S. 2 Ep. 27 – Are You Ready For A Bureau? Find Out Here.

Cece Payne

Cece Payne

Content & Graphic Design Manager - Follow us on social media to stay in the flow!
Cece Payne

Cece Payne

Content & Graphic Design Manager - Follow us on social media to stay in the flow!
Technically Speaking S 2 Ep 27 - Are You Ready For A Bureau Find Out Here. with SpeakerFlow and Diane Goodman

One of the most popular requests among speakers is to one day work with a bureau or speaker management company. We hear all the time, “I just want a bureau so I can focus on speaking”.

Well, my friends, I hate to be the bearer of bad news but that’s the wrong mentality.

What is a bureau for? How is it different from speaker management? How do you start working with bureaus? When do you know you’re at a point where they’d take you seriously?

All of these questions and more we’re tackling in today’s episode!

To help us cover this is an industry legend, 40-year bureau owner Diane Goodman.

Diane Goodman was the founder of Goodman Speakers, one of today’s leading bureaus. After successfully exiting, she started Goodman Speaker Management to continue supporting the industry.

She’s THE leader in knowledge of bureaus, management companies, and how speakers can leverage those relationships successfully.

So, without further ado, let’s get into it!

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Listen to the Podcast 🎤

Show Notes 📓

✅   Want to connect with Diane? Visit https://goodmanspeakermanagement.com/

📷   Watch the video version of this episode and subscribe for updates on YouTube: https://www.youtube.com/playlist?list=PLYAr3nGy6lbXrhbezMxoHTSCS40liusyU

🎤   Thank you to our sponsor, Libsyn Studio (formerly Auxbus)! Want the best podcasting solution out there? Learn more here: https://www.libsynstudio.com/

🚀   And as always, don’t forget about all the mind-blowing free resources at https://speakerflow.com/resources/

Read the Transcription 🤓

Taylorr: Welcome to another episode of Technically Speaking. We’re your host, Taylorr and Austin, and in today’s episode, we’re talking about bureaus. Now, one of the most popular requests among speakers is to one day work with a bureau or speaker management company. We hear all the time I just want to work with a bureau so I can focus on speaking. Well, my friends, I hate to be the bearer of bad news, but that is the wrong mentality. So, what is a bureau for? How is it different from speaker management companies? And how do you start working with bureaus? And how do you know you’re at a point where they would take you seriously? All these questions and more we’re tackling in today’s episode. So, to help us cover this industry and this question particularly, is industry legend, 40-year bureau owner, Diane Goodman.

Diane Goodman was the founder of Goodman Speakers Bureau, and is today one of the world’s leading bureaus. After successfully exiting, she started Goodman Speakers Management company to continue supporting the industry. And she is the leader in knowledge of bureaus, management companies, and how speakers can leverage those relationships successfully. So, without further ado, let’s get into it. As always stick around until the end for some awesome resources, and we hope you enjoy this one. See you in there. And we are live. Diane, it’s a pleasure to have you here. Welcome to Technically Speaking.

Diane: Thank you so much. It’s my pleasure to be here today.

Austin: Yeah. Oh, man. We are so excited…

Taylorr: A legend.

Austin: For this one. Seriously, right? A legend.

Taylorr: Legend.

Austin: A true legend on the show with us. I feel so honoured.

Diane: I take that as a compliment.

Taylorr: Yes.

Austin: You should. Yeah, nothing but good things from lots of people. In fact, I think the first time that I heard your name was from Dave Raymond.

Taylorr: Dave Raymond.

Diane: Sure.

Austin: I don’t know, yeah, if you remember him or not such a good guy, but he said that…

Diane: Oh, yeah, definitely.

Austin: He met you and loved you, so, anyway. Since then, I’ve been very excited to meet you.

Diane: Well, thank you. Appreciate that.

Austin: For sure. And shout out, Dave, if you’re listening to this. We do.

Taylorr: Hey, Dave, we love you.

Austin: We do.

Taylorr: Diane, we are really excited to unpack what we have in store here today. You have such a depth of experience in the space. 40 years, is that right?

Diane: Yes. And counting.

Taylorr: Wow. And counting, okay.

Diane: 40 sounds fine, leave it there.

Austin: Yes. Leave it there.

Taylorr: 40 and counting. So, what have you seen as the most striking development over those 40 years? Can you just paint a picture of that timeline for us?

Diane: Sure. Well, when I started 40 years ago, you probably don’t even know because you probably weren’t born then, but the industry was very small, there were only 12 speakers’ bureaus in the country then, which if you think about it now, in the world there are, I don’t know how many hundreds, maybe thousands. And same thing with speakers, professional speakers, it was a very small group of people, now there are thousands and thousands; everyone’s a speaker for instance. So, that in itself, I think over the years, just watching that evolve, certainly the relationship between speakers’ bureaus, there were none for many years, no communication, no one would help each other, talk to each other or support each other, that has changed dramatically over time for the better for everyone, I think. 

And then the evolution of speaker management companies that have come into play over the past 10, 15 years or so, but have really been emerging in the past five years, companies like yours that are out there to help speakers, and I think the model you have is fantastic, but there are others too that are supporting speakers in different ways. So, I think where we are now, like everything else, technology has sort of taken over everything that we do, and we, meaning people of my generation, have really had to adapt. And the bureaus of those 12 back then, and as they came out, we’ve had to adapt and make lots of changes along the way and almost start over in some ways because it became a very different way of relating to people. So, I think those are the main things that I’ve seen, all for the good, I think we’re in a good space, it’s just a very crowded space, in many ways. So, that’s my assessment.

Austin: Wow. That’s a good assessment, so thank you for that right off the top. There’s a lot to unpack there and there’s one thing that stood out and I’m sure we’ll ask some other questions to go a little deeper with some of that. But the relationship between other bureaus, actually I didn’t realize that bureaus communicated that much in the here and now, I kind of figured that it was pretty segmented. So, why do you think that’s happened?

Diane: Well, I think what happened is there were a lot of, the early bureaus were the big bureaus and they had a lot of exclusive speakers. So, they kept everything close to the chest, they didn’t want anyone else stepping on their toes or going into their territory. And I think over time, what happened to us, as bureaus like mine emerged where we didn’t have exclusives, we were working for clients and wanted to just book as many speakers as we could. And I think at some point there was this aha moment that they said, wow, this could be a whole marketing arm for us if we wanted to collaborate and co-broker, and so co-brokering emerged and evolved and it worked well, it really worked well for everyone. And I think that then led to other kinds of relationships that bureaus had with each other and formed our association; I am a founding member of the IASB, which is International Association Speakers Bureaus. It was initially called and you will appreciate this, IGAB. Cute huh?

Taylorr: That was appropriate. Wow. That was awesome. 

Diane: As we became more professional we changed the name to something more professional, but yeah, that’s what it was called. And that the association really allowed us to really look at ethical issues, contract issues, legal issues, all kinds of things that we were all experiencing on our own, and those kinds of meetings and dialogues really helped the industry become much more professional. And you really have to sign off on ethical statement to join our association, and so certainly even when I had the bureau, I would not work with another bureau that was not part of our association because to me that said, if they’re not willing to sign off on that statement, well, that made a statement to me. So, anyway, that’s part of, I think why bureaus are communicating so effectively and cooperatively these days, for sure.

Taylorr: Wow. That makes so much sense. So, 40 years ago, is that when you started your bureau or how did you get into the space? Did you just see the need for a bureau? How did that come up, where that evolution start?

Diane: My stories are just, we all have stories of how we fall into this industry because no one starts out saying I want to be in the speaker world.

Taylorr: Yeah, right. You just kind of stumble into it huh?

Diane: Accept now they do. But, no, I was doing really volunteer work for non-profits, just kind of volunteering for these lecture series committees and whatever. And I found there was no place to really find speakers, and so it just became an idea of, oh, this could be fun, kind of thing. I didn’t realize, I really had no business background, I really did not know what I was doing at all, but thought that someone could use some help, and, of course, my world was non-profits, so I didn’t even think about money and charging and whatever. It was just sort of a service I was starting to create, and when I sent out, I created this nice little brochure, recruited a few speakers and bought a mailing list just here in Connecticut because this was my world here. My little tariff cards came back from major corporations, Connecticut here in Hartford was Aetna Travelers, all the major insurance companies were headquartered here. 

And they checked off this box of other type of speaker because I had just these other little topics of motivational speakers, economists, journalists, it’s like, wow, I had no idea what they were talking about. So, I made appointments and went and met with them, I learned a lot, there was one person specifically who said to me, you have no idea that you’re in a billion dollar industry, do you? And I said no. And he said, well, I’m going to tell you about your own industry. It was wonderful, he was a wonderful mentor, and I’m forever indebted to him for really giving me the big picture of my own industry, and so from there I said, well, this is the way I want to go, and started looking at professional speakers, at all those authors and economists and things like that and started recruiting, but remember that was done by mail. Sit and type a letter on a typewriter.

Taylorr: That’s so cool.

Diane: Mailing it out. And the research person at my local library became my best friend because I would call her and say, okay, I need to send a letter to Walter Cronkite, could you look up who’s, who in America and give me his address? Because that’s how I got addresses. And she would, and I’d type a letter. That’s how we did things. It seems so ancient, but yet it seems like yesterday, so that’s kind of how I got started.

Taylorr: Wow. For everyone listening here who has complained about prospecting, and doing research online, I just want you to take a moment and listen to that level of prospecting and just be grateful for a second that’s not the situation you’re in right now and to continue prospecting. So, I’m just going to put that sidebar out there for a second because, Diane, that is hustling. That is so, so cool. Wow.

Austin: Yeah. Talk about respect, oh my gosh

Diane: So, things took time, I’d wait and hope for a letter back because one thing that who’s, who in America did not have is phone numbers. So, that became a challenge, but, yeah, that’s sort of how we did it.

Austin: Okay. I can’t help but.

Diane: Phone and mail.

Austin: How did you keep track of all of it? What was the mechanism to keep things from?

Diane: It was all paper stuff, computers were not there yet. I remember when I got my first, whatever it was called, it was sort of a little computer in a typewriter, whatever that thing was called, and eventually once I got computers and stuff, it became different and then the internet and all of that. But, yeah, when I started, it was really paper files and sending letters, as I said, that’s how we did it and made phone calls. So, you needed a typewriter and a telephone and you were in good shape.

Austin: It’s amazing. We really take it for granted how easy our life is sometimes.

Taylorr: We do seriously.

Austin: So, okay, we could talk about the history of the speaking history, literally, forever, and in fact, maybe that should be a topic of the future, for those of you watching the YouTube version of this right now, drop a comment down below, if you want to see us do an episode on the history of the industry. Maybe, Diane, we could get a little bit more of your attention, but I do want to segue a little bit into this business that you created, and it started with Goodman Speakers Bureau and has now since segued into Goodman Speakers Management Company.

Diane: Yes. So, Goodman Speakers Bureau is now Goodman Speakers and Jenna George is the president of that. She had worked with me for a long time and we knew this was destined to be, and so I think it’s been three years now. She took over the company and I maintained, I had started a speaker management company and I maintained Goodman Speaker Management, so, as you can imagine, there’s a lot of confusion, the word Goodman is like, both sides and people don’t always know who’s who, but we are really good about saying, oh, you want to speak to Jenna? Or Jenna says, oh, you want to speak to Diane? But, yes. So, yeah, it was time to just move into something. The management side is a little different, it’s a different business model, but it’s still in the same industry, and for so many years I worked closely with speakers and mentored speakers and help them build their businesses, and it just became a business after a while. But it’s very near and dear to my heart, I just love the work that speakers do and I learned so much from them and they really touch people’s hearts, and so it’s a good thing.

Austin: Well, we totally stand behind that’s, we say all the time that something that really fires us up is knowing that we get to influence the reach that these speakers have, they get to go out and change the world and improve people’s lives in one way or another. We’re kind of a catalyst for that, your types of businesses and ours, so we like that a lot. There are so many terms that get thrown around, and to your point earlier about people kind of just stumbling into this space, I think a lot of people find themselves speaking professionally and not knowing that they’re in an actual multi-billion dollar industry, similar to how you did. So, speakers bureaus, speakers agents, speaker management companies, speaker association, maybe some of those are more self-explanatory than others, but from somebody that really gets this stuff. Can you help our listeners understand the distinction between these different things, even just really high-level?

Diane: Sure. So, first of all, I think there’s a distinction to make between types of speakers. And I always like to start there, for speakers to step back and think for themselves, which category, so to speak, do they fall into? To me, a professional speaker is someone who is making a living by speaking, that’s what they do full-time, that’s their profession. But then you have kind of the hybrid speaker, the one that is really, maybe is an author and wrote a bestselling book or has another job, but loves to speak and has expertise in certain areas, but it’s not a full-time profession. And then, of course, you have the academics who are professors and teachers and whatever, that’s their job, but yet they also are speakers, good and bad or whatever, and then you have celebrity type speakers. So, there are a lot of different categories, and so I think that for speakers bureaus, speakers that gravitate toward speakers bureaus are probably more in the professional speaker lane and maybe the, not celebrity necessarily, but well-known, the authors, consultants, those people who are quoted in the news and on all the talks shows all the time would be the ones that speakers bureaus tend to work with, I would say,

Austin: Yeah. Okay.

Diane: Does that sound right? Do you have different experiences?

Taylorr: Yeah, it sounds right. No, we see that all the time for sure. A bureau and I think this is one of the biggest misconceptions that I think we hear from a lot of speakers is they want to get into the space, and, of course, naturally the goal is to turn potentially from maybe that hybrid approach where they have a job and they’re doing speaking to maybe doing it more full-time. And so, they’re like, well, I can just hire a bureau to book gigs for me.

Diane: That’s exactly right.

Taylorr: Right. So, Diane, what do you have to say about that?

Diane: Yeah. So, I think what you said is the misperception is correct. There is that perception out there from speakers who want to get more business, that all they have to do is get listed with the speakers bureau and, boy, their career’s going to take off. So, what I say to them is check some of the those bureaus’ websites, see how many speakers they have on there. And where do you think you fit in and why are you different than all the other speakers that are on there? And things like that. Speakers bureaus they’re not really selling speakers, they’re servicing clients. There’s a huge difference, and so as speaker, you need to find your lane, you need to know who you are, where you fit in, where on a bureau they’re going to want to highlight you and work with you. And, as I said, what makes you different than anyone else? And that’s, to me, the differentiating factor is huge because there is so much competition in any one of those topic areas on any one of those speakers bureaus’ websites. Topic of business, are you kidding? There’s hundreds in that. So, I do think that speakers have this false impression that they’re going to get more business; speakers have to get themselves the business, and that’s the bottom line. They have to start there.

Taylorr: You heard it, folks. 

Austin: Everybody listen to that a few times over.

Taylorr: I’m just going to use this snippet over and over again in our coaching. I’m just going to replay that over and over and over again.

Austin: That’s a good idea. Well, it makes sense, right? You have to help yourself before somebody else is going to be able to help.

Diane: And I do think that if a speaker gets listed with a bureau, and getting listed with a bureau, in many ways, doesn’t mean a whole lot necessarily, it does in some ways, but doesn’t mean you just stop doing what you were doing the day before. As you said, hustle, you have to be out there, you have to be writing articles, you have to be blogging, you have to be out in your community, you have to be whatever to keep your name out there, get those referrals, get the buzz going about you. That’s how you become a successful speaker, you don’t do it by sitting back and waiting for the speakers bureau to call you. Not going to happen.

Austin: Well, how is the speakers bureau even going to know you exist if you don’t go out and make some noise, I guess you could go pursue them. What’s your take on that? Would you ever consider a speaker that approached you rather than you discovering them through their organic effort?

Diane: Oh, sure. No, definitely, and I’ve given that a lot of thought because I thought we’d probably want to be talking about that a little bit. Oftentimes a client actually might call and say, I just went to a conference and I saw this phenomenal speaker, a no-name, meaning no-name, not being a celebrity type. Their content was great, delivery was great, if you don’t know them, you really should. That’s what you want happening. And getting a referral from a speaker who has been well received by bureaus and whatever, if that type of speaker takes you under their wing, so to speak, and really feels you’re ready or feels you have the potential to really make that movement. If a speaker calls and says, Diane, I know you’re inundated with speakers, blah, blah, but honestly, if you’d give him or her five minutes of your time, I just would like you to at least meet them. And I’m always happy to, if it’s someone I respect and they’re telling me someone else, is that good, I respect that too. So, I’ve been approached many, many times over the years, of course, by speakers directly, and I just ask a few good questions and I know right away whether or not that’s someone I want to work with. And if they can’t tell me why they’re different than someone else, if they don’t even know what their expertise is, if they can’t tell me why they’re an expert in something, I know right away whether or not they’re ready or ever will be ready. That’s the other thing, too, I think there’s a lot of, unfortunately, false expectations that they are going to make it to that next level or whatever. And oftentimes they’re not, so back to some of the things we talked about in the beginning, don’t give up that day job so fast.

Austin: Yeah. Make sure you know what you’re doing, right?

Diane: You have to really, really be able to know that you’re on that kind of trajectory to be able to sustain making a living. It’s not that easy. There’s tons of business out there, for sure, there definitely is, but it’s also a lot of competition.

Austin: Yeah. I think this industry suffers from this overnight success sort of thing, where all of a sudden Brené Brown is everywhere or Mel Robbins or insert other extremely successful speakers name here, and there’s this. And I don’t know if people even are intentionally thinking about this or not, or if they just see it happen, and think that somehow it’ll happen to them too, but you can’t bet on that, it’s a business, at the end of the day, it’s a business, and the only way start a business is by working…hard…for a while.

Diane: Right. You need a marketing plan, you need a business plan, it’s a business like any other business and how are you going to get from point a to point B? Absolutely. I agree with you a hundred percent. The other thing too, is I think there’s a perception that you can make a lot of money real quick as a speaker, and for speakers starting out, or have only been speaking for a few years and really don’t have the kind of track record that they really want to have before they approach a bureau or a management company or anything else.

Taylorr: Well, Hey, I want to tie back to something about the bureaus because I think really understanding, you made a point earlier that bureaus are not selling speakers, they’re servicing clients and I just wanted to round back to that and I have an additional question to follow up with this. But really  understanding at its core what a bureau is doing, they’re servicing clients who need the trust of a bureau to send a speaker in because if you think about an event planner or a company hiring somebody, there’s a lot of risk just hiring a speaker off the street, who’s claiming to have it put together. A bureau can help mitigate that risk and make sure that they’re hiring the right speakers for their events, and so what that means is if you’re not in a position yourself as a speaker to sell yourself regularly at a decent fee, differentiate yourself, and know what your lane is, how in the world is a bureau going to position you otherwise. Because as a bureau, you need to know what they do so you can say, oh, yeah, I have this client, they’d be a great fit for this; you have to be able to bridge that gap and without really knowing where your lane is, it’s impossible.

Diane: So, really a really matchmaker.?

Taylorr: Yeah, a matchmaker, right?

Diane: Absolutely. That’s really what bureaus do.

Taylorr: Yeah, for sure. And so, on that note, so we’ve talked about bureaus a lot. So, speaker management companies, I think this is something that’s come up more and more and more, especially in the time that Speaker Flow has been in existence and I think you alluded to this in your timeline that you painted for us earlier. So, can you help us understand, what is a speaker management company and how is it different than a bureau?

Diane: Okay. So, a speaker management company basically is like a back office to a speaker. So, we do all the contracts, we do some marketing, we do some helping them build their business, we take care of all the logistics, they can go and speak, do all the things they need to do and we handle all the backend office stuff for them. So, do we promote them? Of course, we promote them. We’re constantly doing that, but we are not, I say to speakers and I think every other management company will say the same thing. We are not sales people, we are not your sales team, we are not going to be cold-calling or any of that. We’re going to support you, we’re going to collaborate with you, we’re going to really work closely together with messaging and all of that, that’s what we do. Where a bureau is, as I said, working for the clients, so they have hundreds of speakers they work with usually, that they can tap into; so it’s a different model, we’re all looking to get business and service clients. With the speakers that I work with, I know where they fit and I’m not going to put them someplace that they don’t fit, and a speaker should never go someplace that they’re not a hundred percent sure they belong there. Don’t say, yes, just because you need the money.

Austin: Yeah.

Diane: Right. You want to give a good presentation, you want people to leave that room saying, wow, that was powerful, I really learned a lot from that. So, I think that’s the mistake sometimes some speakers make is that it’s about just getting that booking, getting that booking. It has to be the right booking because that’s how you’re going to build your reputation, that’s how you’re going to get the internal referrals, and it’s a slow process sometimes; that’s the other thing I think that speakers have this expectation that once they get out there it’s just going to explode. It doesn’t happen so, so quickly, and I think I remembered what I was going to say, and it ties-in to this is that speakers want to raise their fee after three months. Okay, time to raise my fee. I’ve had speakers call and say, okay, I’m going from 10 to 15. Oh, okay, why? Did you come out with a new book? No, I just think that’s what I should do. Okay, well, I’m not putting you out at 15, so good luck. If there’s a reason and there are absolutely times you raise your fee, we all want to do that and there’s the right time and the wrong time. That’s the wrong reason to raise a fee. You’re going to know when it’s time to raise your fee, when you’re so busy you just need to, that’s the time. But anyway, so I hope, did I clarify? There’s a little distinction.

Perfect. Yeah. So, I love to work with speakers, bureaus. I want them to be promoting my speakers. Of course I do. But my job is to make sure they know where they fit, where that the best place for them to be marketing them would be. So, it’s all about transparency and honesty and knowing, again, really knowing who you are as a speaker and where your value is

Taylorr: For sure. 

Austin: Which is a challenging thing. So, we can acknowledge that, all the people listening this, they’re like, ah, you can figure this out, I promise; sometimes it’s just about getting reps in, and I think that’s an indication of where somebody’s at in their business. Once you’ve done it enough, it’s like a puzzle, you just put enough of the pieces together and all of a sudden you get a look at a picture, even if it’s not a hundred percent complete yet, just don’t lose faith for those of you that are still on the journey of trying to sort that out. So, I know, gosh, I can’t believe that we’re already coming up on half-hour. One question, we talked a little bit about how it really depends on where you’re at in your business as to whether or not a bureau is a good fit for you. I assume that there’s an amount of that that’s true for speaker management companies as well, but it also sounds like anybody that is actually operating a speaking business. Meaning they have clients and there are contracts that are coming through and they probably could benefit from a speaker management company. So, do you find that there’s a good time for somebody to consider that?

Diane: Yeah. I think speakers don’t want to approach a bureau unless they’re really doing at least 20 to 30 engagements a year. 

Taylorr: That’s a good number.

Diane: I think that’s just me saying that, other bureaus may feel differently. But I always would ask those questions unless someone was really, Brené Brown, if she came to me and said, um, I’m not going to turn her away. You know what I’m saying?

Taylorr: Yeah. There’s a limit.

Diane: if it’s your average speaker who is a good speaker and has a book and has great marketing materials and everything else, they just need to already be speaking and have a reputation. I do a lot of vetting, I will tell you that, and I think any reputable bureau management company client even, is going to do some good vetting. So, you want to make sure everything is current, you want to make sure that everything that you’re saying about yourself is truthful. Believe me, I’ve had situations along the way where, just isn’t so, and it’s a terrible thing when something like that happens, where a speaker gave credentials that were not true or whatever. It’s all about trust and honesty, you started out saying that, Taylorr, trust is huge. We have to trust each other and believe in each other and help each other, that’s what we do.

Taylorr: Yeah. For sure. 

Austin: I love that. 

Taylorr: So, much truth in that. So, Diane, one last question for you. If someone is looking to get on this journey, let’s say somebody’s listening because we’ve talked about the people who might be a little earlier on in the journey listening. Let’s talk to the folks who are kind of in that spot, where they’re kind of in that upper teens, 20, 30-ish kind of gigs per year book, they’re feeling like, wow, this is a lot to manage, I feel I’m getting some traction, I feel now might be a decent time to approach a bureau or a management company. What advice do you have for them to start that process of reaching out or building a relationship? Is there a really good way you like to see that happen?

Diane: Yes. I think they can reach out if they feel that confident and good, that’s fine. Just a nice easy-going kind of introduction, this is who I am and this is what I’m about. I would love to.

Taylorr: Not the whole life story?

Diane: Yeah. I would just like 15 minutes of your time kind of thing. Just respectfully, we always respect each other’s time, it’s insane. So, there’s nothing wrong with doing that, someone will respond not interested or we’re not taking anyone on or whatever, or sure, let’s find some time. Just a simple, this is where I am and I’d like to just have a conversation; there’s nothing wrong with that. And again, as I said, if you know someone else that can introduce you, that’s beautiful, that’s going to at least get you a conversation, I think. And, obviously, as I said, if they’ve spoken to a client who has a relationship with a bureau; ask them, would you mind letting them know about me because I’d love to work with them too? So, it’s just about being true to yourself, who you are. Don’t be pushy, you know what I mean, I don’t even need to say the words.

Taylorr: Yeah. Oh, man, I love that you gave that simple advice

Diane: Now we’ll get to no phone calls and no relationship.

Taylorr: No phone calls. Yeah. It’s so funny. So many times people have been like, yeah, I’ve tried reaching out to bureaus and just no one’s responding to me. And I was like, okay, well, let me see your email. And it’s just a Bible of information. Here’s my video, here’s my, all of the things. And it’s like, okay, well, it’s very promotional, can we just start off with being a human first? So, the fact that you just emphasized that it’s just being really authentic, just being a human, not being overly promotional, guys, it’s okay to put yourself out there, you don’t have to wait for everything to get attracted to you. Some things that will happen, but sometimes the law of attraction, that means you’re taking action at the same time, and so don’t be afraid to put yourself out there, as Diane said, if it’s going to be a fit, they’ll reach out, they’ll express interest and sometimes people say, no, that’s okay. That doesn’t mean it’s not worth it or you’re not ready yet.

Diane: We all deal with rejection.

Taylorr: We all deal with rejection.

Diane: We’re big people now, we know how to take it.

Taylorr: That’s right. Especially, being business owners, Diane, how much rejection do you think you’ve faced in life of running a business?

Diane: More than I would like, but enough.

Taylorr: Yeah, of course.

Diane: Make me humble.

Taylorr: That’s exactly right. Make you humble.

Austin: More than I would like, but enough to make me humble.

Taylorr: Oh, that’s a great phrase.

Austin: That’s a great line right there.

Taylorr: What a golden nugget there. Diane, what a powerful episode, I feel we could just talk for, as we indicated earlier, hours. 

Diane: Well, I think we need another episode. 

Taylorr: Yeah. Many, many episodes, I am sure. So, definitely leave us some comments below, folks, if you want to learn more from Diane. What is it you want to hear about? Leave a comment if you are watching the YouTube video. Diane? 

Diane: Yes.

Taylorr: So, if someone wants to learn more about all the things that you’re up to and your speaker management company, what’s the best way for them to reach out?

Diane: Well, my email address, it’s a long one, but it’s pretty simple to remember, it’s just [email protected] That’s probably the best way, I do respond to emails and they can certainly call me. My phone is (860) 849-1914, I do return phone calls and I love to talk with people, I love people, I love this industry that we’re all in. I just think we’re all in it together and if I can help people along the way, I’m certainly happy to do that and really have enjoyed getting to know both of you very much. Really, this has been delightful.

Taylorr: Yeah. What a great conversation. Rest in peace, your phone number by the way, so I hope that as well. Thank you so much for sharing it with us. Diane, this has been amazing.

Diane: It’s on the website. 

Taylorr: It’s on the website anyway. 

Diane: If they have a phone they’re going to find it anyway. 

Taylorr: So, someone’s going to find it regardless isn’t that right? Yeah, for sure. Well, guys, Hey, if you liked this episode, don’t forget to rate it, like it, subscribe to it, and if you want more awesome resources like this, go to speakerflow.com/resources. Thank you so much for chiming in. I just wanted to take a second to thank our sponsor, Auxbus. Auxbus is the all-in-one suite of tools you need to run your podcast, and it’s actually what we run here at SpeakerFlow for Technically Speaking. It makes planning podcast simple, it makes recording podcasts simple, it even makes publishing podcasts to the masses simple and quite honestly, Technically Speaking, wouldn’t be up as soon as it is without Auxbus. Thank you so much Auxbus, and if you are interested in checking Auxbus out, whether you’re starting a podcast or you have one currently, get our special offer auxbus.com/speakerflow, or click the link below in our show notes.

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