0:00

I think it's very difficult sometimes

0:02

in business to say yes to

0:04

strategies confidently when

0:06

you're unsure if they're the

0:09

right move and

0:11

, more specifically , are they the right move

0:13

for you ? So , my friend , I'm not

0:15

going to hold anything back today . This conversation

0:18

is going to help you make

0:20

a smart decision for

0:22

yourself on whether or not

0:24

adding free speaking to

0:27

your mix of ways that

0:29

you market your business and get out your

0:31

ideas into the world . Is that a smart

0:33

move for you ? This

0:44

is the podcast for the entrepreneur

0:47

who wants to make a big impact , who doesn't

0:49

shy away from hard work but also

0:51

wants to enjoy life along the way

0:53

. Hi , I'm Heather Sager , former

0:55

executive turned entrepreneur , and I've spent

0:57

the last 20 years working with premium

0:59

brands on sales , marketing and communication

1:01

, and I've learned that when you

1:04

become a magnet with your message , you

1:06

only need a hint of hustle to

1:08

achieve your goals . Get ready to

1:10

be inspired and ignited each

1:12

week with tangible strategies on sales

1:14

, speaking , marketing and so

1:17

much more . This is the hint

1:19

of hustle podcast . Let's go Well

1:33

. Hey there , and welcome back to another episode of the hint of hustle

1:35

podcast . We're here for episode 209

1:38

, coming at you today from my

1:41

home studio in Bend , oregon

1:43

. Second full episode . Here in the studio

1:45

I have the boys listening

1:47

to the audio tapes of the

1:50

boxcar children . James

1:54

had to go back to Portland for

1:56

the day for some meeting , so

1:58

we are making a work around here , as

2:00

we always do with

2:03

business . Today , the episode

2:05

comes off of a topic I

2:07

have talked about inside other episodes before

2:10

, but I've never really addressed and tackled this

2:12

head on , and it comes from

2:14

the conversation around exposure

2:18

. The word exposure , the idea

2:20

of speaking for

2:22

free I guess you could also

2:24

say blogging for free or providing resources

2:27

for free in exchange

2:29

, say your quote for

2:31

exposure . Now

2:34

I have seen a lot of really

2:36

meaty opinions

2:39

. By meaty I mean they're like weighty , as

2:41

in . This is a topic that

2:43

a lot of business coaches , a lot

2:46

of influencers , if

2:48

you well in the online marketing space have

2:50

some pretty clear opinions on , and

2:53

I also saw this really

2:56

take an uptick in the

2:58

pandemic , where people started

3:00

especially professional speakers sort of transitioning

3:03

over to virtual speaking . Virtual

3:05

speaking became a main thing . People were looking

3:07

for presentations

3:09

, people to come into their organizations

3:11

, and people were kind of uncertain that's whole is

3:13

this virtual speaking thing actually worth paying

3:16

for ? And so this is just it's

3:18

not just a topic for

3:20

online business owners with membership

3:22

sites or consultants or anything

3:25

like that . This is something , though , that you

3:27

really have to make a decision for yourself

3:29

, because , in my experience , those big , meaty

3:31

, weighted opinions are typically

3:34

entrepreneurs saying exposure

3:37

is a dirty word . You don't want to be exposed

3:39

, people are mooching off of you , take an advantage

3:42

from you , get paid

3:44

your worth . I don't know all these other

3:46

tag lines , which I

3:48

have some pretty heated opinions on myself

3:51

, but I think it's very difficult

3:53

sometimes in business to say

3:55

yes to strategies confidently

3:57

when you're unsure if

4:00

they're the right move

4:02

and , more specifically , are

4:04

they the right move for you ? So

4:06

, my friend , I'm not going to hold anything back today . This

4:08

conversation is going to help you

4:10

make a smart decision

4:13

for yourself on whether

4:16

or not adding free speaking

4:18

to your mix of

4:20

ways that you market your business and

4:22

get out your ideas into the world . Is

4:24

that a smart move for you

4:26

? Now , I really want to distinguish this

4:29

because , again , the recommendation

4:31

that I would have for you , specifically about

4:33

your business , is going to be different than the person

4:35

I would have sitting and having coffee right next

4:37

to you . Everyone has a very

4:40

unique skill set . They

4:42

have a unique niche . They

4:44

work with different people , they offer different

4:47

resources and have a different product mix

4:49

ways that they work with

4:51

people in their business . So each business is

4:53

unique . So when people come out with

4:55

this big swell , swell is

4:58

that a word , you know like that , swell , poof

5:00

, poof , swell oh my gosh , what

5:03

is that expression ? One felt swoof , swoof

5:05

, swoosh , swoosh . That's the word

5:10

. That's where we are today . This

5:12

is like the epitome of what

5:14

you get around here on this show is

5:17

. You know , I'm a professional speaker

5:19

and I teach you how to do this thing , but then

5:21

, like my brain farts and I don't

5:23

edit it and I don't cut it because that's

5:25

not . I mean , this is the real talk

5:28

on this show . Okay , the swooshy felt

5:30

, whatever thing , this sweeping

5:32

, sweeping declaration there's a different way

5:34

to say it Of saying like phrase speaking

5:36

is not good

5:38

, or I don't know . You know what I mean

5:40

, right ? People make these big , sweeping

5:43

declarations about business strategies

5:45

and I think it's a lot more nuanced

5:47

on that . So my goal and intention

5:50

for today's episode is to help you make a confident

5:52

decision so that you can have a full

5:54

ass yes behind it and

5:57

teaser . Stay tuned for the end of the episode

5:59

. I'm going to teach you how to say no

6:01

whilst not feeling like a total

6:04

a-hole when you turn down opportunities

6:06

that aren't a great fit for you

6:08

. This is a hot seat question . I just got recently inside

6:11

my membership , the Speaker Society , and

6:13

the script that I gave the group . They friggin' love

6:15

, so I figured you know what . Let's make this episode

6:17

extra lovely for

6:19

you today and I'll share with you the how

6:21

do I do the decline nose . Ok

6:24

, so here we go . So let's talk about

6:26

what specifically is free

6:29

speaking . What am I referencing

6:31

here ? So , if you are an online

6:33

business owner or entrepreneur of any degree

6:35

that's participated in business

6:37

classes , coaching

6:40

, podcasts , like any of that , you

6:42

know there is opportunities

6:44

in front of you for how you can

6:46

market your business . Some

6:48

of the common ones , which would

6:51

include you speaking to audiences

6:53

, would be podcasting

6:55

right , specifically being guests on other people's podcasts

6:57

, participating in virtual

7:00

summits , participating

7:02

in other people's virtual or

7:04

live events . As a speaker

7:06

or workshop facilitator , you

7:09

could guest speak inside someone's membership

7:11

and someone's programs , et cetera . There

7:13

is an entire episode where I broke down

7:15

the 10 stages that you could be speaking

7:17

on right now in your business totally

7:19

for free , no cost to you , but also you probably

7:22

won't get paid for them holding to that

7:24

episode down in the show notes

7:26

for today . But essentially

7:28

free speaking is you coming

7:30

to use your voice , live with an audience

7:32

, to someone else's audience for

7:35

free . And what I mean by

7:37

for free is I don't want to be

7:39

confusing here it actually

7:41

costs you money , my friend

7:43

, to speak quote unquote for free to another

7:46

person's group , which you might

7:48

not have thought about that before . We'll talk

7:50

about that here in just a moment . So

7:52

these opportunities to

7:54

get in front of other people's groups

7:57

is often deemed as , in

7:59

exchange for you sharing your expertise

8:01

with a group , we will provide you

8:03

exposure and access to our audience

8:06

. That is the barter , that is the exchange

8:08

that is mutually agreed upon , is

8:10

I will come speak inside your program

8:12

for free because you're giving me access to

8:14

your people . Now , where

8:17

the beef comes in , where

8:19

people get really frustrated by this

8:21

exchange and it's just like any exchange

8:24

of monetary value

8:26

or many other kind of value

8:29

. Right , what you want to do is make sure that for

8:31

both parties it feels

8:33

like a win . So , for example

8:35

, if you were to go to the store

8:38

and buy a pack of gum

8:40

, but it cost you a hundred dollars

8:42

to get a pack of gum . You would

8:44

feel like , so annoyed by

8:46

it . Now , let's say that for some reason

8:49

, I don't know , let's make up a story here . But

8:51

like , lest you die , you

8:53

had to have a stick of gum . You

8:55

would pay whatever money on the planet , right , but you'd kind

8:57

of be annoyed by the fact that you'd pay a hundred dollars

8:59

for a pack of gum . Now

9:02

, the exchange of money

9:04

towards the to

9:06

get the product , ie the value

9:08

you receive from it . It was not

9:10

a fair exchange , if you

9:12

will right . A hundred dollars for a pack of gum is

9:14

kind of ridiculous , but going to the

9:16

store and paying a buck , even two bucks

9:19

, for a pack of gum , that amount of money

9:21

feels pretty fair

9:23

for what you're receiving in return

9:25

. This is the law of reciprocity

9:28

, this is the law of so many things around

9:30

. As business owners , we have to have

9:32

some kind of even exchange , because

9:35

as people , it feels weird

9:38

when there is an imbalance . Coming

9:40

back to quote unquote , free speaking

9:42

, the reason why a lot of people have a

9:44

beef with it and you should at

9:46

times too is when

9:48

there isn't that balance of what

9:50

I'm giving versus what I'm

9:52

getting . Now I

9:55

want to be careful in what I say that , because

9:57

free speaking isn't about like gimme , gimme

9:59

, gimme , gimme , gimme , like get all this stuff . There

10:02

are other ways that you

10:04

greatly benefit for

10:06

specifically , I'm going to dive into today

10:09

, but you have to

10:11

really be intentional around . What

10:13

is that value ? What is that return back to

10:15

you ? What is the return on

10:17

your time investment for

10:19

these free opportunities ? Okay

10:22

, so we know what free speaking is . If

10:24

you're really wondering , all right , should

10:26

I do it , the question you're really asking

10:29

is , on that balance scale

10:31

, is the effort worth

10:34

the outcome ? And that is

10:36

the question I'm about to help you answer

10:38

. Let's first start by talking about

10:41

effort . So , is the effort

10:43

worth the outcome ? Okay , so let's talk

10:45

about what the effort is , because I think a lot

10:47

of times we have this rose-colored

10:49

glasses thing on . Let's say , we're

10:52

the course creator and we're asking other

10:54

people to come in and speak into our groups for free

10:56

. And in our brains we're thinking , well , heck

10:58

, like , I am an amazing group , I

11:01

have all these great people that are going to love

11:03

them and I'm giving them

11:05

all this great access , I'm going to talk them

11:07

up , woop-dee-doop-dee , and

11:10

we're thinking , oh , it's just an hour for them

11:12

to jump in do a little mini presentation . This

11:14

is a topic they totally know front

11:16

and back like low lift for them , big

11:18

upside of great group of people . Right

11:21

, we think about that one when they're seat of making me

11:23

ask . But let's flip it around . When

11:26

you're the person being approached

11:28

to speak for free to a group

11:30

in a summit , in an

11:33

event , any of these kinds of things

11:35

, then there's a difference between virtual and in

11:37

person . But if you're being asked

11:39

to speak , you really need

11:41

to be able to answer the question of what is the true

11:43

cost . Now , a

11:45

lot of times this comes up when I'm coaching

11:47

one-on-one clients or clients

11:50

inside by programs , the signature talk accelerator

11:52

and the speaker society , people

11:54

are asking these questions around what should my speaking fee

11:56

is for in

11:58

person events . And a lot of times when I'm

12:00

helping them calculate it , I'm asking simple questions

12:03

around well , is airfare uncovered

12:05

? Are they paying for the hotel ? Who's

12:07

paying for your parking at the airport ? How

12:09

are you getting from the airport to the venue

12:11

? Who's paying for your meals every day ? You

12:14

don't have the luxury of making coffee at home , so who's

12:16

paying for that coffee every day ? Little

12:18

questions like this . There's an actual cost

12:21

required when you travel somewhere

12:23

and speak to a group and a lot

12:25

of times people offer to pay for airfare

12:27

and hotel , but there are more

12:29

costs for you on that . So there's

12:31

true actual costs that you

12:33

put into place when you're speaking in

12:35

person , but where these often

12:38

kind of go by the wayside is when we

12:40

talk about first of all . So what are the other

12:42

costs , the intangible costs that very

12:44

still much cost you in your business

12:46

that you need to factor in to be able to say heck yes

12:48

or heck no to a free speaking opportunity ? Side

12:51

note , I'm really making it sound like you shouldn't

12:53

speak for free and you're going to see me like you

12:55

turn it back around and say I think free

12:58

speaking is a . It

13:00

is such an incredible way to

13:02

grow your business . I think it is the fastest way

13:04

. It is what I teach . It's why I have my entire

13:06

business set as I do . However

13:08

, where you get in trouble is knowing when

13:11

to say yes or no . It

13:13

is the good yeses that make

13:15

it pay off , but the nose just fill up your

13:17

time and it becomes a lot of busy work . So

13:19

, going back to the effort here , other things they have to take

13:21

to keep in mind , are you

13:23

creating a custom talk ? Is this a topic

13:26

that you've spoken on before ? Are you

13:28

creating new content ? Do you have to create

13:30

a slide deck for this ? Are you

13:32

committing to creating a workbook

13:34

? So the actual talk creation time

13:36

what does that look like ? Do you have to do some

13:38

time to research the audience

13:40

, to research the host ? You need to understand

13:42

their podcast , listen to other episodes , look

13:45

at other replays . You don't

13:47

have to do these things , but I'm asking would you be

13:49

doing these things ? This is time investment

13:51

, other things . A lot of times I

13:54

see people when they have a big

13:56

exposure opportunity , they're doing things like tweaking

13:59

their website or their opt-ins

14:01

, or maybe creating a new opt-in

14:03

, or refreshing their social media

14:05

, their bio . Potentially

14:08

they're committed to promoting an event

14:10

like a virtual summit , making a certain

14:12

number of posts , sending a certain number of

14:14

emails to their audience . These

14:16

are all things that require

14:18

time . Now there is a return

14:20

on that time . That's what we're going to go on the outcome

14:23

side . But it's still really

14:25

important for you to enter these

14:27

agreements , verbally or contractually

14:29

, with your eyes open , because

14:32

the worst thing that can happen that I see

14:34

over and over again people say

14:36

yes , thinking oh , no biggie , I'll just show

14:38

up for an hour and then the day

14:40

before or two days before they're going

14:42

, oh my gosh , what the heck

14:44

did I commit to ? I have to

14:46

start from scratch . I can't find my old

14:48

Canva file . Where is that document

14:51

where I save the X , y , z and

14:53

it just becomes a stressed out frenzy

14:55

? And underneath it all you're a little resentful

14:57

because you're like , oh , what the frickin point

14:59

? What's the frickin point ? I'm not even getting paid

15:02

for this . So if you

15:04

know you have a

15:06

history of waiting till the last minute

15:08

, you gotta remember that . Now , side

15:10

note , I'm totally going to do a plug here . You know

15:12

that I'm a huge fan of creating

15:15

a signature talk as a business owner

15:17

. It really eliminates a huge

15:19

mess for a lot of these last

15:21

minutes . What the heck am I talking about ? I

15:24

think every business needs to have a speaking ecosystem

15:26

where you actually have a series of three core

15:28

talks in your business . One of them is your signature

15:31

, two others compliment your signature and

15:33

they all go back to your products and services

15:35

, creating demand and desire for

15:37

what you do , really positioning you as

15:39

that well-known expert in your niche

15:41

. So the signature talk piece it

15:43

helps you do the work

15:45

one time so that you can pull

15:47

from it over and over again , and it really

15:50

makes prepping for these free opportunities go

15:52

way faster . I mean it also

15:54

makes prepping for paid opportunities way faster too

15:56

. But we're talking about free opportunities

15:58

today , so just a side plug if you

16:00

want to get information about the next round

16:03

of the signature talk accelerator that's coming

16:05

up soon , head on over to the link in

16:07

the show notes for the most up to date the

16:09

link , jump on the wait list or , depending on when

16:11

you're listening this doors might be opening

16:13

very soon or help , depending on when

16:15

you happen to be listening and they might be open right

16:18

now . So grab the link in there

16:20

if you want to save some time on

16:22

prep there . But we've

16:24

talked about now some of the costs

16:27

, if you will , the effort that is required

16:29

for free speaking . I haven't even

16:31

mentioned you going out and finding

16:33

opportunities , right . These are just under

16:35

the basis that opportunities are coming

16:37

your way . If you

16:39

want help with pitching , we have other episodes dedicated

16:42

to that . We'll put a link to a resource

16:45

or a link to a couple episodes around

16:47

how to find speaking opportunities in

16:50

the show notes too . But now let's talk

16:53

about the upside right , because

16:55

that was just like oh my gosh , it's so

16:57

much work , I gotta do all these

17:00

things . Now , side

17:02

note , you also might be thinking I

17:04

do none of those things when I speak for

17:06

free , and that very well might be true . You

17:08

have to figure out what works for you , but

17:11

for me I'm all about how

17:13

do I maximize the opportunity

17:15

in front of me . Last

17:18

year I made the declaration that , moving forward

17:20

, if I was gonna say yes , it was gonna be

17:22

a full ass . Yes to

17:24

the things that I say yes to , which means

17:26

that if I speak for free , I'm not

17:28

going to be like quarter cheeky

17:30

assing it , I'm going to be going

17:33

to . How do I make the most of this opportunity and

17:35

make it a slam dunk for the audience who's

17:37

coming ? Have the host totally

17:39

be like holy crap . That was the best damn

17:41

training we've ever had in our group . Because

17:44

I want the

17:46

referral effect

17:48

. I want people talking

17:50

about me for years

17:53

as the speaker who

17:55

got them into action , the speaker who knew

17:57

how to tell stories , who captivated their

17:59

attention , who made them feel like

18:02

doing X , y and Z . Whatever

18:04

I was speaking on was possible for them

18:06

. I want to get people fired up , which requires

18:08

for me a full ass , which means I have to be choosey

18:11

with my yeses . So you better believe the

18:13

upside of those opportunities

18:15

has to be great . So

18:17

let's talk about four specific

18:19

advantages that free

18:22

speaking could bring your

18:24

business . These are the lenses I want you to think of . Number

18:26

one it's the obvious one

18:29

that people talk about and usually the one

18:31

that people evaluate their

18:33

time worth . Two , so is

18:35

this worth my time ? The upside

18:38

is number one access

18:40

to an audience . That

18:42

is the first advantage of speaking for

18:45

free is you get to have access to the audience

18:47

. Now the disclaimer here

18:49

is what does that even mean ? An

18:52

audience is an audience of 10 year olds , but

18:54

you are a business to business coach not

18:56

gonna help you If you are

18:59

a let's say you're . I

19:01

know someone in a program . In it she helps

19:04

dance teachers scale

19:07

their programs , but specifically

19:09

working with dancers under the age

19:11

of 17 . Her speaking

19:14

to a group of I

19:16

don't know college students or even grownups

19:18

that don't have kids in that age bracket . Like

19:20

sure that would be fun to be

19:22

on a stage , but is that really gonna be worth it

19:24

? So what you have to think about is short

19:26

. Access to an audience is just the first

19:29

question you gotta understand . But

19:31

who is the audience ? Is this my ideal

19:33

client ? Or is this someone

19:35

of influence to my ideal

19:38

client ? For example , is this

19:40

like the spouse of or parent

19:42

of your ideal client ? Is this

19:44

a let's say for

19:46

me ? I work specifically with online business

19:48

owners who have like

19:51

the new consulting they do , speaking , they have

19:53

digital courses , memberships , that kind

19:55

of stuff . I also have service

19:58

providers in my group , so people doing like copywriting

20:00

, bookkeeping , doing those types of

20:02

things . But what I also find is

20:04

I attract people who also have virtual assistant

20:07

businesses and other very specific

20:09

one-on-one services . Now , guest

20:11

speaking in a very specific way can be stellar

20:13

for service-based businesses . The cool part

20:16

is you don't have to have a ton of opportunities to get a lot

20:18

of clients , because you don't need a lot of clients when

20:20

you're working high ticket one-on-one . But

20:22

what I found , circling it back

20:24

to access the audience for me service

20:26

providers who work with other online business

20:28

owners that is like a double

20:31

woo-hoo , because they say

20:33

, oh my gosh , you have this webinar

20:35

coming up , you need Heather . Oh , my goodness

20:37

, you have this thing coming up , you need Heather . So

20:40

they become little mini brand advocates for

20:42

you . So access to the audience

20:45

. I really want you to first say and

20:47

this is for you , if you've ever been in a Facebook

20:49

group and you see somebody post hey

20:51

, I'm looking for speakers for my podcast . Who wants

20:53

to join ? If you've done

20:55

this , it's okay . You now know

20:57

better . Not the question , the response

21:00

. I'm gonna tell you in a second . If you're gonna also

21:02

notice other people doing this , instantly

21:04

jumping and saying I would love

21:07

to speak on your podcast . I would love

21:09

to speak to your group . I'm typing

21:11

, I'm typing with my nails here . Can you hear that ? This

21:13

is me being you ? I would love to do that

21:15

right now . Not that you're probably

21:17

on your keyboard , you're probably on your phone , but whatever

21:20

, circling back , here we go . What's wrong

21:22

with this response ? Well , what's wrong is

21:24

there's no qualifying question . Tell

21:27

me a little bit more about your show . Tell

21:30

me a little bit more about the types of people

21:32

who listen to your show . What

21:35

are you trying to achieve ? What are they trying to achieve ? Now , you

21:37

don't have to banter them with questions because you don't wanna be

21:39

like super all on top

21:41

of them . They're not gonna wanna have you on if

21:43

you pepper them with like 90 questions , but asking

21:45

a couple clarifying question around who

21:48

the host is and their audience . That's

21:50

gonna tell you whether or not this is

21:52

going to be worth your time

21:54

. Like what I mean by that is

21:56

not the worth your time as

21:58

a ha ha . Can you sell them ? But

22:01

also , I'm gonna like give you the ego

22:03

check question . If you're mind went there first , that's fine

22:05

. You're a business owner . You can look at the return from a financial

22:07

perspective . But I also wanna come from

22:09

the service perspective , because

22:11

if this is not your

22:14

ideal fit audience

22:16

, the question is are you the

22:18

right person for the

22:20

job ? Oof , oof

22:22

, meaning you could talk about a lot

22:24

of things , but are you , if you do , say

22:27

yes to that stage ? Are you taking the

22:29

mic from someone else who

22:31

really could make a bigger impact

22:34

for the people in that room ? Now

22:37

, this is a humility moment because for me

22:39

I'm gonna tell you this I am

22:41

I will say this confidently I am like

22:43

the Swiss army knife of

22:45

business coaches and it's specifically

22:48

from the career that I've had , which

22:50

most likely can never be duplicated a

22:52

very specific career , a very specific

22:55

history and an organization where

22:57

I wore a lot of hats between business

22:59

consulting , operations , learning

23:02

, development , training while teaching , sales and operations

23:04

to business owners . Like there are so many things

23:07

under there umbrella . It makes it really difficult for me to

23:09

describe what I do and how I know the

23:11

things that I know . You probably have a version

23:13

of that , too . Right , we collect a series

23:15

of skills in our lives and our careers

23:18

and then what happens is

23:20

when you have the opportunity to speak

23:22

and people say , oh my gosh , heather , you

23:24

know so much about leadership . Could you come and talk to my

23:26

group about leadership ? Well

23:28

, I could . Oh , heather , you're

23:31

really really good at video coaching , or

23:33

you're really comfortable being on video , or hell , you've been really

23:35

good at Instagram reels . Laughing

23:39

, because I just feel like I'm flopping

23:41

on my face constantly in Instagram reels . So that

23:43

was kind of a sarcastic comment , but

23:45

I'm pulling it off . I'm pulling it off . Anyway

23:47

, somebody were like , hey , would you come in and speak to that ? I'm

23:49

like , yeah , I could talk about how I'm fumbling my way through

23:51

reels , but should

23:54

I ? These

23:56

questions you have to ask yourself is sure

23:58

you could talk about a lot of different things , but are

24:00

you the right person ? Are you the best

24:03

person for the people in the room ? Now

24:06

, some of you listened to this are going to go in on the rabbit

24:08

hole . I'm now questioning and self-doubting yourself

24:10

and saying I'm not good enough . This

24:12

is not a conversation or question around

24:14

. Do you have enough experience in your topic ? Are you qualified

24:17

enough in topic I'm talking about ? Is

24:19

it on the nose with

24:21

the area and your expertise of what you want to

24:24

be known for ? If it starts getting

24:26

kind of outside the lines , well then

24:28

you have to ask some additional follow-up

24:30

questions of yourself to say is this the

24:32

best opportunity for me and for this group

24:34

? But coming back to it , advantage

24:37

number one is access to an audience

24:39

. This is not just one person . This is

24:41

not just a like , throw you

24:43

up in an algorithm to have people see your posts

24:45

. This is you standing on a

24:47

stage or physically being on a video

24:49

screen in front of a captive

24:52

group . That's the thing

24:54

I love most about speaking is you

24:56

have the room , which

24:59

is fricking powerful . So

25:01

access to that is

25:03

an advantage . It's up to you to

25:05

qualify . Okay , that is check

25:08

mark number one who's in the room ? Now let's

25:10

talk about the other advantages of speaking

25:12

, the other outcomes . Number

25:14

two alignment . Okay

25:16

, what I mean by alignment is alignment

25:19

with other speakers , a

25:21

lot of times , speaking for free , will put

25:23

you on stage with other

25:25

people who are probably a big

25:27

deal in your industry . This is why virtual

25:30

summits do so well . They typically

25:32

try to get a couple big names on

25:34

the lineup of virtual summit because

25:36

that helps with promotion for the entire

25:39

event , which helps raise

25:41

the outcome for everyone

25:43

who participates in the event as speakers

25:45

. Being on stage rubbing

25:47

shoulders with other big names

25:49

or people that you aspire to

25:51

be more like , pure like in your

25:55

niche in your industry , this brings

25:57

you more clout . Now this

25:59

will pay off in a lot of different ways , but

26:01

think about the warm

26:06

introduction of saying hey

26:08

, we recently spoke together on XYZ

26:10

summit , or saying hey , I recently

26:12

spoke at XYZ summit . Alongside names

26:15

like XYZ Members

26:17

tend to grease the ask , if

26:19

you will , when you are pitching other opportunities

26:22

or you're looking for a little bit more clout

26:24

on your social media to your

26:26

audience . I recently did this . I talked

26:28

about it last week . I recently got

26:32

to speak in a very , very small way on a

26:34

panel at Amy Porterfields momentum membership

26:36

. But just saying that it was her membership

26:38

as the host , that alignment

26:41

with the host and the other

26:43

speakers that were on that panel , that

26:45

gives you some street cred , some clout

26:47

, so that could be worth

26:49

it . Advantage

26:51

number three of speaking for free is the

26:54

opportunities it could create

26:56

with those other speakers and

26:58

or the host . Now , I

27:00

think a lot of people bypass the opportunity

27:02

for collapse because they think

27:04

of like a collab with

27:06

, I don't know , reese

27:10

Witherspoon and Target

27:12

for books I don't know if that's an actual collaboration

27:14

but they think celebrity collab

27:16

or influencers . When

27:19

I'm talking about collabs , what I'm really

27:21

talking about is ways that you can

27:23

work with another speaker to

27:26

either grow your audiences together or

27:28

serve each other's audiences together because you have

27:30

complimentary niches . So

27:32

a great way that this happens is

27:35

I , when I had my evergreen

27:37

program years ago , I

27:39

would leverage my guest speaking opportunities

27:41

as a way to like qualify the

27:43

group a bit , like get in there , talk with

27:45

people , see , kind of do the first

27:48

level one-on-one with my staff , kind of be

27:50

a warm introduction , get them to love

27:52

me , serve them , have really great results

27:54

. And then the host would have me come back

27:56

and do a webinar and it was a

27:58

joint venture webinar to

28:00

my program . Now , simply , if you've ever heard about it before

28:03

, a joint venture webinar essentially is where you

28:05

take your launch webinar , customize

28:07

it slightly for a

28:09

very specific audience , and that audience

28:11

is the one of the person you're collaborating

28:13

with . So their job is

28:15

to market the webinar to

28:17

their audience , to their email

28:20

list . Your job is to

28:22

show up and knock their socks off , sell and then

28:24

do the follow-up emails not going to get the technicalities

28:26

, their registration page and all those pieces but

28:29

essentially you host an event to their

28:31

audience and then you pay

28:33

a commission to that host

28:35

for each sale of that program . It

28:38

can reach anywhere from 10% per registration

28:40

up to 50% . It's totally

28:42

up to you . It's essentially a version

28:44

of an affiliate program

28:47

, but it's you doing specific live

28:49

trainings for other people . Now , other

28:51

ways to do this if you don't want to do joint venture webinars

28:53

is you could role

28:56

these other speakers as affiliates of

28:58

your program or the host . So that's a simple

29:00

, straightforward way to do it . By the way , these are

29:02

one of the opportunities to monetize your time

29:04

offstage . I have quite a few more and I'll tell you

29:06

how to get those here at the end of the episode . But

29:09

the thing you have to think about is not

29:12

only access to the audience , but access to

29:14

the other speakers and the host . It's

29:16

not always an immediate . How

29:19

do I get my now ? Sometimes

29:21

you're making the investment in relationships

29:23

and you'll start building those relationships

29:26

over time to really sort out who

29:28

do you want to be aligned with , who do

29:30

you want to create opportunities with and

29:33

that's when business gets really fun , because then

29:35

you can start growing together with other people

29:37

. So I find in business

29:39

that so many people have developed

29:41

great relationships with their

29:43

peers through guest speaking

29:45

. Also , peer relationships create

29:47

more guest speaking opportunities , so it's a really , really

29:49

great cycle . In that way . People just love

29:52

you , refer you , want to talk about you all the time

29:54

. So from a relationship perspective

29:56

, for collaborations and just

29:58

overall peer connections , I think it could be a

30:00

win . The

30:02

fourth advantage of speaking for

30:04

free are you also noticing I'm

30:07

getting really winded ? At the

30:10

stage of my pregnancy I'm

30:12

still like just I mean over halfway there

30:14

, but still I feel like I should not be as

30:16

exhausted and winded at my am right now . But buckle

30:19

up , the next few months are going to be really fun for

30:21

you and I , my friend . But

30:24

number four advantage of speaking for

30:26

free this one I

30:28

think it's shit on way too

30:30

much and I'm going to tell you how powerful

30:33

is Number four . Advantage of speaking

30:35

for free is experience

30:37

, freaking experience

30:40

. This is the thing that

30:43

has been the game changer for me . I'm

30:45

talking about hundreds , if

30:47

not thousands , of experiences

30:49

in the last 20 years of

30:52

being able to show up and talk

30:54

to an audience . That

30:57

is how I am so good

30:59

thinking on my feet . I am so good

31:01

at holding the attention of a

31:03

room and being totally myself and

31:05

telling stories and being effective with

31:07

everything that I do . Obviously , there's a lot of things

31:09

that have gone in to how I speak

31:11

, the way that I speak and how I am so

31:14

damn good at what I do , but

31:16

nothing has replaced experience

31:18

. Now , I think a

31:20

lot of times in business , when

31:22

we're really good at our topic , it

31:25

can become kind

31:27

of a blinder for us

31:30

thinking . I'm gonna say this very

31:32

gently , but you know I'm the tough love coach

31:34

but I think a lot

31:36

of times we think we're better than we

31:38

are talking about our expertise just

31:40

because we're in it all the time . We know it , we're passionate

31:43

about it , we love it . But when it comes

31:45

time to talk about it with people who

31:47

do not share our passion or

31:50

level of understanding , we

31:52

kind of start talking like robots

31:55

and or over their

31:57

head and or it could be a little

31:59

pretentious about our topic

32:02

Oof . So experience

32:04

comes from a place

32:07

of understanding how

32:09

your audience lands with

32:11

your message , like how your message lands with your audience

32:13

. I said that backwards , but experience

32:16

is you getting comfortable speaking to

32:18

a camera lens ? Experience is you getting comfortable

32:20

how to use your hand gestures with intention . Experience

32:23

is you learning how to tell stories that actually

32:25

sell your products and services , that really

32:27

serve the people in your room , that aren't just

32:29

fun shit you wanna talk about . Experience

32:32

is you understanding how

32:34

to gracefully handle snafus

32:37

or disruptions in your talks

32:39

. Experience is you understanding

32:41

when you talk about something that you were super

32:44

passionate about but really

32:46

didn't go over well with the audience

32:48

. Experience is seeing how

32:50

your audience face lights up and they go off

32:52

on all these questions on something that you thought was

32:54

so basic and so stupid but to

32:56

them it was mind

32:58

blowing Having

33:00

this real time feedback with

33:03

eyeballs in front of you , even when they're in a

33:05

zoom where there is nothing like

33:07

it . And I think so

33:10

many business owners are trying to be

33:12

in a hurry to skip over the

33:14

part where they put in the work and

33:16

kind of grind a bit and

33:19

kind of do the free shit

33:21

, do the whatever below

33:23

what they think they should be doing

33:26

, because they want to get to the part where they

33:28

look fancy . They wanna get to the

33:30

part where they get asked to speak on

33:32

the fancy stages and to be in the in crowds

33:34

and to be in the peer mastermind that everybody

33:36

sees on Instagram , that all of the people that we follow

33:39

go to and it's like but we wanna skip

33:41

and be there . But let me tell

33:43

you , the people in that room , the people who get invited

33:45

to those rooms , the people who get invited to those

33:47

cloud worthy stages , they are the ones

33:50

that have put in the work

33:52

. They know

33:54

how to cadence their

33:56

conversation . They know

33:58

how to tell really engaging stories

34:00

. They know how to be authentic , well-stained

34:03

, professional and aspirational to their audience

34:05

. This experience cannot

34:08

be read in a textbook . It cannot

34:10

be consumed with your eyeballs on YouTube

34:12

or a digital course . The only way to do it is for

34:14

you to get your ass on a stage , virtually

34:17

or in person . Woo rant

34:20

, here we go . You can see I'm passionate about

34:22

this , but there is no shortcut

34:24

to experience . Now

34:26

, on the other side of this experience coin

34:28

, I

34:31

know there are some of you in my

34:33

audience who think that

34:35

, oh , I just have to keep doing

34:37

something for free . I have to create

34:39

free content , I have to speak for free

34:41

, I have to just show up , I have to blog

34:43

, I have to do my podcasts . I'm just giving

34:45

, giving , giving , giving and you're using

34:48

this exclusive experience as

34:50

your badge and honor , saying one day I

34:52

will earn it . Well , friend , just

34:54

note when I'm saying experience speaking for

34:56

free , I am not talking globally in your

34:58

business that you should be working for free . I'm

35:01

not talking globally that you should just be cranking

35:03

out content and doing free stuff all

35:06

the time . In my business

35:08

, we prioritize making money

35:11

from day one . I'm not shy

35:13

. I talk about this oftentimes , so

35:15

do not confuse what I say

35:17

experience as permission

35:19

to hide behind free content

35:22

and simple , busy

35:25

work in your business , avoiding making

35:27

sales . That is not what I'm saying here , so

35:29

please do not try to confuse

35:32

that . But what I'm talking about is experience

35:34

is looking at free speaking . Those

35:37

could be your biggest opportunity

35:39

builders . Now , podcasting is a really

35:41

, really great way to do this because it's low barrier

35:44

. You don't have to get ready

35:46

. I mean , they might have video on , but you don't really

35:48

have to fluff up much . You can really just focus

35:50

on what you're saying , what your message is

35:52

. Get better at telling your story , answering the

35:54

question of who are you ? How did you get into

35:56

this ? What do you do ? Why should people care ? What are

35:59

the biggest mistakes ? I mean , people have

36:01

a cadence in podcasts , depending on

36:03

the show , but you can get good at it . Use

36:05

podcasting for that . Start saying yes

36:07

to speaking opportunities , but you really

36:10

want to be intentional around what is the

36:12

goal for you . So hear

36:14

me when I say this Are

36:17

you doing this free speaking opportunity

36:19

? Let's go backward to an order . Are you doing

36:21

it for the experience ? Are

36:24

you growing your specific

36:26

communication and messaging

36:29

and present skills by speaking

36:31

, and for you , is that valuable

36:34

enough ? Is that experience valuable enough for you

36:36

to say yes ? That's checkpoint number

36:38

one . Number two are

36:40

you doing this free speaking opportunity

36:42

because you're looking to increase

36:45

your level of authority and awareness , to position

36:47

yourself in the marketplace as the

36:49

kind of person who speaks on

36:51

stages ? Ed's this kind of person who speaks on

36:53

stages alongside XYZ

36:55

person . You could be saying

36:58

yes to the opportunity for that . Credibility

37:00

, crowd authority markers . Number

37:03

three you could be saying yes , your

37:05

goal might be . I want to do speaking

37:07

for free because it is an aligned audience

37:09

and I'm gonna drive leads

37:12

into my programs Asterisk

37:14

, I have a way to

37:16

drive leads into my

37:19

program . If you do not have a sales

37:21

system , that might be

37:23

a challenge if you're looking to make sales

37:26

on the backend of a speaking . But

37:28

if you're maybe not there yet , you still

37:30

could be list building as long as you

37:33

do not kick the can down the road too

37:35

far on that monetization front . But

37:38

you have to be able to answer that question what

37:40

is your specific goal related

37:42

to this opportunity ahead of you and

37:45

the conversation that we've had so far in

37:47

this ramble today on the podcast of giving

37:50

you things to think about , to say , hey , when somebody

37:52

approaches you for the opportunity , you wanna start by

37:54

saying , all right , what is the opportunity ? Who

37:56

is the audience ? What are they wanting from

37:58

me ? What are the expectations so

38:00

that I can serve the audience the best ? Now

38:03

let me think about how does this opportunity fit

38:05

into my business goals

38:08

? Then you can start

38:10

asking the question and confidently saying

38:12

yes to the speaking opportunity , because you're evaluating

38:15

the success , the opportunity , off of that goal

38:17

. So , for example , if you say yes , go

38:19

and kill you , I'm gonna get a lot of leads . But

38:21

you didn't really vet the audience . You didn't

38:23

really have a game plan . Your content

38:25

was kind of winging it all

38:27

over the map . You were rambling quite

38:30

a bit , you were sharing stories

38:32

, but they didn't really connect to

38:34

what you wanted the audience to do . So

38:36

you walk out of the speaking opportunity and you don't really

38:38

have the leads . Well , based off

38:40

of if your goal was leads and you get leads , you're gonna

38:42

feel kind of like , oh , that was a waste of my time

38:45

. But if

38:47

you had a plan going into it , but

38:49

they didn't actually optimize your talk

38:51

and kind of go in with that game plan of how

38:53

am I going to generate quality leads from this

38:55

talk , well , that's on you , my friend . But

38:58

it comes back to you being really clear

39:00

. What is the goal ? Honestly , this is one of the

39:02

huge overlooked

39:04

parts of speaking

39:06

that no longer shocks

39:09

me anymore . Over and over again when

39:11

I have conversations of business owners . So the very , very

39:13

first question I asked them when they book a gig , I said okay

39:15

, what's their number one goal for this ? And most

39:17

of the time the number one goal is I don't want to flop

39:19

on my face or I just want to like

39:21

nail this , like cool . But what's

39:24

the business goal , right ? So , getting really

39:26

clear around what , which four of

39:28

those strategic goals are you really , really working

39:30

towards , so that you can say hell , yes

39:32

, and then create a plan according

39:34

to that . So let's come back

39:37

to it and say , all right . So let's say you get an

39:39

opportunity for somebody to speak in your group

39:41

and you find out this

39:43

actually happened to me recently . It was

39:45

someone who approached me to speak in their mastermind

39:47

this summer and

39:50

it was via Instagram DMs as to how most people

39:52

contact me and ask for requests . They'll say , hey

39:54

, I just love your work , I love your show , and I

39:56

say , thank you , love you too . I have so

39:58

much fun on the show . I'm so glad people listen

40:01

and they go into the ask . And

40:03

she was having that mastermind coming up and it sounded

40:05

really fascinating . It was seemed

40:07

like a really cool group of people . The

40:10

business owners were relatively early on

40:12

in their business and the work that they

40:14

were gonna be doing inside of the mastermind . It

40:17

was aligned to my programs

40:19

but it was very early , so

40:21

meaning that the work that they would be doing

40:23

it would probably be a while till someone in

40:25

that group was really ready for my program

40:28

. So , after asking

40:30

some qualifying questions around the group and what she

40:32

was looking for and what motivated her

40:34

to reach out to me and the topic that she requested

40:36

, I evaluated

40:39

and realized that this

40:41

opportunity is I'm not going to be the best person for

40:44

it , and how I arrived at that was

40:46

number one . I

40:48

need to think about the other priorities and commitments

40:51

I've already said yes to . So , first

40:53

and foremost , summertime . I

40:55

have two kids home and we were moving across

40:57

the state of Oregon . I had no idea

40:59

what life was going to look like and I

41:01

knew I had a launch coming up in September that my

41:03

team needed me to be present for to prep

41:05

. So I was already

41:08

under a time constraint . So

41:10

saying yes to this opportunity

41:12

and evidently meant I

41:14

would be taking time away

41:16

from my family or away from

41:18

my upcoming launch . Now

41:21

, a lot of times in business , if

41:23

you one don't have kids , or two if you have full

41:25

time child support , which I typically

41:28

do during the school year I

41:30

really wouldn't think much about a one hour speaking

41:33

opportunity Like that's not a big deal . But

41:35

when you're really crunched for time , every

41:37

hour counts for

41:39

me even getting this podcast recorded today

41:41

, having this dedicated time where I don't have kids

41:43

flying in , I don't have dogs flying in , I don't have shit

41:46

breaking I don't know . Right , I'm

41:48

very late recording this . In fact

41:50

it's Tuesday night and my podcast editor

41:52

hey Max , I love you , thank

41:55

you . He's ready to kill me in the

41:57

most nice way . He'd never say that because

41:59

I'm so late on this . That is how pressed

42:01

I am for time . So

42:03

that's my scenario . That might not be yours and

42:05

that is not my scenario all season

42:07

long . But coming back

42:09

to this opportunity right here to speak into a mastermind

42:12

it was a fan of the show , someone

42:14

I respect and admire . The

42:17

group wasn't perfectly aligned to

42:20

my programs now and , secondly , my

42:22

time wasn't very much aligned

42:24

. So when I evaluated

42:26

those and I evaluated the

42:28

other ticker of going all right , well , what

42:31

about the experience ? Well

42:33

, my friend , I'm always looking for ways

42:35

to grow my speaking skills , but

42:37

I don't necessarily need more guest

42:39

speaking opportunities for me to hone and refine my message right

42:42

now . So the experience for me , that's

42:44

pretty low on the value return chain

42:47

. I'm looking more so from alignment opportunities

42:49

and potential collaborations down the road and , of course , fit

42:52

with the audience , but those

42:54

in this specific scenario . The

42:57

time card trumped everything

42:59

. I am so limited for time

43:02

right now in my day . I

43:04

had to say no

43:06

. Did it feel good to say no

43:09

? So I

43:11

want to be liked , I do . I'm a kind

43:13

of person . I love people to tell me that they love

43:15

me . I like to be liked . I don't want to be the

43:17

A-hole , I don't want to be the rejector , but

43:20

there are situations where you have to

43:23

do it . You're going to have to do

43:25

it too , right , so figure out your own way . But

43:27

when you arrive , the decision of this needs to

43:29

be a no . How

43:31

do you decline someone gracefully

43:34

without sounding like

43:36

Mariah Carey on

43:38

New Year's Eve demanding only green

43:40

M&Ms in her dressing room ? Right

43:43

, I don't remember if it was actually green M&Ms , but there's

43:45

a very specific story . I don't remember if it

43:47

was actually green M&Ms , but there's a very specific story

43:49

around her demands for her dressing room , anyways . But how

43:51

do you say no ? So here's what I do and what I recommend

43:57

to my clients . I call it the graceful

43:59

no . You're going to

44:01

acknowledge them and acknowledge the request . So

44:03

thank them . Oh my gosh . Thank you so

44:06

much for reaching out to me . I really appreciate the

44:09

knowledge , the request . Then

44:11

you're going to do a clear decline

44:14

and you can blame it on your

44:16

prior commitments . That's I mean , because

44:19

that's what's true . But due

44:21

to my other commitments I have going on

44:23

right now , I unfortunately do not have

44:26

the ability to say yes to

44:28

this opportunity . You

44:30

could say at this time , if

44:32

that is true and you want to keep the door open

44:34

, but do not say at

44:37

this time , if

44:39

this is a definitive no , that you do

44:41

not want them following up with you down the road

44:43

. Okay , just a nuance there . So , specifically

44:46

because of the other obligations or obligations

44:48

or opportunities or priorities of

44:50

, or what I have on my plate for the next few months

44:53

, I am unavailable

44:55

, I'm not available for this opportunity

44:57

. See , I'm getting a little fun about saying this . This is the exact

44:59

reason why you practice these things out loud . The

45:02

good news is you'll probably do this by email or DM

45:04

, so you can type it out . But you'll do

45:06

the clear decline and then

45:08

, if you have an alternative

45:10

suggestion for them , you can do this in a couple

45:12

of different ways offer it . So this

45:14

could be you have an alternative way for them

45:16

to consume content from you and

45:19

you might say hey as an alternative . I

45:21

know this topic is important to your audience . Here's

45:23

three podcast episodes that would be really

45:25

valuable for them to get started with . That

45:27

could be one . Point them to a resource . You have

45:29

a number . Two way . If you

45:31

do want to have some kind of relationship

45:34

with it , you could even offer to do

45:37

a little like loom video for their

45:39

group and then reference those pieces , but

45:41

honestly I probably wouldn't commit to that . But

45:44

all alternative , giving them an alternative . Other

45:46

option is you could refer

45:48

to another speaker , coach

45:51

or someone that you know of who might be a good fit

45:53

for that time slot . Only

45:55

make that referral if you can stand behind that

45:57

person . If you don't know them very well

45:59

, stay that . Say hey , I haven't heard her speak

46:01

or I don't quite her content , but I've been hearing good things

46:04

. Give them their name and

46:06

then gratitude , best wishes on their way

46:08

. So again , thank you so much for this opportunity . I'm wishing

46:10

you all the best for your upcoming summit . Cheering

46:13

on XO Heather , so

46:15

graceful . No again

46:17

, those components are . You want to acknowledge the

46:19

request clearly , decline

46:22

, offer an alternative

46:24

either one of your other products or

46:26

free resources , or make a recommendation

46:28

for another speaker , another guest and

46:30

then , for a close , with gratitude , wish them well

46:32

, cheer them on . That's how you do

46:34

a really graceful no and

46:37

you can practice at it . Right , just practice with it

46:40

and you'll get . You'll get good

46:42

at it . But I will tell you you'll get good at it

46:44

. But if you're like me , you're still gonna . You're

46:46

still gonna like , oh , feel a

46:48

visceral reaction when you do need

46:51

to say no , and there are going to be many

46:53

times , my friend , where you do need to say no

46:55

. Okay . So I

46:58

hope this has been a helpful conversation

47:00

today . Helps you now have some clarity around

47:02

. All right , so free speaking opportunities are great

47:04

opportunities for more visibility , more exposure

47:07

to your potential clients , to create

47:09

incredible collaborations , to

47:11

be able to get more experience , more opportunities

47:14

in front of you . The more that you speak , the more speaking opportunities

47:16

you get . But there is still the big

47:18

questions around here . We talk about how

47:20

to get seen , heard and paid for

47:23

your expertise . So if you want

47:25

to learn a little bit more around how you

47:27

turn those free speaking opportunities

47:29

into profit

47:31

not just profitable like

47:33

speaking , as in booking paid speaking gigs

47:35

, but more specifically , how do you take the

47:38

free ones you say yesterday , because you'll confidently

47:40

say yes to the right ones after this

47:42

conversation , if you . I shared

47:44

a couple of the strategies sneakily

47:47

in today , but if you're hungry for a little bit more , I

47:49

have a new free guide that I just created

47:51

and released this week at the time of the recording

47:54

. It is the purposeful and profitable speaking

47:56

guide for entrepreneurs , with seven specific

47:58

strategies for taking unpaid or

48:01

low paid exposure to the

48:03

fricking bank . So I'm going to teach

48:05

you the exact approaches that I walk through with

48:07

my clients around how to turn those opportunities

48:09

that are seemingly low value

48:12

into high value returns for

48:14

you and your brand . So if you

48:16

want to grab that free guide , check out the

48:18

link in the show notes . You'll get access

48:20

to that . I cannot wait to

48:22

hear what you think . I also want to know is

48:24

there anything that I cover today that got

48:27

you thinking a little bit differently about

48:29

evaluating these free speaking

48:31

opportunities ? I'd love to hear from you . Send me a direct message

48:34

on Instagram at the Heather Sager

48:36

, and if you think other business owners would benefit

48:38

from listening to this conversation , or any time

48:40

you hear anyone doing the whole debate

48:43

around free exposure , send

48:45

them a link to this episode

48:47

here . Episode 209 of the Hint of Hustle Podcast

48:50

and I will see you again next week , friend Bye

48:52

. Well

49:03

, thanks for listening to another episode of the Hint of

49:05

Hustle Podcast . That flew right

49:07

by , didn't it , gosh ? I hope I didn't say

49:09

anything super embarrassing today , but if I did

49:12

, it's pretty much on brand

49:14

. If you left today's episode , be

49:16

sure to scroll on down wherever

49:18

you're listening from , and if you haven't yet left

49:20

a review , it would mean the world . Hit

49:23

those five stars . Tell other people

49:25

who are prospecting podcasts how

49:27

awesome this show is . Give us

49:30

a little love . We would appreciate that . And

49:32

hey , if you're hungry for more of what we do

49:34

here on this show , you can peruse all

49:36

of the past episodes , grab the show notes

49:38

and find out the latest free resources

49:40

to help you get seen , heard and paid

49:43

for sharing your expertise . Head

49:45

on over to heathersakercom . You

49:47

can also grab the link wherever you're listening to this episode

49:50

, and we'll see you in the next one .