Latest / Expertise Made Real / What’s Your Happy Price? How to Choose Which Opportunities to Say Yes to With Bobbie Carlton

Transcript

What’s Your Happy Price? How to Choose Which Opportunities to Say Yes to With Bobbie Carlton · Expertise Made Real

• 0:00
  How do you decide which opportunities deserve your yes when every invitation wants your time?
• 0:05
  Welcome back to Expertise Made Real.
• 0:08
  I'm Kristen N.
• 0:09
  Spencer.
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  In the last episode where I talked with Bobbi Carlton, founder of Innovation Women, we discussed how speaking turns into real business.
• 0:18
  This time, she shares the framework she uses to decide which opportunities to accept, including what she calls your happy price.
• 0:26
  We also talk about what happens when an expert has both a stage and a book, and the extra ways that combination can pay off.
• 0:35
  Let's get into it.
• 0:36
  Welcome to Expertise Made Real.
• 0:38
  I'm your host, Kristen N.
• 0:40
  Spencer, and you're listening to the launch series for this podcast where experts from different fields describe for us the exact moment where they tangibly noticed the expertise they had already been acting on for years because it took something
• 0:54
  or someone outside themselves to reveal how their experience could become expertise.
• 1:00
  Plus, each guest will give you tools and tips on how you can adjust your own expertise to reflect important lessons they've learned throughout the years.
• 1:10
  The value in each and every episode of this launch series runs deep, and I can't wait for you to dive in.
• 1:16
  So let's get started.
• 1:21
  I am back again with the amazing Bobbi Carlton.
• 1:24
  In the last episode with her, we talked about how do you actually get paid as a speaker?
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  How do you connect that to your business?
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  And today we have another amazing question.
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  Bobby, are you ready?
• 1:38
  I am ready.
• 1:39
  All right, so you've actually built a framework around speaking.
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  And as you know, that's a huge part of this show is understanding, hey, there are systems we can use to get this right.
• 1:49
  So could you walk me through your system for speaking?
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  As if I had never heard anything about speaking before, because some of our listeners have not.
• 2:00
  Okay, so I actually have multiple frameworks around different aspects of speaking.
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  So let's walk through the which opportunities you say yes to.
• 2:14
  Oh, yeah, I love that.
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  I think there are four different things that you should know when you are thinking about saying yes to an opportunity.
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  Number one, is this opportunity going to pay you your happy price?
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  What is your happy price, Bobby?
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  Well, your happy price is the value that you bring to the table for the audience and what it costs you to give that presentation.
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  It's taking into account your experiences, your education, and the actual development of that presentation.
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  And the value side is, what does the audience get out of it?
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  So that put that together and you get a happy price.
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  Number two, the audience is filled with people who could potentially be pay you your happy price.
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  That means that you're treating it like an audition and you're in front of the right people.
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  And those right people, some of them at least, are going to run up to that stage when you're done, hand you their business card and say, what does it cost to have you do that for my company or
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  my event number three, you get something else of value.
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  Maybe that something else of value is professional video, professional photos.
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  Maybe you're getting to speak on a prestige stage.
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  I spoke at Harvard or I have actually spoken at the un.
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  I'm gonna live off that opportunity, that stage, for the rest of my life.
• 3:56
  Well, Bobby Carlton, she spoke at the un.
• 3:59
  We need to hire her.
• 4:01
  Like, those are things of value.
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  Other things of value could be that you're connecting with potential customers, potential partners.
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  Maybe you are getting the list of people that are in the room.
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  Or maybe you can put up a QR code on your slides and connect with people afterwards.
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  So you're getting something else of value.
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  And the fourth one is, is kind of a little bit of a throwaway.
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  It's.
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  I get to travel for speaking and I get to go to someplace I've always wanted to go to.
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  And maybe I'm gonna go and speak at Disney or Universal Studios and I'm gonna bring my family with me and it's gonna be awesome.
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  Because one of the nice things about speaking is you often get to travel.
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  So if there's an extra little bonus thing, like, you know, I've always wanted to go to Vienna and speak.
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  Well, good for you.
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  Like, we all need those little extra bonuses in our life.
• 5:06
  That's amazing.
• 5:07
  Yeah.
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  Deciding on how you should should say yes.
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  And with the previous episode, that you absolutely should say yes.
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  So pick something.
• 5:15
  Right.
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  Pick one of the ones and then do it.
• 5:21
  So I would love to ask, you know that we're a book friendly podcast because I'm a writer and I have a whole system for turning books into speeches and workshops.
• 5:33
  But I would love to hear from your perspective.
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  Cause you're a little bit less biased than I am.
• 5:39
  How do you see success with speakers who have books?
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  Like, what does that look like for them?
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  I know I've heard a lot of the innovation, women's stories Inside the Speaker Friend Fridays.
• 5:51
  But I'd love to hear some of your favorites and your opinion on this whole thing.
• 5:55
  Yeah, I mean, speaking and authorship go hand in hand.
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  It's a great way to demonstrate your value.
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  I literally wrote the book on that topic.
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  Why wouldn't you hire me as a speaker?
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  But there's one aspect of authorship that I always feel like people don't Get.
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  Being an author and a speaker gives you a whole other set of business models that people who don't have books like, they just don't have those opportunities.
• 6:30
  Right.
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  An organization might not have a budget for speakers, but they've got a budget for educational materials, or maybe they have a budget for swag.
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  And your book is going to end it, end up sitting on every seat, or your book is going to end up in the VIP gift bags.
• 6:51
  Right.
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  So there's an extra little bonus business model for every author.
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  And by the way, there are so many different ways to move books when you're a speaker.
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  For example, you could have the event organizers sell your book with their tickets.
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  Right?
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  Picture this.
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  You know, there's a page on the website and people are going to buy their tickets to the event, and for an extra $30, they can get your book too.
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  Right.
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  They're, they're matching that because you're the keynote speaker.
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  Everybody in that audience wants a copy of your book, so they can just buy it along with their ticket.
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  If know, there's, there's a lot of speakers that are like, oh, just give me a table at the back of the room and I'm going to sell my books.
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  No, no, no.
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  You want the organization to buy the books for everybody.
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  You want to know exactly how many books you need to lug to that event so you can go home with your suitcase full of croissants or something else.
• 7:56
  Right.
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  Like, you go to Paris to speak at an event and you take that big suitcase with the 400 books, and it weighs a ton.
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  You do not want to walk home with any books.
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  And also, you don't want to have to weigh that suitcase on the way back from France because they will weigh it 100%.
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  They will.
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  I guarantee they will.
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  And croissants don't weigh nearly as much as books do.
• 8:19
  That's true.
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  And they're buttery and delicious.
• 8:23
  Yeah, I mean, thank you so much for that.
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  And I, I, I feel like if you have speaking, if you have books, like that is the one, two punch of expertise.
• 8:35
  What are your thoughts?
• 8:42
  Ask that question again.
• 8:44
  So, like, when people think of an expert, I feel like they think either of, they speak or they write about the topic.
• 8:54
  So if you have both, that's kind of like a double extra expert bonus.
• 9:00
  You're, you're the big kahuna, right?
• 9:03
  You, you speak, you wrote, like, it's amazing.
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  There's also, like, these little added bonuses of, you have all of that content and all of that content kind of feeds the machine.
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  And you've created perhaps a framework.
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  You've created a concept.
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  And that framework and that concept can feed your speeches, it can feed your social media, it can feed your website.
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  You.
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  You can use it in workshops like you already have created all of the bones of everything you need.
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  And then it just extrapolates out.
• 9:46
  It's a winning, winning approach.
• 9:49
  Totally agree.
• 9:50
  Well, thank you so much, Bobby.
• 9:53
  I'm gonna ask you this question again.
• 9:55
  I know I asked you twice before, but for people who are listening to you and they're like, I want to know, Bobby, better how.
• 10:01
  What's the best way for them to get a hold of you?
• 10:04
  Go to innovation women.com and sign up to get our weekly newsletter.
• 10:09
  And the reason I'm pointing out the weekly newsletter is every week you will get not only information about speaking, you'll get also a reminder that I exist with the weirdest stories you've ever thought about.
• 10:24
  Okay.
• 10:24
  I share so much of my personal life.
• 10:27
  People are like, I don't need to know that.
• 10:29
  That your aunt came home from Paris with a suitcase of croissants, which is where that story comes from.
• 10:35
  It's real folks, and I share all of that.
• 10:39
  And I weave in lessons about public speaking, and I make them fun.
• 10:44
  I can attest to that.
• 10:45
  I'm never disappointed to see that newsletter in my inbox because I truly never know what I'm going to get on that Friday morning.
• 10:52
  So go sign up for that.
• 10:54
  And thanks so much again, Bobby, for being a guest.
• 10:57
  I appreciate you.
• 10:59
  Yo.
• 10:59
  I appreciate you right back.
• 11:02
  And now if you liked the episode, I'm going to make an ask because I wouldn't be a sales expert if I didn't.
• 11:09
  Would you please leave a rating and review and hit subscribe.
• 11:13
  In exchange, I'm going to give you my find your wonder work system.
• 11:18
  It's five prompts, five minutes, and names the thing that you're already excellent at but don't know to call a skill.
• 11:25
  This is basically a what do you do on autopilot?
• 11:28
  Except I've created it as a tool.
• 11:31
  So leave your review and then go claim your reward at bit ly expertisemr.
• 11:40
  That's bitly expertisemr.
• 11:45
  And I hope to hear you or my guest, I guess, in the next episode.
• 11:51
  Thanks.