therefore, it is important to bring the weakest skill into progress.

Step #6: Identify the people whose help and cooperation you will require to achieve your goal

Nobody can do it alone. If entrepreneurs want to be successful, they need a lot of people’s support. Tracy suggests entrepreneurs to make a list of every person in their life that they have to work or work around to achieve their goals. There are two questions they need to ask themselves.

Identify who will support you?

What is it for them?

It is important to be a go-giver than go-getter. Tracy shares the most successful people are those who build and maintain the largest network of other people whom they can help and who can help them in return.

“More people you know and more people they know you positivity will e more successful in life”

Step #7: Make a list of everything you will have to do to achieve your goal

Entrepreneurs need to list the steps toward their goals, such as money and time. They need to understand how they can acquire and assemble them. They need to combine the knowledge and people’s cooperation. Tracy believes entrepreneurs that make a checklist will have 10 times more success rate.

“you can build the biggest wall in the world one brick a time”

Step #8: Organize your list in a plan

Tracy recommends entrepreneurs to organize the list by sequence. They can ask themselves the question of “what do you have to do before you can do something else?”

The next part is to organize the list by priority. They can ask themselves the question of “what is more important and what is less important?”

Using the 80/20 rule, Tracy believes 20% of planning will get entrepreneurs 80% of success.

Step #9: Make a plan

Tracy believes every minute spends on planning will save 10 seconds in execution. Therefore, it is important to be a planner in advance. Tracy wants entrepreneurs to maintain 4 habits

1. Plan each day, week and month in advance
2. Plan each month at the beginning of the month
3. Plan each week the weekend before
4. Plan each day, the night before

Step #10: Select your number 1 most important task for each day

Entrepreneurs need to set priority using the 80/20 rule. They need to ask this question.

“If I could only do one thing all day long, which one activity would contribute the most value to my work and to my goals?”

Tracy suggests entrepreneurs to get the top 7 tasks for each goal.

Step #11: Develop the habit of self-discipline

Tracy illustrates there is a direct relationship between self discipline and success. It is important to make a list and start the most important task. Once entrepreneurs have decided on the most important task, they need to be single-mindedly on one task until the task is 100% complete.

This habit of completing the task will help entrepreneurs to earn faster achievement than other people. Self-esteem comes from completing a task; therefore, bigger the task complete, bigger momentum, motivation and happiness entrepreneurs will receive.

Step #12: Practice visualization on your goals

Tracy believes entrepreneurs need to create clear, vivid, exciting and emotional pictures of the goal as if they are already a reality. Additionally, a mental picture combines with an emotion can have an impact on the subconscious and superconscious minds.

By visualizing the reality, entrepreneurs can attract many possibilities to achieve their goals. When entrepreneurs get the feeling of visualization, their subconscious mind will act. This will help entrepreneurs to clarify the goals and reach their potential.

“Goal mastery is life mastery”