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Steve Werner: Welcome back to grow your impact income and influence the number one show for reaching millions of people getting your message out and building your business on this show we dive deep with several different entrepreneurs.

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Steve Werner: Taking you through showing you how they did it so that you can use it in your own business, today we are talking about my favorite subject speaking on stages, I have an absolute rock star with us, he has spoken to more than 750,000 people.

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Steve Werner: he’s spoken at the White House, and maybe even more importantly.

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Steve Werner: he’s been on TV shows USA today the forbes list all of this stuff rl welcome to the show how are you doing today.

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Arel Moodie: i’m super excited to be here man i’m glad that you love, speaking as much as I do so i’m looking forward to collect going really, really deep into the art of it and how folks hopefully folks listening can share their message in a really powerful way to more people.

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Steve Werner: awesome if you guys can’t see this if you’re not watching the video he also probably has the best smile out of.

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Anyone i’ve seen today.

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Steve Werner: he’s just a generally like happy guy which is awesome.

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Steve Werner: I love hanging out with people like this, so obviously you didn’t start like on these huge stages, from what I understand you had an immense company that you, you kind of built and then you left that to do speaking so kind of take this back show us where the started.

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Arel Moodie: yeah so basically in college I started my first business, it was off campus housing service.

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Arel Moodie: And I got really into the idea of student entrepreneurship and I thought you know, like more people need to be starting businesses student entrepreneurs was a big thing.

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Arel Moodie: A friend of mine had an idea for a tour that he wanted to do where they would help promote.

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Arel Moodie: Student entrepreneurship so take the idea of entrepreneurship very successful entrepreneurs people build million dollar businesses before the age of 30.

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Arel Moodie: And and get this message out now The funny thing about context which is really important.

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Arel Moodie: Entrepreneurship wasn’t as big of a deal as as it is now, this was back in like 2009 2010.

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Arel Moodie: Where you know, the economic crisis hit, and you know entrepreneurship wasn’t as sexy, as it is now so it wasn’t really considered a career pathway.

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Arel Moodie: So we thought if we could do these entrepreneurship, you know event productions and get people excited about it.

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Arel Moodie: Then we could hopefully get more people starting businesses and driving the economy.

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Arel Moodie: So, you know that tour Michael simmons and channel and all they did a couple of events and then I got involved with them and then we kind of really transformed it and grew it to a really, really big company.

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Arel Moodie: But we planned events for the White House for the Department of Labor for workforce development boards for colleges and high schools all across the country.

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Arel Moodie: And from there, I you know I just fell in love with when I got to speak on stage and being able to do that more I was doing it a little bit before but that’s where I got to really kind of be on stage really frequently.

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Arel Moodie: And I just knew there was nothing more that I wanted to do, then that.

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Steve Werner: that’s awesome um I want to dig in I have like two questions specifically one like I, so I went to college I graduated in 2005 and I was an entrepreneur in college, so I can totally relate to your story, people will be like you’re what you’re all you’re you’re like.

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Arel Moodie: The perfect age, by the way, you’re the perfect age of but before it was cool and before it makes sense to now being in it and it’s the coolest thing it’s like you get it.

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Steve Werner: I get it, and I also like a lot of I honestly I feel like knock on wood, if we do have another recession which we eventually will it’s going to wash.

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Steve Werner: Like everybody now it’s like it’s cool because there’s money involved in it, but the when I was involved, it was like it was hard right, I mean it was a different world anyway.

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Steve Werner: You like so you started holding these small events and then you you kind of went from a small campus event to a White House event like first off what happened, like, I want to know, did you get a call or an email, and they were like hi, this is the White House like.

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Arel Moodie: You know.

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Arel Moodie: A lot of times timing is the big deal right, so what happened in 2011 is there was something called the American jobs act I don’t know if anyone remembers that.

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Arel Moodie: But it was a big thing as part of the Obama Administration to help revitalize the economy, they put a lot of money.

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Arel Moodie: And a lot of resources into the idea of people starting small businesses because there’s a whole lot of data and proof that shows small businesses is the backbone that drives the economy.

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Arel Moodie: It just so happened that there really wasn’t any big players in the youth entrepreneur space and the young entrepreneur space that was doing it at the level we were doing it at the time, so we were fortunate enough to.

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Arel Moodie: From a client, this is how the world works okay from a client we got recommended to speak at governor Arnold schwarzenegger’s.

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Arel Moodie: conference on small business and entrepreneurship, when he was governor so I got to speak and represent.

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Arel Moodie: The work we were doing our company on this huge stage went phenomenally well and then that opportunity kind of opens you up to a new world and other people, and when you do a really great job on stage.

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Arel Moodie: i’m a big advocate that you never know who’s in the broke, and you never know so even if there’s five people in the room, or 500 people you got to give it your best.

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Arel Moodie: And doors kind of opened up that when they were trying to do more to promote small business to younger folks we were pretty much the only global option and that’s how the opportunity came about so we’re lucky enough for them to find us and we have to do some great work.

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Steve Werner: awesome that I mean I agree 100% I mean it you just showcased.

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Steve Werner: Like anyone who says that you’re lucky it’s when luck meets preparation, like you were taking action, you were doing stuff and you have to be doing that and do a good job at it, so I want to go back, I want to ask what was the first time, you spoke on stage.

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Steve Werner: In this events company it wasn’t an Arnold schwarzenegger’s event.

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Steve Werner: there’s probably something a little bit smaller.

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Arel Moodie: And yeah so i’m a big believer that speaking, speaking as a snowball.

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Arel Moodie: Right, you always start with a small snowball you push it down a hill and it gets real big.

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Arel Moodie: Where we did really well was in the College and the high school space and that’s where we were almost primarily.

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Arel Moodie: So getting to a local high school that just created and here’s The other thing when we started and, if you remember back when you’re in college.

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Arel Moodie: Entrepreneurship programs were not everywhere, there were no entrepreneurship majors there were very few clubs and organizations revolving around it.

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Arel Moodie: So typically what happened is that it shuts was starting, so the time was really good so when a group had a new entrepreneurship program and they wanted to promote it.

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Arel Moodie: To get students to enroll In it we typically became that kickoff event, so what happened is and we’ll go into this in a little bit about how you find the right speaking engagements i’m a big believer in this idea that call it a pregnant pet presentation.

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Arel Moodie: And they’re just the background of it to understand why I call it, that is, imagine a father.

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Arel Moodie: has five children, but can only get one pet but he wants to get a pet for each one of his children what’s the best pet to get.

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Arel Moodie: A pregnant one right, because if you get a pregnant dog and eventually the dog has puppies now everybody’s got a dog right.

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Arel Moodie: So these are there are these events and i’m happy to go into more details and how you find them or what they look like where you have a potential room full of your ideal clients that are there, and if you can speak in front of these ideal clients.

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Arel Moodie: incredible opportunities open up and that’s what happened with us, we were speaking at colleges and then we got in and we discovered these pregnant pet presentations and all of a sudden started speaking everywhere and.

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Arel Moodie: The more you do it, the more you get referred, the more you get opened up to other people, so a lot of times, people are looking for this direct straight path.

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Arel Moodie: But it’s a little bit more of just about really putting yourself in front of the right audiences consistently and then good things happen when you have a good dialogue and message.

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Steve Werner: Well that’s I you you’re preaching to the choir but to anybody listening, a lot of the questions that I get are like.

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Steve Werner: what’s the fastest way for me to get in front of 1000 people.

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Steve Werner: What do I talk about and like is this actually going to make me money is this worth doing and I tell people like it’s not the overnight success.

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Steve Werner: But if you stick with it like it grows so quickly, I still get referred from speeches that I gave 2016 2017.

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Steve Werner: Like people like I there on my email list still they still reach out to me like that grows over time.

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Steve Werner: The other thing that I absolutely love that you called out was it doesn’t matter whether you’re speaking to 5000 people or five people if you bring the right message and energy.

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Steve Werner: Like you never know who is in that room, so I have a specific question about that, how do you if you showed up somewhere, because this has happened to me i’m sure it’s up to you, oh there’s going to be 300 people in the room and show up and there’s 20.

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Steve Werner: yeah What do you do to bring your a game.

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Arel Moodie: yeah so you know, one of the things I was taught early in my career with speaking, is that you always bring the audience up to your level you never go down to your audience’s level.

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Arel Moodie: So if there’s 300 people i’m still going to give it my best, as if there were.

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Arel Moodie: You know 300 people now that doesn’t mean i’m speaking really big like there’s 300 people in the room, because that might be too much for like if there’s just an intimate group of 20 people.

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Arel Moodie: But my mindset is always and again it depends upon your beliefs of spirituality and whatnot I happen to have a like belief system that believes in God and things happen on purpose.

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Arel Moodie: And I think that, like whoever is in the room, this is the reason i’m alive for this moment.

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Arel Moodie: Right like this, like, for me, I go there’s 20 people here there’s someone in this room that is the reason that i’m here, and if I don’t bring my game, I can miss the opportunity to impact this person’s life at a really deep level.

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Arel Moodie: So I think if you get upset that you were expecting 320 people showed up either a it’s an ego problem that you need to check like you have to go like well if your ego says i’m a 300 person.

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Arel Moodie: Well then, you’re not you’re not in service as much as you should, if you go look the people in this room.

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Arel Moodie: could be the people that make the biggest impact, there could be someone in the room, that is part of the planning committee that can get you in front of the biggest stage in the world.

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Arel Moodie: So, if your mindset is only a numbers game that I think that’s ego driven and then you’re not serving at the highest level, so I think, as long as you focus on that.

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Arel Moodie: You will always bring your best because you never know there could be one person in the audience and that one person changes your life and you gotta you gotta know and just trust that that will happen and it just happened to any times to me that I don’t believe it to be true.

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Steve Werner: that’s I 100% agree with you, I went speaking from personal experience, I went to event, where we were promised 100 250 we showed up and there were eight.

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Steve Werner: And I was like you know what whatever screw it like i’m here to have fun i’m already here i’m going to have a good time and, like.

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Steve Werner: I have fun on stage and I make sure my audience has fun and I just looked at it as i’m going to make sure all eight of these people are about other chairs like having a good time I.

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Steve Werner: Not only did I get a client out of that one of the other people that was presenting that had a bad attitude.

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Steve Werner: Like couldn’t get over it hired me to help them build like if he was like I need whatever you’re on like I need that.

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Steve Werner: Right, and that was that partnership actually ended up into a very big partnership, because they actually have their own event and they needed speakers they needed like support and that’s you never know who’s going to be there and.

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Steve Werner: I love that you said check your ego because the speaking, if you take it, the wrong way can definitely build your you go over inflate it and it’s.

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Steve Werner: you’re like the most humble chill cool guy and you have great energy so okay let’s jump back into it, you so you build this events company you’re speaking at the White House, you did you get to shake Arnold schwarzenegger’s hand.

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Arel Moodie: No he you would get you would get tackled if you try to get up on RNA you couldn’t get close to do it, I wanted to really badly, I was at an event with Bill Clinton speaking.

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Arel Moodie: Of Roi and I was like yo i’m here like i’m invited, let me like you know I couldn’t get close to him, so I didn’t I did not meet Obama, I did not meet Arnold Schwarzenegger and I did not meet Bill Clinton, but you know that’s just the way the cookie crumbles.

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Arel Moodie: One day, maybe i’ll be like i’ll be on that inner inner circle of the event.

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Steve Werner: that’s all right, I would arnold’s one of my one of my heroes, I read his book and I was like man this guy like I.

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Steve Werner: amazing great book, so what happened, so the events company you guys sold it if you wound it down and then you just decided to speak like how did, how did that transition go.

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Arel Moodie: yeah well what what happened is that you know as we’re doing this, this event production company i’m i’m one of the roles that i’m doing is i’m speaking at the events in addition to doing you know sales and behind the scenes stuff right so.

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Arel Moodie: I got to be on stage many, many times, through it, and what happened is that I fell in love with it now what was interesting at the time, is that.

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Arel Moodie: One of the things that a lots of entrepreneurs will discover is that lots of times that multi passionate.

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Arel Moodie: So something that you’re super excited about today may not be the thing that you’re super excited about tomorrow.

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Arel Moodie: And you know as much as I love these you know, throwing these events and planning the events, the business started going in a direction where it was like it felt like work.

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Arel Moodie: And I was like well the part that I loved the most was the speaking part like that was not work to me.

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Arel Moodie: So my mindset was well how do I position myself to just do the thing that I enjoying the thing that i’m really good at.

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Arel Moodie: and not necessarily do those other things, so what basically happened is I got really interested, as you know, so, for me, I grew up in the projects on welfare in brooklyn.

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Arel Moodie: And I have a very soft place in my heart, and I still do for people who are like me.

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Arel Moodie: So I wanted to go back and speak in the inner city, and I wanted to speak at low income, schools and first generation schools and let them know that.

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Arel Moodie: You know you don’t have to be an entrepreneur you don’t have to be a athlete or a rapper like you can be a lots of other things you can define what your successes and.

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Arel Moodie: You know I got really excited about that idea, so you know what let me, let me spend a lot of my time doing that because that’s where my heart was and.

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Arel Moodie: and luckily I had built up a lot of knowledge and skill set and figured out how to make the economics work, so I wasn’t speaking for free, I was finding out where the money was and also allow me to impact this audience that I cared about So for me it was like this ultimate went away.

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Steve Werner: Nice so.

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Steve Werner: Tell me about speaking to them, have you been able, because I love that you’re like you don’t have to be a basketball player or football star like how has that.

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Steve Werner: I want to hear some stories of you speaking on stage and then we’ll get into some of the the brass tacks of how to do this, but.

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Steve Werner: I want to know the experience, because that that’s I mean we have different speaking.

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Steve Werner: Businesses right like mine is speak to sell from stage yours is empowering people and you still get some clients, you still get paid, but how how’s it been going back to the inner city and like speaking to those groups, because I bet.

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Arel Moodie: yeah you know what’s so fascinating one of my biggest Aha says, you know i’ve spoken on stages with like billion dollar CEOs and like owners of sports franchises and.

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Arel Moodie: You know, politicians for really high level, and then you know you go to the inner city and the one thing that I discovered, is that the human experience emotion.

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Arel Moodie: is universal, I used to get really caught up in like well, will this audience approach like like i’m spending so much time with high school students will.

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Arel Moodie: I be able to connect with corporate folks and i’ve been spending a lot of times with college students, while we connect the professionals.

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Arel Moodie: And ultimately, what I realized is that when you can actually get your presentation to actually connect to human emotion, we.

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Arel Moodie: All of us know what it feels like to want to do more in our lives but feel constrained by our environment.

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Arel Moodie: All of us know what it feels like to be in a room full of people but feel alone.

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Arel Moodie: All of us knows what it feels like to want to help people in your life in a deep level but feel like you don’t have what it takes to do what they need.

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Arel Moodie: So when you can actually start bringing your message, down to the human emotion.

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Arel Moodie: That is universal, so when you speak and some of the interesting I like i’ve spoken to some of the toughest schools and, like, for me, I loved.

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Arel Moodie: The environments where I would come in and like literally teachers would be like good luck like nobody does good with this group, like they really shut it out.

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Arel Moodie: And what you ultimately find is that if you can actually connect to a human emotion, like a real deep emotion about what they want to achieve, then they’re open to all ideas, but what most presenters do is they have a.

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Arel Moodie: floyd strategy was called sage from the stage and if you’ve ever heard this idea.

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Arel Moodie: But it’s where they kind of kind of pontificate of how great they are and how, if I could do it, you can do it too and do this do that because i’ve told you here’s the magic pill.

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Arel Moodie: And nobody likes to say on the stage, you know they like the guide from the side which is like the language of the industry right like they want to know that you’re like them, you understand them, you get them.

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Arel Moodie: So when you learn how to connect you know you can be in an inner city where you know folks just guy.

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Arel Moodie: Shooting and then the next day, you could go to this really, really fancy real estate development event with like really big corporations and your message will still resonate if you focus on the human emotion and not just on trying to tell people what to do, solely.

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Steve Werner: Man, that is, if you guys listening take nothing else than what.

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Steve Werner: Around is saying right now connecting with people, whether you are selling whether you’re pitching for vc money, whether you are just out doing your thing connecting with people through emotion.

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Steve Werner: Is the core and you’re I love that you called out the sage from the stage because that’s.

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Steve Werner: The main thing that I teach people is connect through story, because if you’re telling your story correctly.

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Steve Werner: you’re getting the audience emotionally involved they’re going to know like and trust you which in sales is the biggest thing if you have an ethical product that does well.

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Steve Werner: you’re not going to sell by telling people that it’s priced cheaper or that has more widgets you’re going to sell by connecting because everybody wants a guy.

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Steve Werner: you’re I mean you’re the same thing, like the way that you connect from stage is not to look down at people it’s to you said it so nicely bring people up to your level.

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Steve Werner: Like raise their energy get them going.

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um.

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Steve Werner: Have you have you had the pleasure of somebody that you spoke at maybe a couple years ago like reaching out to you and being like.

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Arel Moodie: Oh that’s the best part of it, like, I mean those those messages of you know, someone say like hey.

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Arel Moodie: So i’ll tell you this one time, which this was like this, like weird like confluence of the world coming together, so I spoke at this high school.

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Arel Moodie: And one of the big messages that I was giving and I still do this, but I really do love it is the idea that effort is everything doesn’t matter how smart, you are it doesn’t matter how talented you are doesn’t matter kind of family come from.

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Arel Moodie: Those are factors you don’t control, but what you do control is your effort, this was a big thing I had this whole phrase effort is everything.

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Arel Moodie: And it was like the drum that I was beating everywhere right, so I did that presentation for this high school in Montana okay.

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Arel Moodie: Then I do this presentation, maybe a year later, for a group of professionals within the entire Montana state.

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Arel Moodie: Of Montana college system right a lot of them were on the admission side right, so we do this great presentation was it was professional development, so it wasn’t effort is everything masters totally different.

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Arel Moodie: I get this message from the one of the attendees maybe a year later that says, if you need a warm and fuzzy here it is so this woman who saw me present gets her application letter and the essay that the kid wrote.

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Arel Moodie: was about this speaker who came and told them about how effort is everything and that changed their whole perspective because they thought they weren’t smart enough, and they weren’t good enough to get into college.

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Arel Moodie: And they kind of gave up on life, but when they realized, it was effort, then they want to do it so she was like here’s a message, and then I messaged her back, and I said, you know this is amazing, but the most important question is.

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Arel Moodie: Did he get in and she was like i’m not legally allowed to say, but like let’s just say it was a very good chance that he did it, I was like i’ll take that so like moments like that, where you have.

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Arel Moodie: These worlds colliding and connecting that are separate but are unified, through you, is just an incredible um I think what it does beyond creating revenue, which is always important It makes you have fulfillment and.

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Arel Moodie: And that is the one thing I love about this work is that it’s it’s to me the art of speaking, is one of the most fulfilling.

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Arel Moodie: arts, the most fulfilling work, you can do because it’s a work that you craft but also directly can change someone’s life very deeply and I don’t know any I just don’t, in my opinion, in my humble opinion, I don’t know anything better than it I just I love it too much.

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Steve Werner: that’s awesome so okay we’re gonna.

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Steve Werner: What is the core thing that your business does now you speak on stages and you also help people craft their message right.

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Steve Werner: So if somebody’s listening to this and they’re like I would love to speak, one of the things I get a lot is what do I speak about how do I build my speech, and you have a free template it’s not template it’s a training right one.

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Steve Werner: hour training.

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Arel Moodie: yeah exactly yeah yeah so what I basically do is I help people who want to create their signature talk, because what ultimately happens with people is they always say Oh, I want you to speak because you’re wanting to speak after.

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Arel Moodie: They get it, and then it’s like now, what do I say like what like it’s kind of like a dog chasing the car like you finally chase the car then it’s like what I do with the carlile I caught it right.

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Arel Moodie: So the idea is to figure out what is that signature message what is that signature idea that people will know you for that will separate you from the crowd and how do you deliver that, how do you structure it.

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Arel Moodie: So that you’re not just delivering something that persuades that influences that sells, which are all important but it’s also sharing a core idea that shifts the perspective of your audience.

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Arel Moodie: and your audience ties that back to you, so you know all the great people do it like if you talk about like a very simple one, like grant cardone doing the tedx right.

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Arel Moodie: Like that’s a very simple idea, but everyone knows it and they can refer it back to him, if you have.

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Arel Moodie: Mel robbins doing the five second rule it’s this this signature idea and I think so many of us want that, but just don’t know how to do it.

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Arel Moodie: But it’s inside of you, so our whole program is about how do you pull that out, how do you find out what that core idea is that’s already in there, but let’s just.

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Arel Moodie: Polish it and make it so that people can understand it, and then let’s craft your keynote so that it’s powerful and achieve the goals that you want.

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Arel Moodie: So the way you were referring to is there’s a free training that I have is called message to masterpiece so you have a message to masterpiece calm.

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Arel Moodie: And I think like people have always heard the term turn your mess into a message and i’m like that’s kind of like junior varsity you want to turn your message into a masterpiece.

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Arel Moodie: So we show you how to do that, how to find the places and the organizations that can book you to speak and it’s all there and it’s totally free and I just like i’m a big fan of X I think it’s really.

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Steve Werner: awesome the so if somebody were from different worlds right my world is I usually pay for my stages, I get on stage, and I can sell either course or program or.

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Steve Werner: Like consulting whatever yours is about getting paid to speak so I know a lot of people, a lot of people.

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Steve Werner: prefer what you do because they’re like I just want to share my message, but I don’t know what it is so now, you know where to go get that.

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Steve Werner: The other question that I get a lot is how much should I charge if i’m doing a keynote so if somebody just getting started, do you recommend they go do some gigs for free, do you recommend they go to schools kind of give us like a ladder of progression that people.

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Steve Werner: shouldn’t head down.

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Arel Moodie: yeah absolutely so you know, I think that.

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Arel Moodie: it’s an it’s an interesting question and i’ll try to answer as easily as I can, because it’s kind of like someone saying how much is a house worth.

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Arel Moodie: it’s like well you know it depends on how big it is where it is you know the shape of it so lots of people say how much you do it here’s what I recommend number one.

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Arel Moodie: No one’s paying you to speak it unless you’re a celebrity Okay, so if anyone listening if you’re oprah you don’t need what i’m about to say because you your oprah but people like me and you who, like the general public don’t know about.

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Arel Moodie: or non celebrity speakers you’re not going to get booked to speak, unless you have a speaker DEMO reel.

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Arel Moodie: Like that that’s not going to happen, no one’s going to give you thousands of dollars if they’ve not personally seen you speak.

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Arel Moodie: Or at least seen a video so one of the benefits of doing stuff for free, besides trying your material and getting it is that you can get footage so you can create a DEMO.

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Arel Moodie: Because if you’re if there’s a planning committee that wants to pay for speakers and you’re one of the names that gets brought up and they say well let’s see their speaker DEMO to see what their vibe and energy is like and they’re like they don’t have it.

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Arel Moodie: I mean unless you’re a celebrity it’s not gonna it’s gonna be super super hard unless somehow that person saw you speak.

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Arel Moodie: somewhere else, and they can personally vouch don’t work they don’t have a video this person to truth right.

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Arel Moodie: So one of the reasons why you should just contact like you’re like to me people under utilized on the business side, the local chamber of commerce.

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Arel Moodie: that’s place to start so contact your local chamber and say hey you know, become a member of like 200 bucks 300 bucks right that’s usually you know what you got to do.

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Arel Moodie: But say hey I had this great presentation on X i’d love to do it for the Members absolutely at no charge because i’d like to you know, introduce myself to the Community and give back.

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Arel Moodie: nine times out of 10 they’re going to say yes, as long as it doesn’t sound like a blatant sales pitch and it shouldn’t be able to in sales pitch you know, not for that type of training.

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Arel Moodie: they’ll say yes, and then, once you get experience and then to you get some footage like you either have them recorded or you know pay a production company to come in to record it.

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Arel Moodie: And that video that gets edited down with them super valuable to you once you have that you know, one of the questions I get is well how do I get like in front of people.

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Arel Moodie: If you don’t have a speaker DEMO video, but you want to start speaking in front of roomfuls of your for audience, this is what I recommend doing.

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Arel Moodie: Every single profession has an association right there’s associations of lawyers associations of executives associations of event planners associations, a doorbell creators door, you know associations are what I call the you know.

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Arel Moodie: Well they’re the they’re the best pregnant presentation period they are pregnant pet presentations.

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Arel Moodie: at their core so you got to understand, let me break this down so everyone gets this and if you’re listening and you’re driving, you may want to pull over and take notes, because this is really important, and too little detail but helpful.

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Arel Moodie: associations have Members who paid dues so let’s say i’m the Association for.

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Arel Moodie: workforce development professionals right I speak with that group a lot, so their workforce development professionals that are all over the country that pay an annual membership to be part of this umbrella organization.

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Arel Moodie: The single largest deliverable of any association is their annual event.

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Arel Moodie: period they may have quarterly events they may have semi annual events they may have monthly events weekly events and all that stuff at their annual event, that is your single largest deliverable.

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Arel Moodie: Now that annual event typically can make up to 50% of their operating income from ticket sales sponsorships sales boot sales and all that other stuff.

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Arel Moodie: So this event is a big deal for these groups, and they need to bring in speakers, they must bring in speakers now.

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Arel Moodie: If you’ve not been in an industry before that actually helps you get it.

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Arel Moodie: Why does it help you get in because the thing that associations are most afraid of is they don’t want to bring the same people back every single year, they need new people with new fresh ideas.

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Arel Moodie: That aren’t incestuous and already like discussed 1000 times so if you go man I got this great idea I think man I would love to service lawyers will find out if there’s a association of lawyers in Delaware that deal with you know.

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Arel Moodie: Like if you on Google and type in any DEMO plus the word association, you will find a plethora of effects like it’s incredible what you’ll find.

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Arel Moodie: Right those groups typically will have something called an rfp request for presenter okay.

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Arel Moodie: Now, all you simply have to do is go Okay, I want to be in front of these people, because I either think they can become clients of mine.

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Arel Moodie: or I think these are people that would book me to speak because my message aligns with the goals I solve a problem for right basic stuff.

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Arel Moodie: You submit the rfp totally for free, and then they will either accept you without a speaker video with this is one of the places you don’t need it, but but they won’t typically pay you to speak in these cases typically what happens is you’ll speak for free.

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Arel Moodie: But you’re speaking in front of a room full of your ideal clients now when you, you know the methodology that I recommend is because I can’t do like.

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Arel Moodie: A hardcore pitch from the stage when i’m doing these association kind of events.

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Arel Moodie: But what I can do a structure my presentation, so that the audience decides for themselves.

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Arel Moodie: By the end of that presentation, they want to work with me and that’s like exactly what the structure we teach them so at the end of it, people will come up to you and go oh my gosh Steve that was amazing.

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Arel Moodie: i’m you know my company or my organization, we have an event can we get you to speak.

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Arel Moodie: Then you get paid to speak at those, so there is the way to circumnavigate it so that you don’t need a speaker DEMO but eventually, you have to get it, because it makes your life so easy but that’s the process to get started.

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Arel Moodie: And then, when people are trying to go, what do I charge the easiest thing I recommend anyone doing is you don’t know what to charge and every day.

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Arel Moodie: You have no idea what you should charge you don’t know what you’re worth the easiest thing is to say, I appreciate you asking.

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Arel Moodie: One of the things that I like to do is try to work within the budgets of the organizations that I know with you know the changing world and the pandemic things can be very different.

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Arel Moodie: Would you mind sharing with me in round numbers what budget, you have allocated for speakers.

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Arel Moodie: Not every 10 people will tell you well you know we weren’t hoping to go any more than 5000 or you know we can’t go more than 2000 or we can’t go more than 10,000.

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Arel Moodie: Now if they have 10,000 in their mind and you charge 5000 now there’s something wrong with you, you know i’m saying so, if you don’t know what you’re worth.

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Arel Moodie: it’s better to put the ball in their court and just ask and a lot of times they’ll be very transparent and tell you what the budget ranges and then you come in with that number.

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Arel Moodie: And I always love it for me when i’m like in a new market and i’m not sure what their budget thresholds are and I asked and it’s way more than what I would have expected it makes sure I don’t undercut myself.

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Arel Moodie: So I think that’s the best process to get started from right now to being able to be booked a lot and paid well because you’ll let the industry help guide you.

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Steve Werner: You just gave like a masterclass in where to get started, and how to get started um I have.

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Steve Werner: I mean the the the advice on pricing I find to be very true and if you’re like well they’re gonna think i’m an idiot or whatever like that’s the voice in your head.

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Steve Werner: In reality, though, think about it from their point of view, the planner has a budget and the last thing they want is for you to say that you’re more than their budget.

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Steve Werner: So they’re going to be very transparent i’ve had that conversation, and they are there hey i’m you know.

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Steve Werner: i’ve just let me know what your budget is, I just want to make sure that we’re on the same page they’re going to be very transparent.

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Steve Werner: And then, if you’re way under it, you can they don’t know what you said, so you can say very close to what their budget is where you can say their budget plus hotel and airfare because then you can negotiate a little bit, but it.

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Steve Werner: It puts you in the realm so the the speaker real you spoke very well to as well, so if you get.

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Steve Werner: Exactly what you said, go to Chamber of Commerce you speak somewhere for free hire a good videographer don’t try to have somebody do it with their cell phone sitting in the back room spend a couple hundred bucks it’s not going to break the bank.

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Steve Werner: and get a good speaker real I know I held events for years and we so I spoke and sold my goods but I brought in other speakers, sometimes I paid a lot of times they did they they came for free I paid for airfare and hotel.

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Steve Werner: But we gave them a speaker real um but that’s like the people who didn’t give me a speaker real it didn’t care what they said, if I couldn’t see them somewhere YouTube I didn’t care if it was in front of high schools right I needed to see them speak somewhere to someone.

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Arel Moodie: This is the, this is the analogy, I like to give Steve I think.

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Arel Moodie: helps people why it’s so important for anyone listening, who is a parent imagine you’ve never seen me before you’ve never seen me interact with kids.

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Arel Moodie: And I come up to me and explain to you why i’m the best babysitter in the world, and you should leave your kids with me overnight, so you can go on a vacation with your spouse.

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Arel Moodie: I got no testimonials I got you’ve never seen me interact with kids i’ve got nothing telling you but i’m trying to convince you with my words no.

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Arel Moodie: i’m amazing with kids kids love me leave you’re going to be like hell no i’m not gonna leave i’m not gonna leave my kids would you.

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Arel Moodie: Like so without a speaker DEMO it’s like you’ll put me on stage and I have no idea what your vibe is, I have no idea with your energy is, I have no idea what your messages, but you’re trying to convince me it’s the greatest message.

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Arel Moodie: it’s easier for me to say no, and avoid a train wreck then say yes, and you could come out there and start saying wild things that and if you say, while things they lose money because people don’t want to come back and people are disappointed.

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Arel Moodie: Well that’s literally someone can lose a job if they bring a bad speaker.

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Arel Moodie: An event planner could lose their job, if you so they will risk it without knowing that you know.

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Steve Werner: that’s I mean I was going to point to that next year, like.

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Steve Werner: you’re right because it think about it from their point of view, you can say you’re the best in the world, but if you get up and bomb.

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Steve Werner: Not your you get to go home at the end of the day that event planner has the weight of everybody who was in the room.

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Steve Werner: of everybody else who was speaking everybody’s expecting them to put together a great event, and if you bomb, if you do a bad job if you say something offensive it’s on them.

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Steve Werner: So that’s why you need to speak a real, so my follow up question I.

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Steve Werner: Have a cup of one kind of big follow up and then we’ll do a few rapid fires um if you have a speaker real if you’ve been speaking a little bit.

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Steve Werner: And you want to get bigger do you recommend people doing outreach with the speaker real or do you recommend something else, how do you recommend.

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Steve Werner: people that are because I think there are some people, I know there are some people that listen to this podcast that have had a few lower paying 1000 to 20 $500 gigs and they’re trying to figure out how to get more especially with what’s happening with coven.

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Arel Moodie: I would go back to saying keep it super simple i’ve done lots of things i’ve done look, you can do cold emails absolutely don’t call anyone everyone hates being cold cold.

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Arel Moodie: I would recommend it personally there’s, in my opinion, there is nothing more important than first clarifying who your audiences and who your message can help.

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Arel Moodie: And then just speaking at conferences, doing the rfp.

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Arel Moodie: Speaking at the conference there’s lots of things you can do at the conference like build relationships with the event planner because nine times out of 10 that event planner plans for other events as well.

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Arel Moodie: So if you have a good relationship with them i’ve had event planners, who have done great at one conference book me for other conferences as well, and then it opens me up, but this is the big thing I want people to get let’s say.

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Arel Moodie: Like i’m gonna just make up an example here let’s say Steve is teaching people to sell from stage and he wants to help.

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Arel Moodie: You know i’m making this up chiropractors.

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Arel Moodie: be able to create their story, so they can do those dinners I don’t know if you’ve ever worked at a chiropractor that those those dinners to sell their services right, so they do a dinner, and then they speak.

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Arel Moodie: he’s like yo I want to speak to chiropractors, like find out where the chiropractor association is of your state or wherever the national one is.

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Arel Moodie: Like submit an rfp to show them how to create their story and to help them.

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Arel Moodie: submit the rfp get accepted right do a good job if you’re not getting accepted don’t let it stop you just keep trying, you will eventually get accepted if you have a good message that can actually help people.

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Arel Moodie: Steve gets on stage at the chiropractor association explains why telling your story is so important, how you can use your story when you’re doing the.

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Arel Moodie: New patient exam they can use your story during this, let me teach you the strategies for how to use the story at the end there’s going to be a bunch of chiropractors ECHO.

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Arel Moodie: That was amazing I do not trust myself to do this myself Steve how do I work more closely with you, so I can develop it, and it goes oh great we have this great program you can do this let’s set up a time to talk and then he leaves that event with like.

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Arel Moodie: You know, six or seven new clients right So if you want to obtain clients if to me the association speaking, is the best if you want to get more speaking engagements.

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Arel Moodie: Well, I, like, for example, I wanted to be a colleges, so I know okay look there’s a group called Notre.

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Arel Moodie: They deal with college orientations right so i’ll take you back to my school my students became so they’re directors of orientation they speak they bring in speakers all across the country against these.

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Arel Moodie: two colleges during August right for orientation and and student welcome back week.

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Arel Moodie: So they have to bring in speakers they’re gonna bring in somebody So if I know I can speak at that association with those people who I know are booking speakers, because they have to do for their job and I do an amazing job.

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Arel Moodie: What are they gonna say they’re gonna be like yo you were great could you come speak at our college I would love to let’s talk and then you go through the whole sales process.

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Arel Moodie: So, whether you want to sell to get clients or speak to get clients, whether you want to speak to get more speaking opportunities.

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Arel Moodie: The associations and those conferences bar none nothing more powerful nothing more effective, in my opinion, because people are seeing you in action and nothing sells you more than someone See you in action.

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Steve Werner: percent agree that that is, I think the best way to grow your business.

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Steve Werner: is to speak in front of people, even if you’re if you’re a chiropractor you can go do these things just go speak at your Chamber of Commerce you’re going to walk out of there because people want somebody they know like trust.

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Steve Werner: And the fastest way to do that is to get in front of them, so I have a couple rapid fires you give me a thumbs up or thumbs down a yes or no sense or to a feedback.

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Steve Werner: Okay first off toastmasters.

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Arel Moodie: If you’re amended if you’re afraid of speaking toastmasters if you want to build like your keynote and like create a signature talk and you want to really it’s not going to if it’s not going to be the best fit.

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Steve Werner: What do you want to get over the fear.

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Arel Moodie: Absolutely toastmasters.

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Steve Werner: cool um speaker associations.

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Arel Moodie: They want you only if they don’t need to sell you.

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Steve Werner: dig into that one just a little bit more.

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Steve Werner: Because I I always that good asked should I join us speakers association, they want X number of dollars, they they promised that they’re going to put me in front of you know, thousands of people, blah blah blah.

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Arel Moodie: Every if it’s a speaker association okay.

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Arel Moodie: i’m gonna get on a soapbox here and, like you can either take me down or whatever here right but, at the end of the day, what I found for speaker so if you want to build friendships with other speakers.

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Arel Moodie: Absolutely do it if you want to speak at those events to get booked to speak, or, if you want us to like and they’re not those crowds are, and also the best crowds to get feedback from.

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Arel Moodie: Because they’re good everyone gets a standing ovation at a speaking association speakers understand how hard it is and how difficult it is to do it’s everyone’s very supportive.

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Arel Moodie: And then there’s so many egos.

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Arel Moodie: that some people may say oh don’t do that and then someone else they do exactly that, so it can get kind of confusing so ultimately I say is like, if you want to build friends and you want to like no other speakers.

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Arel Moodie: Yes, if you want to do it to like fundamentally learn how to grow and succeed like.

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Arel Moodie: I don’t know if it’s the best bet that’s just for like I don’t want to say no, because everyone has their own unique thing, but I I wouldn’t go for that reason personal.

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Steve Werner: problem, do you.

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Arel Moodie: Network hundred percent I go.

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Steve Werner: Networking if you’re looking at it for networking if you’re depending on it to grow your business, I agree, I think.

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Arel Moodie: I don’t yeah I don’t know.

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Steve Werner: Do you do you think you need a book.

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Yes.

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Arel Moodie: You don’t need it right away, but a speaker without a book it’s like peanut butter and jelly can you eat peanut butter, yes, do you need jelly eventually absolutely.

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Steve Werner: that’s the best answer all day.

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Steve Werner: Around Thank you so much for coming on and sharing so much of your knowledge on if you listened, all the way here, and you are not yet a speaker go to.

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Steve Werner: message to masterpiece reach out.

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Steve Werner: On this has been a great episode there there’s so much like I mean you, you pretty much gave a whole master class on how to get started with speaking so if you haven’t make sure that you get started anything to say before we jump off let’s wrap it up.

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Arel Moodie: yeah I say the great thing about my weird name or rel Moody is that there’s no one else in the world with my name.

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Arel Moodie: So if you go to instagram or linkedin or Facebook, I am literally, the only one on any platform, so if anyone listening to this generally has a question like genuinely or you just want to connect.

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Arel Moodie: I generally like checking the man dmz It makes me so happy when someone says yo I heard you on these podcasts.

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Arel Moodie: I want to connect like that instantly like warms my heart, so if this was helpful to you feel free to connect with me on instagram or linkedin those are probably the two that i’m probably most active on and happy to support and help in any way I can.

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Steve Werner: awesome Thank you so much for giving so much value to everybody who listened to the podcast I appreciate it so much.

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Arel Moodie: Thank you Steve for creating a platform availability and make that happen.

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Steve Werner: No worries to everyone else till next time take action change lives and make money, we will see you soon.

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Steve Werner: boom we’re good.

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Steve Werner: that’s awesome man.

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Arel Moodie: Thank you.

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Arel Moodie: This was great yeah appreciate you.

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cool.