---
title: "James Malinchak: Speak Your Way To Prosperity"
description: James Malinchak is the Big Money Speaker. Learn how he lands top-paying speaking gigs predictably and affordably in this episode of The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-1888014.jpg
---

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 Sep 18, 2017

# James Malinchak: Speak Your Way To Prosperity

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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## Learn how to become a big money speaker

<iframe style="border-radius:12px" src="https://open.spotify.com/embed/episode/20erifqaKCMCkstnO9yHkR?utm_source=generator" width="100%" height="152" frameborder="0" allowfullscreen allow="autoplay; clipboard-write; encrypted-media; fullscreen; picture-in-picture" loading="lazy"></iframe>

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

## [Keynote Speaking Tips](https://thesaleswhisperer.com/conference-speaker) you'll learn in [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- Played basketball in Hawaii
- Moved to LA
- Had no idea or plan to speak
- Was making $7/hr working at a video store in L.A.
- He listened to people who said, "just follow your passion," but it doesn't work unless you get booked
- You need to bring business processes to your passion 
- Most speaker associations are a load of crap with advice like "cold call 100, and you'll get ten interested"
- Did 2-3 talks, then 30-40 then he crushed it
- You need to be a great marketer
- The 8-ball of speaking is reaching the people who control the budgets. Nothing else matters.
- Corporate speakers go after training coordinators, casino 
- Colleges have budgets (student activities, Greek life, residential coordinator, youth conferences)
- You have the youth market (K-12), colleges, corporate: make your speaking material unique for each of those
- He has one talk that fits three themes with different titles in Corporate 
    - Success/Motivation
    - Sales
    - Leadership
    - This 3X's his chances of getting booked
- He has five talks for colleges 
    - Incoming
    - Out-going
    - Leadership
    - Success In College
    - College athletes
    - This 5X's
- One talk for youth where he's paid as a keynote speaker
- He does more direct mail than anyone 
    - Event coordinators don't go to Facebook to find a speaker
    - No speaker shows up in the mailboxes of these decision-makers
    - He'll validate their addresses
    - He has zero competition because nobody mails
    - He'll do 10,000 mail pieces 
          - 1,000 will be interested
          - 100 will retain him for $20,000
          - Don't do postcards
          - His contacts tell him not to send little postcards
          - He sends a 6-page brochure in one big sheet
          - Rent the right list and drive them to a landing page where they can see a video of you as a speaker
          - Customize the mailout for the market
          - They'll call and book him
          - Coordinators worry if you can relate to their audience, not that you can speak well
    - These are for fee-paid talks
- Slides should enhance your presentation, not be your presentation
- Your face and your hands should be your main tools
- Planners will ask for local people to keep fees down 
    - Destination planners will give them a list of the local providers
    - 20,000 conventions per year are held in Vegas
    - Sales and Marketing coordinators of hotels—he got to know them and got listed as a preferred vendor (incentivize them)
- 15 years ago, he walked into the Portland Convention Center with a bunch of big names like Michael Jordan ($150k) vs. James's $5k, and he was the only one  who got a standing ovation
- To make more, package yourself better to be perceived as being worth more
- When you're starting, you speak anywhere for any price
- Everyone undervalues themselves
- Ask for what you want
- He started earning $20,000 when he decided to ask for $20,000

## Listen To Previous Episodes of[The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Visit [James Malinchak's speaking home on the web](http://malinchak.com/)
- Follow [James Malinchak on X](https://twitter.com/JamesMalinchaks)

## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast

- [Hire The Best Speaker](https://thesaleswhisperer.com/conference-speaker) for your sales meeting or marketing conference
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)
- [The Sales Agenda](https://thesaleswhisperer.com/joy-stress): take control of every sales opportunity like a pro.
- [Apollo](https://apollo.grsm.io/whisper): Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo

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