The Speaker Lab Podcast

"Cold outreach is a great way to start — but it's not how you scale."Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin makes the case that the most efficient gig you'll ever book is the one you just finished. The problem? Most speakers walk off stage, shake a few hands, grab a photo, and move on — completely missing the two, three, maybe five opportunities that were already sitting in that room.Dan breaks down the exact post-event process he uses to turn every speaking gig into referrals, rebookings, and long-term relationships — including the story of a low-fee local event that turned into over $50,000 in workshops with a client he's still working with today. This isn't about doing more work. It's about doing the right work after the work most people think is the finish line.You'll learn:Why the stage is just the beginning — and what your job actually looks like in the 48 hours after you leave itHow Dan's post-event process generates referrals, repeat bookings, and long-term clients on autopilotThe handwritten thank you note habit Dan swears by (and why it still works in 2025)Why post-event calls are non-negotiable — and exactly what Dan covers in every single oneThe performance review section: how to ask for honest feedback without making it awkwardThe one question Dan always asks to surface referrals — and who you should (and shouldn't) be asking it toWhy most event planners won't bring the same speaker back year over year — and why that's actually great news for your businessHow to stay top of mind without forcing the relationshipThe $50,000 follow-up: what happened when Dan showed up to a packed standing-room event he almost didn't takeWhy your next 10–15 gigs are probably already sitting in rooms you've spoken inAnd much, much more! "Your next gigs are already sitting in the rooms you've spoken in — but only if you treat the relationship that way."Want help building a post-event system that actually works?Grab a free 15-minute Speaker Business Assessment at thespeakerlab.com/SBA — Dan and the team will look at your audience, pipeline, and revenue model and help you figure out exactly what to do next.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"If you don't know your number before the conversation, the buyer will pick the number for you."Welcome back to The Speaker Lab Podcast! In this solo episode, host Dan Irvin tackles one of the most common — and most avoided — questions in the speaking business: what should I charge?Everyone asks it. Almost nobody answers it straight. You've probably heard "charge what you're worth" or "it depends" — which, while technically true, isn't much help when you're about to hop on a discovery call and you know the question is coming. Dan breaks it down with the three things that actually drive your speaker fee, shares the exact way he handles pricing conversations, and gets real about the moments he's had to decide whether to hold his number or adjust.Whether you're just figuring out your first fee or you've been leaving money on the table for years, this episode will help you walk into your next pricing conversation with clarity and confidence.You'll learn:The 3 things Dan always considers when setting his speaker fee: audience, budget, and outcomeWhy "charge what you're worth" isn't helpful — and what to think about insteadThe real reason most speakers underprice themselves (hint: it's not what you think)Why every discovery call should be on video — no exceptionsHow to bring up budget without it being awkward — and what to do when they won't give you a numberWhy Dan never sends a proposal the same day as the discovery callThe factors that should move your price up or down: travel, sessions, repeat clients, and long-term opportunityThe story of a $22K ask that became $15K — and why that decision led to three more eventsWhy pricing to the outcome (not the talk) is the shift that changes everythingWhat to do when your heart rate spikes the moment someone asks, "so what's your fee?" And much, much more!"I want to walk away from that conversation with a number that actually excites me, that takes care of my family, and reflects the impact I know I'm going to have in that room."Not sure what to charge? Book a free 15-minute Speaker Business Assessment at thespeakerlab.com/SBA — Dan and the team will walk through your audience, pipeline, and revenue model to help you get clear on your number and confident in the conversation.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"Your story told honestly is your edge."Welcome back to The Speaker Lab Podcast! In this solo episode, TSL CEO Dan Irvin opens with a story about a factory worker named Gary — a man who worked hard, gave everything, and still got left behind when the game changed. It's a story from 1975, but it's happening right now, and Dan thinks you need to hear it.Because the premium is shifting again. This time it's moving toward the things AI can't replicate: lived experience, presence, perspective, and trust. That's exactly where speaking lives. And if you've been sitting on the sidelines wondering whether now is the right time to build a speaking business — this is the episode for you.Dan walks through the full SPEAK Framework that The Speaker Lab has used to coach thousands of speakers — not as theory, but as what's actually working in this environment right now. He ties each step to what's changing in the world and why human speakers are more valuable than ever.You'll learn:The story of Gary — and why working harder inside a system that's already changed is the real riskWhy Dan's own layoff in 2019 (and a hayride with his son) led to a decision that changed everythingWhy AI can generate a talk in seconds — but can never replace the speaker who's lived itS — How to select the right problem to solve (and why the thing you think disqualifies you is actually your advantage)P — How to prepare a signature talk that event planners actually want to bookE — Why establishing your expertise isn't about convincing yourself — it's about translating your credibility to the people who hire speakersA — How Dan is acquiring paid gigs right now through direct, human, intentional outreach (not automation)K — When and how to scale: keynotes, workshops, books, consulting, and beyondWhy "false positive" bookings can fool you into skipping the foundation — and how to build for real consistencyWhy the second best time to start building your speaking business is right now, this weekAnd much, much more!"Never again will I build something for someone else without building something for me."Ready to stop waiting? Head to thespeakerlab.com/SBA for a free 15-minute Speaker Business Assessment with Dan — a real diagnostic review of your audience, pipeline, and revenue. No pitch, just clarity on exactly where to start.Episode Resources:Get Your 15 Minute Speaker Business AssessmentCalculate Your Speaking Fee Join The Speaker Lab Community on FacebookSubscribe on Apple PodcastsSubscribe on SpotifySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

A speaker shares how deliberate mindset shifts created a run of 10 paid gigs in 10 weeks. Conversations, not endless content tweaks, are the real pipeline. Narrowing who you serve speeds results and outreach. Treat event planners as partners and build systems so momentum and referrals become predictable.

"If you can get one paid gig, you can build an empire off that."Welcome back to The Speaker Lab Podcast! In this episode, Dan Irvin (the newly minted TSL CEO and new host of the TSL podcast!) sits down with Erick Rheam — The Speaker Lab's own resident speaker and lead coach — to unpack one of the most remarkable client stories we've ever told: how Erick turned a single speaking relationship into a three-year, $900,000 contract.But here's the thing — the $900,000 didn't come from being the best speaker in the room. It came from being the most intentional. Erick breaks down a 12-year journey that started with a chance conversation at a vendor booth, a coaching nudge to lean into his niche, and a decision to consistently deliver more value than any client expected. His story is a masterclass in how speakers who think like business owners — not performers — build something that lasts.Whether you just landed your first $1,000 gig or you're wondering how to turn a great client relationship into something bigger, this episode is packed with practical wisdom you can use right now.You'll learn:How Erick stumbled into speaking from the utility industry — and why that "detour" made him millionsWhy leaning into your existing niche (instead of running from it) is one of the fastest paths to credibilityThe counterintuitive reason Erick gave away content rights early on — and how it paid off over a decade laterHow to build talks your audience actually wants by listening first and pitching secondThe role Speaker Lab coaching played as a critical inflection point in Erick's careerHow a simple exit interview after every gig opened the door to consulting, workshops, and eventually that $900K contractWhy $900,000 had much less to do with what Erick did on stage — and everything to do with what he did around itThe four things Erick would tell his younger self: niche, audience problem, system, and coachingHow Erick closed $68,000 in gigs in a single week — prospecting just one hour a dayWhat to focus on when you land your first $1K–$5K gig so you don't miss the opportunity right in front of youAnd much, much more!"I think I'm an average speaker at best, maybe above average. I do alright. However, I'm organized, and I follow a system. And the system is not that hard. It's duplicatable. It's scalable."--Ready to build your own predictable speaking business? Click the link below to claim your free Speaker Business Assessment — a real diagnostic review of your audience, niche, pipeline, and revenue model. No pitch, just clarity.👉 Get Your Free Speaker Business AssessmentSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

"So you can speak to it from a very professional level of here's what I'm seeing right now, grassroots, I'm in it, I'm doing the thing. And that's what makes this transition of you taking over and leading TSL really, really exciting. Because again, you're on the front lines, you're doing the thing."WE'RE BACK.Welcome to a very special episode of The Speaker Lab podcast! Today, Grant Baldwin is here to share a massive update about the future of TSL and talk about the future of the speaking industry.After more than a decade building The Speaker Lab into one of the most trusted resources for aspiring professional speakers, Grant is passing the baton — and today, he's here to talk about it with the person taking the reins: Dan Irvin.Dan isn't new to the TSL world. He's been with the company for over five years, has hosted hundreds of webinars, and personally enrolled nearly 500 students into the program. But more than that, he's a full time professional speaker himself (who is right now in a stretch of doing ten paid gigs in ten weeks!). He knows this world from the inside out, both as a coach and as someone actively speaking to dozens of audiences every year.But what's important isn't just the future of TSL — it's also the future of the speaking industry as a whole. Dan and Grant believe that right now is an incredible opportunity for paid speakers, and they're here to tell you why — and how you can take advantage.In this conversation, Grant and Dan get candid about the transition, reflect on what's made The Speaker Lab work, and tackle the question many speakers are asking right now: what does AI actually mean for this industry?You’ll learn:Why Grant Baldwin is passing the reins of The Speaker Lab after 10+ years — and who's taking overHow Dan Irvin went from corporate COO to full-time speakerWhy Dan believes speaking is AI-proof — and the 3 reasons human speakers can't be replacedHow AI is changing the speaking business (efficiency tools, not stage replacement)Why information alone won't grow your speaking career — and what actually willHow to design your speaking business around your own life and goalsA sneak peek at a $900,000 speaking partnership story coming in the next episodeAnd much, much more!"The Speaker Lab honestly changed my life. It changed my family's life. We want to continue to be that impact for other individuals and other families. And we know that when we really serve speakers well, they can go out and have a massive impact on audiences all over the place."Episode ResourcesCalculate Your Speaking Fee (And Join The Email List)Join The Speaker Lab Community on FacebookSubscribe on Apple PodcastsSubscribe on SpotifySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Velera Wilson, a former corporate executive turned full-time speaker, shares her inspiring journey and practical insights. She discusses the importance of building an 'off ramp' for transitioning careers and why a book isn't necessary for speaking success. Velera emphasizes leveraging existing skills, the power of community, and the need for resilience during slow seasons. She candidly reflects on the balance of corporate expectations and pursuing passions, offering listeners actionable strategies to navigate their own transitions.

Shannon GaNun, a communications pro and former professor turned full-time speaker, shares her inspiring journey from small-town roots to empowering leaders with confident communication. She emphasizes the importance of pitching yourself and taking imperfect action. Overcoming imposter syndrome, Shannon talks about the transition to a speaking career later in life and her lesson-filled experience with The Speaker Lab. She advocates for reframing sales as serving clients and encourages aspiring speakers to package their life experiences into valuable offerings.

In this enlightening discussion, Connor Wentling, an emerging speaker who blends humor and philosophy to tackle uncertainty, shares his journey from free gigs to paid opportunities within the municipal association market. He candidly addresses the anxiety of slower seasons and how referrals boost his pipeline. Joined by Michael Hidalgo, who navigates communication with C-level executives, they explore the key to persistent follow-ups and the importance of consistency. Erick Rheam offers practical strategies like 'Power Hours' and leveraging feedback to keep their speaking careers thriving.

“One of the things that has helped me stay in ministry, and one of my keys that I share in my talk about burnout, is doing something new to refuel you. I’m still doing ministry thirty years later, but I find new ways to do it and that helps increase the fuel and the fire for me to do it.”Welcome back to The Speaker Lab podcast! On today’s episode, host Grant Baldwin is joined by Arthur James, a seasoned pastor, educator, and speaker who’s been making a difference from the pulpit and the podium for nearly three decades.In this conversation, Arthur opens up about his unique journey as a bivocational pastor, juggling roles in ministry, education, and business, while building his speaking career from the ground up. He reflects on crucial turning points, including the shift from viewing public speaking as a side hustle to embracing it as a purposeful business.Together, Grant and Arthur dive into the realities of transitioning from full-time work in education and hospitality to full-time ministry and professional speaking, highlighting the challenges of balancing financial responsibility with a heart for serving others. Arthur reveals how discovering The Speaker Lab framework helped him gain clarity, structure, and momentum in growing his speaking business.Whether you’re a pastor with a message to share, a speaker ready to make an impact, or simply someone searching for practical wisdom about building a business around your calling, you’ll find valuable lessons and encouragement in this episode. Listen in for a look at what it truly takes to turn your gifts as a communicator into a sustainable career!You’ll learn:Definition and explanation of “bivocational pastor”Mental shift required to approach speaking as a businessTailoring messages for different contextsResearch and outreach methods for finding speaking engagementsThe importance of personal relevance and passion for the topicStaying current and relevant in chosen speaking areasAdapting communication style based on audience familiarityTechniques for building trust and engagement with new groupsAnd much, much more!“One of the things that’s very critical that is taught in The Speaker Lab program is to look at your speaking as a business and not just as getting on a stage to do a speech.”Episode ResourcesArthur’s WebsiteGet Free Speaker ResourcesBook a Call with The Speaker LabCalculate Your Speaking FeeJoin The Speaker Lab Community on FacebookSubscribe on Apple PodcastsSubscribe on SpotifySee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.