We receive calls from many speakers who are looking to move up to the next 
 level with their profession.  We believe this information will be helpful for them.

 Q ‹ I have written a book(s), how do I go about getting on the speaker circuit?

 A ‹ Writing a book and speaking require two entirely different skills. It is 
 important that you first polish your platform skills prior to contacting a 
 speaker's bureau. Bureaus want to be assured that any speakers they 
 recommend to a meeting planner will present an outstanding program.

 Q ‹ What materials do I need for a speakers bureau to sell my program(s) to 
 meeting planners? 

 A ‹ In most cases speakers bureaus require "bureau friendly" speaker 
 materials. This includes a professionally prepared color flyer, one sheet or 
 brochure, and a video tape. Speaker material that is "bureau friendly" does not 
 include any of the speaker's contact information and allows space for the 
 bureau to add their contact information. 

 Q ‹ What is the commission rate that speaker's bureaus charge a speaker 
 when the speaker is booked through a bureau? 

 A ‹ Speakers bureaus are independent businesses that are able to set their 
 fees as they see fit. Percentages are negotiated as part of the bureau/speaker 
 agreement. It is important to understand your agreement with the bureau before
 you sign the contract. 

 Q ‹ If I am being booked through a speakers bureau(s), can I also book directly 
 with meeting planners without paying a commission to a bureau? 

 A ‹ It depends. If a speaker has an "exclusive contract" with a bureau, all 
 booking requests must go through the bureau that holds the contract. The other
 consideration is whether or not the booking comes as a result of "spin off" 
 business and how that is addressed in your contract with the bureau. 

 Q ‹ Why would a speaker want to work through a speaker’s bureau rather than 
 booking all speeches directly with meeting planners? 

 A ‹ A bureau is another part of the speaker's distribution chain enabling him/her
 to gain greater visibility in the meetings industry. Working through speaker’s 
 bureaus is like having a straight commission sales staff. Bureaus allow you to 
 leverage your ability to book more business and the only time you pay them is 
 when they actually book an engagement for you. 

 Q ‹ What is the difference between a speakers bureau and an agency? 

 A ‹ A speakers bureau books speakers that are available to work with any 
 bureau. Bureaus also co-broker speakers that have an exclusive contract with 
 another bureau or agency. An agency, in most cases, only books those 
 speakers that are exclusively contracted with the agency. 

 Q ‹ What does it mean to have an exclusive contract with a speakers agency or 
 bureau? 

 A ‹ When a speaker has an exclusive contract with a given bureau or agency, 
 all bookings must go through the bureau or agency holding the contract. It is a 
 common practice in the industry for bureaus to co-broker speakers with the 
 bureau or agency holding the contract. When this occurs the two bureaus split 
 the commission. 

 Q ‹ How much should a speaker charge for doing speeches? 

 A ‹ Many times it is difficult for a speaker to determine the appropriate fee when 
 they are beginning to speak professionally. There is a fine line between a low 
 fee and fee that implies value. Many times it is helpful to observe other speakers
 when they are making presentations and compare yourself to them in regard to 
 your ability, content, and fee. 

 Q ‹ As a speaker may I work with more than one speakers bureau? 

 A ‹ As long as you do not have an exclusive contract with an agency or bureau, 
 you are free to do business with anyone you wish. 

 Q ‹ When does a speakers bureau usually show interest in working with a 
 speaker? 

 A ‹ Getting the attention of a speakers bureau is a lot like going to the bank for 
 a loan. If you really don't need the money the bank is happy to loan it to you. 
 The same thing is true with a speakers bureau. If you really don't need a bureau 
 to get you opportunities to speak, that is when they are most interested in 
 working with you. Speakers Bureaus want to work with those speakers that are 
 in high demand and have proven their ability to do an outstanding job. Another 
 possibility is when a bureau receives a call requesting the speaker by name. An 
 exception to this rule is when someone is regarded as a celebrity because of 
 who they are and what they have done. For example, if you are a General and  
 have just won a war you can get speaking opportunities very quickly and at a 
 substantial fee. 

 Q ‹ What does it mean to have a "bureau friendly" website, videotape, and 
 promotional materials? 

 A ‹ A "bureau friendly" website, videotape and other promotional materials do 
 not have any contact information for the speaker. Speakers bureaus use these 
 materials with their clients so the client will come back to the bureau and not 
 contact the speaker directly. 

 Q ‹ Where can I find additional information on how to position myself to work 
 with speakers bureaus? 

 A ‹ There are several books available for purchase that can give you guidance. 
 Several of these books will give you the insight for preparing yourself to work 
 with bureaus.

 Q ‹ Do speakers bureaus specialize in certain types of speakers? 

 A ‹ Some bureaus do have marketing niches, but not all. As an example, 
 several of the IASB bureaus specialize in sports celebrities. One member 
 bureau only books aviation speakers and another books ex-convicts. Most 
 bureaus may have a specialty, but work with all types of speakers.

 Q ‹ If my program is geared toward a specific audience, how do I identify the 
 bureaus I should contact? 

 A ‹ The best approach you can take is to contact several bureaus and ask. If 
 what you do is not a good fit then they may be able to refer you to a bureau that 
 might work with the clients that would have an interest in your topic(s). 
 Speakers bureaus know each other pretty well and know the type of clients with 
 which they do business. 

 Q ‹ How should I go about contacting speakers bureaus? 

 A ‹ It is best to call them and request permission to send them your 
 information. They will let you know whether or not they wish to receive your 
 materials. If they say yes, it is suggested you put on the outside of the 
 envelope, "Requested Materials Enclosed," to remind them that they asked you 
 to send the materials to them. 

 Q ‹ Typically, when is a speaker ready to work with a speakers bureau? 

 A ‹ A speaker usually is ready to work with a speakers bureau when he/she is 
 well paid (the amount varies with bureaus), in high demand, and has a 
 reputation of doing an outstanding job for his/her clients