S3 Ep. 09 - Getting the Reps and Embracing the Grind with Todd Bertsch

S4 Ep. 05: Unlocking Government Speaking Gigs with Tony Chatman

Discover how the government could pay you more and faster than you ever thought possible! In this eye-opening episode, Li Hayes teams up with government contracting insider Tony Chatman to bust the biggest myths about working with government agencies as a professional speaker. From unlocking secret hacks for landing contracts to breaking down step-by-step how to get started, this conversation is packed with actionable insights, expert shortcuts, and the real inside scoop on accessing the world’s largest buyer of professional services. Key highlights include: * How Tony Chatman’s first government gig led to over $800,000 in business * What certifications actually matter (and why most are free and fast) * Clever ways to bypass bureaucratic bottlenecks and get paid quickly * How to turn a single free speech into contacts at 80+ government agencies * The most in-demand topics federal clients are searching for now * Concrete pitfalls to avoid (hint: skip the giant paperwork traps) Whether you’re exploring government as a market or ready to level up your speaking career, this episode will change the way you think about selling to the public sector. Timestamped Overview [00:00] Show open & intro to guest [02:21] Why government speaking is a goldmine—and the common roadblocks [03:11] Tony Chatman’s backstory and first foray into federal gigs [05:02] How to break in: strategies that actually work [07:14] Tony Chatman’s first paid government engagement and results [08:03] Specific steps to get started (certifications, databases, networking) [13:25] Free gigs, paid gigs, and “speed dating” with agencies [16:00] The language and topics that unlock government doors [22:25] How the money flows: contracts, micro-purchases, and SF-182 [26:04] Forms, paperwork, and breaking big fees into smaller contracts [29:34] Do agencies talk? How word-of-mouth & career moves help [33:21] Industry associations and the real conference shortcuts [34:33] Regional offices and the “local” government angle [36:56] Why you can skip the GSA Schedule (unless you’re going BIG) [38:29] How and how fast you’ll actually get paid [39:04] Becoming “uniquely qualified” and closing non-bid contracts [43:46] Tony Chatman’s #1 advice for breaking into government work today [44:50] Wrap-up and where to go for more resources

S4 Ep. 04: What Event Planners Want with Liz Lathan

Learn what event planners really want. In this eye-opening episode of Path to the Main Stage, Li Hayes sits down with veteran event planner and Club Ichi co-founder Liz Lathan to separate the myths from the realities of booking speaking gigs in the business events world. From unraveling the many roles of event professionals to understanding why celebrity name-dropping often doesn’t drive registrations, this conversation gives you the tactical insights you need to boost your own main stage journey. Key highlights include: * Why joining the right organizations only works if you know your audience—and why networking alone isn't enough. * How breakout sessions differ from main stage keynotes in terms of pay and prestige. * The true value of “exposure” gigs and negotiating for value beyond just a paycheck. * What planners look for on your website and why one great, clear snippet of you on stage could beat a flashy sizzle reel. * Behind-the-scenes secrets from major corporate and association events, plus candid advice on publishing authority-building books without harming your brand. * Liz Lathan’s decades-in-the-industry advice on connecting, influencing, and making sure you stand out with both planners and audiences. Don’t miss these actionable strategies to help you take your speaking career further, faster. Timestamped Overview: 00:00 Welcome, introductions, and Club Ichi explained 04:48 Components of event planning & the types of business events 06:18 What “call for speakers” really means and how it works 07:43 How planners actually search and select speakers 10:30 The real value of speaking for exposure 12:22 Who really picks the speakers at events? 13:02 Influence of various roles in event planning teams 14:38 Speaker showcases: how planners discover new talent 15:51 Differences between corporate and association events 18:19 Niching down: why being specific gets you hired 20:23 What planners look for on your website and demo reel 22:44 “Celebrity” vs. content: what actually drives registrations 26:21 How to get noticed if you’re not famous 28:02 Does having a book matter? The good, bad, and risky 33:01 Final advice: what Liz Lathan wishes she knew at the start 36:37 Closing remarks and wrap-up

S4 Ep. 03: Master the Art of Selling From the Stage with Steve Hopper

Learn how to skyrocket your revenue by selling from the stage!  In this eye-opening episode, Steve Hopper reveals why offering value to your audience doesn't stop with your speech—and why failing to make an offer is a missed opportunity for both you and your listeners. Li Hayes dives deep with Steve Hopper on practical strategies for selling from the stage, building irresistible offers, leveraging free giveaways through funnels and QR codes, and maximizing your impact (and income) with books and live events. Whether you're just starting your speaking career or looking to level up your results, this conversation is loaded with actionable advice, confidence-building insights, and a reminder that your story matters—and your audience wants MORE. Timestamped Overview 00:00 Becoming a successful professional speaker and the importance of selling02:32 What to offer from the stage—and when you can't sell directly05:44 Capturing audience info seamlessly (QR codes & more)07:31 Building and using funnels: what makes a landing page great?12:04 What response rate should you expect from your offer?13:09 Diagnosing and improving weak offers15:24 Should you share the ‘how’ on stage—or just the ‘what’ and ‘why’?16:58 Best practices for selling books at events19:13 Should you host your own events? Pros, cons, and simple tips for success24:25 Charging for your event (or not), and how to keep costs low29:14 Final advice: start small, build confidence, and the biggest overlooked mindset for speakers32:09 The one thing Steve would tell his younger self: understanding your worth34:50 Episode outro and where to connect

S4 Ep. 02: How Speaker Bureaus Choose Talent with Brittany Kreutzer

What if your flashy speaker reel is actually costing you bookings? In this episode of “Path to the Main Stage,” Li Hayes sits down with Brittanny Kreutzer, partner at Speaker Exchange Agency and board member of the newly named GSIA, for an unfiltered look into what makes speakers irresistible—or instantly forgettable—to bureaus and clients. Discover the real insider criteria bureaus use to select speakers, why being authentic trumps being everything to everyone, and why shorter is NOT always better when it comes to demo reels. Brittanny Kreutzer also shares the biggest mistakes speakers make, what “celebrity” status really means in the speaking world, and the genuine power of saying "no" to the wrong stage. Packed with actionable tips on how to elevate your profile, update your materials, and become top-of-mind for bookers, this episode is a must-listen for anyone ready to take their speaking business seriously—and ethically. Timestamped Episode Overview: [00:00] Introduction and audience engagement[01:19] What is the International Association of Speaker Bureaus (GSIA)?[05:01] How speaker pricing and ethics are managed[05:56] Training and industry standards for bureaus[07:03] The role and value of speaker showcases[09:03] How bureaus scout and evaluate speakers in person[09:59] What makes a speaker stand out to bureaus[11:40] What bureaus look for on speaker websites[13:26] The pitfalls of AI-generated demo reels[14:52] Aligning topic and expertise with the right opportunities[16:20] Pet peeves: the mistakes speakers make with bureaus[18:52] Positive stories: what makes a speaker great to work with[20:37] Simple yet powerful ways speakers can help themselves[22:06] Are topics or celebrities more in demand? Defining “celebrity”[24:05] Niche fame vs. being broad—nailing your expertise[25:09] Creating exceptional client experiences as a speaker[27:14] When do you need an agent or bureau?[29:08] Speaker success stories and strategic “yes/no”[31:54] When to turn down stages (and why)[32:04] Final advice: stop comparing, be authentic, let demand set your value[34:04] Biggest surprise from a career in the speaking industry[35:42] Show wrap-up and invitation to connect

S4 Ep. 01: Unlocking Speaker Flow with Darren Virassammy

What if the secret to giving unforgettable talks isn’t perfect slides or endless practice—but jumping into freezing water at 6am and talking to stuffed animals? In this eye-opening episode, Li Hayes sits down with Darren Virassammy, TEDx speaker with over a million views, to reveal unconventional but powerful strategies any speaker can use to master the stage. From harnessing the power of nature to building mental anchors for nerves and flow, Darren Virassammy shares unique prep routines, explains why the best talks aren’t really about you, and offers practical tricks for both new and seasoned speakers. Learn how to turn chaos into confidence and discover the habits that will actually get you to the main stage. Timestamped Overview 00:00 Show intro, speaker backgrounds, and the power of nature03:41 Using nature to recalibrate for speaking04:23 Transition: How nature improves public speaking04:43 Preparing talks in wild environments and managing distractions06:55 Going “crazy”—prepping speeches in cold oceans09:46 Tamer exercises: why Darren Virassammy rehearses with stuffed animals12:17 Anchors, visualization, and handling audience nerves14:21 Flow state: using music and familiar habits to get ready18:18 Tricky details: diet, distractions, and managing nerves18:34 Writing vs. delivering: how to make your talk sound natural20:38 Scripting, “killing your darlings,” and time management22:31 The rehearsal valley: from robotic to natural delivery26:08 Crafting and repeating your main idea (“the block” or “hook”)28:33 Adapting to last-minute time cuts—optional blocks and flexibility30:23 Real-world example: making on-the-fly edits at major events31:28 Resilience and mental resets when things go wrong32:02 Advice for beginner speakers: don’t be too literal with outlines33:45 How to truly serve your audience36:36 Using questions to shift perspectives37:51 Individualizing for different audiences and reading the room38:58 Final wisdom: what Darren Virassammy would tell his younger self40:17 Wrap-up, actionable takeaways, and how to grow as a speaker