Speak at Colleges FREE Manual

Victor Gonzalez, © 2005 www.thelogicofsuccess.
com
INDEX
This Program is NOT a Get Rich Quick scheme, but a real plan for speakers and
trainers with a real desire to earn a six-figure income.
Are You Serious About Making A Six-Figure Income?

The Story Behind “The 6 Figure Plan (6FH) For Speakers”
Goals For Making $100,000 In The College Market
Strategy Tip #1: Key To Building Any Business
The Guiding Philosophy For Writing This Manual
Strategy Tip #2: Using The Margins
Part I: The College Market

How The College Money Flows
Strategy Tip #3: On Campus Activities
Starting Out And Getting Booked
Strategy Tip #4: Organizations That Book
National Association Of Campus Activity
Strategy Tip #5: Know The Program Coordinator
Strategy Tip #6: The Crown Jewel Of Speaking
Association For The Promotion Of Campus Activities
Strategy Tip #7: First Come, First Served
Strategy Tip #8: Filming Your Best 20 Minutes
Strategy Tip #9: Getting Booked In Canada
The Revenue Model
The Six-Figure Revenue Model For Colleges: Do Some Numbers
Strategy Tip #10: Setting The Bar
Booking In Blocks: The Silver Lining
Strategy Tip #11: Workshop Options
The Roadmap To The College Market
The Starting Point: Membership
Region Submission Considerations For Speakers
The Price Of Showcasing
Showcasing Do’s And Don’ts
Which Colleges To Go After
Understanding The Marketplace: Where Bookings Occur
Strategy Tip: #12: TV/VCR And DVD/PC Options
Strategy Tip #13: The Sweetest Tip – A Great Booth Attraction
Strategy Tip #14: Showcasing Reality
Two Key Questions To Joining
Strategy Tip #15: Marketing, Marketing and Marketing
How The Selection Process Works
Strategy Tip #16: Submitting VHS Tapes
Strategy Tip #17: Big No-No
Showcase Alternatives: Workshops Or Ed Sessions
Strategy Tip #18: Handout Contents
Part II: Pieces Of The Puzzle For Success

Putting The Showcase Package Together
Starting Point: Inventory
Choosing Your Topic
Four Techniques To Help You Choose Your Topic
Choosing A Great Program Title
Creating Catch Titles For Your Topic
Strategy Tip #19: Deceptive Titles
2 www.speakatcolleges.com
Victor Gonzalez, © 2005
Profile: Russell H. Conwell
The Best Fear Of Speaking Cure
Where To Learn To Speak
Profile: Randy Haveson
Questions To Ask When Choosing A Program
Profile: Mike Domitrz, “Can I Kiss You?”
The Showcase Submission Cornerstone
Strategy Tip #20: The Video
Strategy Tip #21: Do Not Submit This
Editing Your Copy And Material
9 Simple Steps To Having Your Own Website For Less Than $30
Strategy Tip #22: Best Name Investment
The College Advantage Of Owning A Website
Ideas For Posting Information On Your Website
Two Strategies To Boost College Book Sales
Boosting Strategy #1: Include Books
Boosting Strategy #2: Email Pre-announcement Campaign
Strategy Tip #23: Have Credit Card Access
Products To Sell At Colleges: Organizing Your First Book
Publish Or Perish – Myth Or Fact
Getting Great Photos
Publish A Book In 30 Days
Two Great Ways To Publish Quickly And Start Generating Revenue When Speaking
Technique 1: Collaborative Book
Technique 2: Mini-Book
How To Protect eBooks
How To Use eBooks To Drive Traffic
Getting Students To Your Website To Increase Bookings
Strategy Tip #24: What To Hand Out
Setting Up Your Mailbox Suite For Business
The Business Card That Sells
What To Put On The Back Of A Business Card
Where To Get Free Business Cards
The 30-Second Commercial
Save Money On Brochures
The Cost Of Mailing Brochures
The Brochure Alternative To Save Money
Postcards: Another Alternative For The College Market
How To Do Postcard Marketing Without Going Broke
Promotional Item Tips
Finding Your Brand!
Alternatives To Promotional Items
Get Testimonials
Strategies To Build Your College Email List
Booking Agents In College Markets
Appendix A: Booking Agent Sample Agreement

Appendix B: List Of Organizations That Book Education Speakers
Appendix C: Resources For Building Your Six-Figure Income
Appendix D: FREE Sample Speaking Contract (downloadable)
Final Words
Are You Serious About Making A Six-Figure
Income?
Victor Gonzalez retired at 38 years of age. He now helps people

understand how they too can earn a six-figure income and begin to plan
for the day that they will be able to walk away and follow their passion.
His students are making money because he shows them how it IS possible.
By the time you’re done with his course, you won’t be motivated by words
or cute stories. You WILL be motivated because he will teach you how to
execute your own six-figure income plan. The mission of the manual is to
help everyone who goes through the program achieve their financial goals.
Victor’s experience in business and creating successful companies has

provided the necessary elements to form the foundation of this program.
As President of Global Sales and Marketing for New World Network, he
was responsible for growing their revenues from $1M to $36M in six
months. He was tasked with building a global sales force, establishing
contract agreements, developing financial pricing models, and in charge of
developing the corporate brand and marketing the company’s services for
worldwide acceptance.
Prior to becoming President, he was Vice President of International Sales

in a Fortune 500, $3B corporation at the time. Within two and one-half
years, he grew one of their struggling business units from $14M to $98M
in annual revenue. During that time period, his cumulative sales totals
were $162M. He was selected from over 500 managers to join the
President’s Advisory Council in 1999 and 2000 for excellence in sales and
management. He has conducted business in Europe, Asia, Latin America,
The Caribbean, South Africa and The Middle East.
As a speaker he has won numerous speaking awards at district, state and

international levels. His ability to communicate and present complex
concepts is the underpinning of his success and continues today.
Victor has a Bachelor of Science in Electrical Engineering (BSEE) from

Illinois Institute of Technology in Chicago and a Master’s degree in
Business Administration (MBA) from Cardinal Stritch University in
Wisconsin. Victor is a sought after professional trainer helping businesses
align their strengths with their products in order to produce a consistent
message to the market and an effective sales and marketing strategy. He
has written two books. The Corporate Inferno is a philosophical treatise on
ethics in business. His second book, The Logic of Success, is about the
‘logic’ of why some people fail and others succeed.
The Story Behind “The 6 Figure Plan
(6FP) For Speakers”
Like many speakers, I started

out by joining my local
Toastmasters club, a speaking
organization. I enjoyed
Toastmasters and the
opportunity to learn more
about this thing we call public
speaking.
I was a pretty good speaker starting out. By my second year, I

was competing at the area and district levels with much success.
I never viewed myself as a speaker who was ready to take on
the world. I felt I had a lot to learn and stayed in corporate
America for a while.
About two years ago, I decided to finally go after the dream and
become a speaker. I felt comfortable because I had earned my
credentials in the business world, and I now looked forward to
sharing this valuable knowledge with an audience.
But the more I got into the speaking business, the more I started
to notice the disparity between what I thought and the realities
of the speaking business. Isn’t it funny how things aren’t
always as they appear? When I came into the speaking
business, I had my head screwed on backwards.
My first inkling that the speaker’s market was not as I imagined

was when I began attending Toastmasters again after taking off
many years to ‘build my career.’ When I returned to speaking,
I began to analyze things more closely and asked more probing
questions about the speaking business. I wanted to know who
was making how much and how they were doing it.
This line of questioning garnered some unusual behavior from

speakers. I could only classify their reactions to my inquiries as
‘obfuscation’ (i.e., not very clear). It seemed as though no one
was willing to share with me how well they were doing in the
speaking business (i.e., how much money they were making).
I then decided to start attending the meetings of the regional

speakers organization. I attended many of these meetings, but
I was still not able to crack the ‘income code.’ How much were
these guys really making and how were they doing it?
It became apparent to me that 5% of the speakers were

actually making a good living speaking full-time.
I started hanging around these speakers (the 5 “percenters”) and

began to figure out what it was they were doing. The more
speakers I spoke with, the more I began to understand how
tough this business really is.
Most speakers chant the mantra, “Speak for free and then for
fee,” the philosophy being that if you speak often enough and
well enough, someone is bound to notice your existence and
hire you as a speaker.
I began questioning that line of thinking, especially when it

seemed that those preaching the mantra were not doing so hot
themselves, even though they had been at it for years.
I was faced with two options: 1) build slowly and hope for my
goal, or 2) simply accept the fact that you can’t make money
in this business. I opted for neither one.
Instead, I took the road less traveled. I started looking into the
college market. I started to uncover what many speakers are
totally clueless about. And those speakers who do know
won’t share the information.
Goals For Making $100,000 In The College Market
1) To shatter your self-limiting belief of how much money

you can make doing what you love. Yes, there is
‘financial happiness’ inside the speaking industry.
2) To give you a WORKABLE plan and the tools on how to

achieve your financial goals.
I’m hoping as you read through this plan you’ll convince

yourself that it is possible to make six figures in the college
market. Is it going to be easy? Of course not! If it were,
everyone would be in the college market and then no one would
make money, because competition would drive prices down.
What stops the prices from dropping in the college market?

Well, the students who book speakers only see a select few.
Who are those select few? People like yourself who will take
the initiative and go after the college market.
Many will doubt that you can make money in the college
market. They’ll call it a bunch of bulls**t and never try it out
for themselves. For your sake, be glad they think that way …
Less competition!
As you read this manual, keep in mind it is a business strategy

with many ‘moving’ parts. Each part or component is critical
to you achieving success in the college market. Failing to take
care of the details may not affect you in the short term, but the
long-term consequences could be detrimental.
Strategy Tip #1: The key to success in the college market is to

make sure you have the right pieces to begin building before
going after the business.
The worst thing that can happen is ‘opportunity’ comes your

way, but you are unprepared to take advantage of it because you
tried to shortcut your way to success.
Follow my instructions and guidance and you stand a greater
chance of hitting your financial goals. I know. I’ve been there!
The Guiding Philosophy For Writing This Manual
I hate get-rich-quick schemes and anything that smells like

them. This plan is for real speakers who have real dreams and
need a real plan on how to reach their financial goals doing
what they love.
The information in this program is scrutinized to the point

where I only included pertinent information that will help and
assist you. I’m short on the fluffy stuff and long on tips,
approaches, and resources.
I’ve put the material is a straightforward manner and included

stories and examples to drive home the point on how you, too,
can capitalize on the ideas presented here.
I’ve chosen to focus on writing for the sake of giving you

useful and complete information as opposed to writing in a
literary style. Why? Because I respect you, the reader, and
your reason for purchasing this plan. You want details. You
want the Nuts and Bolts on how to reach your Six-Figure Goal.
Am I right?
Like you, I’m more concerned about the information I write and
pass on to you than how well I sound. I didn’t write the manual
to sound intellectual. I wrote the plan as if it were a roadmap:
just the guidelines, signposts and major roads.
Strategy Tip #2: I’ve left a bigger margin on the right so you
can write notes as you go through the manual. Use them! You
will need to refer back to this manual from time to time. Like
good thoughts, moments of inspiration can come at any
moment.
This manual (or plan) is designed so that you can refer back to
it as you build your income streams. I’ve tried to outline
everything in the index at the beginning so that you will be able
to quickly find the resource you need at any given moment.
This manual is a roadmap for a trip you’re going to take. I will

show you the routes and side streets to help you get to your
financial destination.
But like any trip, you have to get in the car and drive. In other
words, you have to do it. You have to take action!
Let’s get going!
PART I
The
College Market
How The College Money Flows
Oh yeah! We all love to know how the money flows (I like the
rhyme). Well, it starts when tuition students pay to go to
college. The average student will pay $15,000 a year to go to
college. Obviously, depending on the size of the school, this
annual amount will vary. But the national average places
college tuition in the $15,000 range, so let’s go with that for
now.
Strategy Tip #3: A percentage of that money is set aside for

what are known as “On Campus Activities.” Get familiar with
this phrase. It is a very important phrase that you will hear and
it is also the source of college money that hires speakers.
I use the terms college and university synonymously and make

no distinction between the two. Even though universities may
be larger and have more students, it doesn’t follow that they
also have larger budgets. It really comes down to what
percentage of the college tuition is set aside for campus
activities by each college or university.
So, if a college has 1,000 students, then the total revenue

generated by the college is $15,000,000 ($15 million). From
this total, the college sets aside a percentage for on campus
activities. Let’s say it’s 2%. At 2%, the total budget for on
campus activities is $300,000 ($15,000,000 x .02), which
includes speakers, entertainment games (e.g., rock climbing on
campus), and a host of other activities.
Each college budget is divided into buckets of money. Let’s

say, for instance, this college has six buckets (six types of
activities) it wants to fund. It would probably divide the
$300,000 evenly, given each bucket of $50,000. The bucket
we’re concerned about here is the ‘Lecturer’s bucket’ – the
$50,000 assigned to bring in speakers.
With their $50,000 in hand, students who are part of their
campus organization must now decide how to spend that
money. It would be very inefficient if each college went out on
its own to try and find speakers. Students would also never be
allowed to fly all over the U.S. looking for speakers to bring on
campus.
This is where the two major booking organizations, NACA and

APCA, come into play.
Starting Out And Getting Booked
There are currently two major organizations that book

performers for colleges: 1) the National Association for
Campus Activities (NACA), www.naca.org, and 2) the
Association for the Promotion of Campus Activities (APCA),
www.apca.com.
Strategy Tip #4: I’ve included in Appendix B a list of other

organizations that will on occasion bring in speakers to their
campus.
Also, keep in mind that there are multiple organizations on

campus fighting over budget money to promote their ‘own’ on
campus events. This creates other opportunities to get booked
through different organizations on campus.
But make no mistake. NACA and APCA are the top dogs when
it comes to bringing in buyers who hire speakers. See
Appendix B for a complete list. As you review the list, try to
match your topic with the organization’s purpose. This will
determine your level of success with each organization.
Both NACA and APCA were created for the sole purpose of
bringing in acts to a central location so colleges from
surrounding states can come in and pick from the cream-of-the-
crop acts in the country.
Knowing which on campus organization to contact is only the

beginning of this booking journey. The challenge is knowing
how to score within these organizations in order to get speaking
gigs.
So, let’s begin by first discussing the two major organizations

and then talk strategy for getting booked.
National Association Of Campus Activity (www.naca.org)
The National Association of Campus Activity is a non-profit

organization that holds regional conferences where music
artists, performers, and other types of entertainment are allowed
to ‘showcase’ their talents in front of activities programmers for
colleges.
It’s incredible how many people are unaware of the huge

revenue potential in the college market. Here’s the deal. As
already discussed, every college has a budget it sets aside for
‘on campus activities.’ Some of these budgets can start out as
low as $5,000 while others actually surpass the $100,000 mark
just for booking specific acts, as I mentioned in the previous
section.
Once the budget is set, a select group of students along with a

full-time program coordinator (a.k.a., student activities
coordinator, activities director) go to the NACA showcase
event to select ‘acts’ they deem entertaining to bring on their
campus.
Strategy Tip #5: Let’s say a delegation from the University of

Miami attends. They send a delegation of, say, four student
government representatives and a program coordinator, who
basically supervises and approves the students’ selection.
Therefore, the person to really get to know (and target for

convincing) is the program coordinator (a.k.a., the buyer).
The great benefit of working within these organizations is the

possibility of getting booked, not only around your city, but
outside your state and across the country. The road to speaking
success requires you to travel it, and NACA and APCA afford
you that possibility.
NACA is a national organization created to help colleges and
universities bring talent to campus for entertainment and
educational purposes. Again, if there were no organizations
coordinating these ‘talent searches,’ how would a college book
campus acts or know where to find them?
NACA fills a need by bringing together many colleges under

one auditorium and having acts (i.e., lecturers) perform, while
the students and the program coordinator kick back and enjoy
the lecturers as they parade in front of them in 20-minute
intervals.
The audience will be constantly evaluating the acts, and if they

like you, they will book you. More on this later.
NACA has gone ahead and broken the United States into seven
major regions (used to be 11 regions). Each region is made up
of several states. The regions are as follows:
Alaska, Hawaii, Washington, Oregon,
California, Nevada, Idaho, Arizona,
Utah, Colorado, New Mexico, west of
the 107th longitude (which roughly
parallels the Rocky Mountains) and
the Canadian Province of British
Colombia
Montana, Wyoming, Wisconsin, the

Upper Peninsula of Michigan,
Nebraska, Iowa, Minnesota, North
Dakota, South Dakota, and the
Canadian Provinces of Alberta,
Saskatchewan, Manitoba, and
western Ontario
Michigan, Indiana, Ohio, West

Virginia, Kentucky, and Illinois
Virginia (south of metro Washington
DC), North Carolina, South Carolina,
Georgia, Florida, Alabama,
Tennessee, Mississippi, and US &
British Virgin Islands
New York, Pennsylvania, New Jersey,
Delaware, Maryland, Washington DC
(and the surrounding metro area),
and the Canadian Province of eastern
Ontario
Maine, New Hampshire, Vermont,
Massachusetts, Rhode Island,
Connecticut, and the Canadian
Provinces of New Brunswick and
Quebec
Colorado and New Mexico east of the
107th longitude (which roughly
parallels the Rocky Mountains),
Kansas, Oklahoma, Missouri, Texas,
Arkansas, and Louisiana
A Regional Show is held where colleges from that particular
region gather to ‘buy’ talent to bring to their campus (i.e.,
speakers, artists, etc.).
Once a year, they hold a “NATIONAL” conference where ALL

colleges are invited regardless of what region they belong to.
Depending on the region you’re in, you can have anywhere

from fifty to a few hundred colleges attending these
conferences.
At the National conference, the numbers of attending colleges

are in the hundreds.
This tip is so crucial, which is why I gave it a page all to itself.
Strategy Tip #6: The National conference is the ‘crown

jewel’ for showcasing your act. If there is one place where you
want to be selected to showcase as a speaker, this is it.
The competition for the showcase slots are tough, but later on
I’ll show you some of the ‘small things’ you can do to better
your chances of landing a showcase.
Association For The Promotion Of Campus Activities
(www.apca.com)
APCA is a similar organization with a more open and inviting

format than NACA. If you want to get started in the college
market, I recommend joining APCA before NACA. APCA
has two events per year but continues to expand. (READ
AGAIN… I don’t want you to miss the importance of this
paragraph and statement).
APCA is what the minor leagues are to major league baseball.

It is a great place to hone your skills in front of a college
audience AND it’s easier to get into.
The number of colleges that attend is about one-third of what

you would find at NACA (but the numbers continue to grow).
Nonetheless, their informal format and relaxed environment
contribute to a more familial organization, great for nurturing
new talent before moving into NACA.
Strategy Tip #7: Another great advantage of APCA is that

showcase opportunities are NOT selected by committees or a
raffle system. They are awarded on a first come, first served
basis.
READ THE ABOVE AGAIN!
This first come, first served format is a great advantage to the

speaker if you’re just starting out and DON’T have a great
video.
READ THE ABOVE AGAIN!
Strategy Tip #8: Getting into a showcase will allow you the
opportunity to film your best 20 minutes in front of a live
audience, which you can then edit down to a 3-5 minute video
demo tape. Don’t get cheap here. If you have to spend a few
hundred dollars to get a professional videographer, do it!
Joining APCA is also a little cheaper compared to NACA.
Finally, NACA is very bureaucratic, where APCA has an

informal philosophy (i.e., they are more forgiving and
supportive in helping you get known).
Strategy Tip #9: There is another campus activity

organization out of Canada called COCA, Canadian
Organization of Campus Activities. They can be found at
www.coca.org.
I have never attended their conferences, due to the fact that all
the bookings would most likely be in Canada and I currently
live in Miami, FL. And hey, that would be a lot of flying over
some distance, especially if I got a booking in Vancouver!
COCA is similar in style to APCA and reasonably priced. If

you live in the North, or simply don’t mind traveling back and
forth internationally, check ‘em out.
The Revenue Model
O.K. Before I go any further on describing how to get hooked

up in NACA and APCA, let’s look at the potential.
I have a firm belief that people will only read and absorb
information when there is a great enough “Why.” In other
words, I want to give you a great enough “Why” so you can
focus in on what is in this manual.
Okay, nuts and bolts time. Let me give you some numbers to
roll around in your head, and then we can get to how you can
achieve those numbers. Cool!
The Six-Figure Revenue Model: Do Some Numbers
1. The average speaker gets $2,500 per gig plus paid

expenses. It could be a bit more, but from my
experience, $2,500 seems to be the ceiling unless you’re
really, really good. There was one speaker who was so
popular, he was able to jack his price up to $3,400 per
talk plus expenses. But this is more of an exception
than the rule, and I don’t want to exaggerate the reality of
the situation. I just wanted you to know you can go
beyond this price point if you ‘connect’ with the college
audience, so I’ll use $2,500 to be conservative.
2. Let’s assume you sell 25 books per gig at $10 a piece.

Later on I’m going to share with you a strategy that will
allow you to triple, if not quadruple, this number.
3. Let’s assume you sell 10 T-shirts per gig at $15 a piece.

Again, I’ll show you a technique later that will allow you
to bump this number up. A T-shirt can be a cool saying
or something that represents you. I used a T-shirt with
the following: “Ain’t Nut’n 2 it, But Ta Do it.” At one
conference I got rid of 100 in one day.
Let’s add up the numbers so far:
$ 2,500 1 Gig
$ 250 Book Sales (25 x $10)
$ 150 T-shirts (15 x $10)
$ 2,900 Total per Gig
Remember, your expenses (mileage, hotel) are paid for. So

let’s run some “what if” scenarios of the possibilities:
Gigs Total per Gig Total
10 $2,900 $29,000
20 $2,900 $58,000
30 $2,900 $87,000
40 $2,900 $116,000
50 $2,900 $145,000
60 $2,900 $174,000
Let’s say in the first year you got 20 gigs. Would you be cool
with making $58,000? I know a lot of speakers who lecture all
year at associations and clubs and still don’t come close to that
number.
I want you to pick a starting point of where you’d like to be in

terms of revenue. As you become better known, your number
of gigs will increase. And proportionately, as your popularity
grows, so will your ability to bump up your performance and
sell more merchandise.
Strategy Tip #10: The reason I want you to pick a figure is

that I need you to have a goal, a target that you want to hit. The
number of gigs I want is________ so I can make $ ________.
As you look at the numbers in the above table, keep in mind

that you can adjust these numbers and get a sense of what your
revenue potential could be like.
 You may be able to get more then $2,500 per speech.
 You may be able to sell more then 25 books per gig. A

lot depends on how well the event was promoted on
campus. The more people show up, the better those book
sales numbers look.
 The same holds true for T-shirt sales.

You now know the revenue model for how other speakers are
making money in the college market.
Booking In Blocks: The Silver Lining
Another scenario that can boost your revenues is when colleges

decide to book you in blocks. There may be several schools in
the same general area that decide they want to bring you to their
campus. In other words, the schools want to string a few dates
together in exchange for a better deal.
So let’s say your speaker’s fee is $2,500 a gig and three schools
within a certain area (e.g., same state or nearby state) want you
‘bad’ (an enviable position to be in). Those schools then co-
operate (form a co-op) to bring you to their campus. The
advantage for them is that they get a better price from the
speaker and also reduce cost by sharing the travel expenses with
the other schools. The advantage to you, the speaker, is that
you are then guaranteed several dates within a 3 to 7 day
period.
Here are typical gig/pricing scenarios that could play out.
 Isolated date: $2,500
 3 of 5 (3 gigs in 5 days or less): $2,200
In the first scenario, you would only speak once and get paid
$2,500. Not bad.
In the second scenario, three schools that want you to speak at

their schools have all agreed to each pay you $2,200. That’s a
total of $6,600 for 3 gigs in 5 days or less. The colleges
negotiate amongst themselves on how they will split the travel
costs (and in some cases hotel expenses, if you do two different
college gigs in one day).
This is a win-win scenario. The colleges get better pricing and
you, the speaker, get more money in a shorter period of time.
In the third scenario, five schools in a given area want you to

play at their respective colleges. The total to you is $8,500
($1,700 x 5) in less than 7 days. (This rarely happens, but we
can only hope! )
There are many different combinations that can play themselves

out. The above are just a few possibilities. Sometimes a school
will want to book you twice in one year and once for the next
year, creating their own 3-date block.
Strategy Tip #11: Workshops are another way of earning

extra money. I have a keynote speech that most colleges hire
me to give, but I also do several workshops (see
www.hispanicsuccess.com).
I typically add another $250-$500 per workshop on to the same

day as my keynote.
If colleges want me to stay over another night to do workshops,

I then charge them anywhere from $500 - $1,000 and they also
have to cover my hotel charge for the extra night.
By the way, I hope you’re starting to get it. If you’ve never

heard of any other speakers talk about the college market,
you now know why. Why would they want to share the
information with you and invite more competition? (!)
Roadmap To The College Market
Someone once said that achieving success is really simple once

you’ve figured out two things:
1. What you want to do
2. And the price you’re willing to pay
I’ll assume you love speaking, so you’ve figured out the first
one already.
Now, let’s test your resolve in achieving your goal. Let’s see if
you’re willing to go the distance and willing to pay the price
for success.
The Starting Point: Membership
In order to submit or be considered for a regional (or national)

conference, you must first become a member.
“You gotta pay if you wanna play.”
You can approach this from two angles: Regional membership

or National membership.
 Regional membership means you only apply for a

specific region or regions.
 A “full” membership allows you to participate in all of

the regions, including the National Conference.
The membership fee for regional members is $290, also called

an associate membership. Or you can become a full associate
and pay $540 once and then be able to submit to ALL the
regions. (Please check the websites for current pricing:
www.naca.org and www.apca.com.)
Region Submission Considerations For Speakers
If you don’t know how many regions you’d like to participate

in, please consider the following:
1) Some speakers live on the West Coast and are not too
fond of having to do gigs on the East Coast.
2) If adverse to a lot of travel (i.e., don’t like it), you may

just want to submit for showcases in a nearby region
only. For example, if you’re on the West Coast, you may
only want to participate in nearby regions (e.g., Central
and Mid-America) for showcases. Again, check the map
at www.naca.org to see what regions are of interest to
you.
3) Colleges WILL pay for a speaker’s airline fare and a

night at a good hotel. Most colleges budget around
$500-$800 for room, board and travel per speaker.
The paperwork for NACA is A LOT. I DO NOT exaggerate

here. APCA is a little more lenient with the paperwork.
For each region, you will be required to send in 5-7 copies of

about five forms.
For each region you will also have to submit several sets of
your Press Kit, along with 2-3 videos/CDs of your speaking
performance.
The Price Of Showcasing
Speakers are required to submit an application for ‘showcases.’

A showcase is where you’re allowed 20 minutes to speak in
front of 50 plus colleges. Depending on the program, colleges
may book anywhere from 25-50 acts, more or less.
Part of the application process is to submit your pricing (again,

a speaker’s fee can range anywhere from $1,500 - $3,500 per
gig on campus), travel budget, and stage requirements (wireless
microphone, CD player, etc.).
EXAMPLE:
 Isolated date: $2,500

 Travel: 1 free hotel night, $500 airfare
If your message resonates with the college ‘buyers,’ they will

then ask you to come on their campus by having you sign a
contract (either there at the NACA conference), or by following
up via phone to discuss terms.
If you’re a beginner and have yet to refine your speaking, start

low at around $1,500 per speaking gig.
Events colleges usually book for include:
a) Orientation
b) Special event
c) Graduation
d) Career Day
When you submit your showcase application to a region, a
panel of students then reviews those submissions. Depending
on the region, you can have as many as 200 submissions for a
single region (i.e., lots of competition for those slots).
So, the key to getting gigs in the college market is to have a

great ‘press kit.’ We’ll talk about the elements of the Press Kit
used to get a showcase a little later.
If you get chosen for a showcase, you will be required to pay an

additional $200 for the privilege of being selected.
Let’s roll up the NACA numbers at this point so you can get an
idea of what it’s going to cost you. APCA is similar in
structure but less expensive (see www.apca.com for details).
NACA Regional (see details at www.naca.org)
Membership $290 One time Annual Fee
For each member who wants to

Delegate attend the marketplace for all 3
~ $150 days.
3-Day Pass
(An alternative is to only pay $65 for a single
day pass)
This is a 6’x10’ booth space

Booth ~ $200 setup in the marketplace where
you get to meet student buyers
Total ~ $640
Fee is Paid When Selected

Showcase ~ $200 bringing your total investment
to $ 840.00
Now let’s get to your burning question, “Is it worth paying
$840 just to get an opportunity to showcase in a region?” The
answer, “Hell Yes!” Go back and look at the potential revenue
you can make.
If you showcase, and you’re ‘decent’ (not great, just good), you
should at a minimum get 1-2 gigs, which translates into $5,000
(2 x $2,500) for the speaker. A good ‘regional’ showcase
should get you 5-15 gigs. Do the numbers.
NOTE: If you showcased and you only got ONE gig, you
REALLY need to rethink your material and/or your speaking
ability. See next page for tips.
Showcasing Do’s And Don’ts
10 Do’s And Don’ts To Getting Booked
1. No Profanity, sexual innuendos, or any of the like. I

can’t stress this enough. Students will not book a
speaker that may be controversial back on campus.
2. You need an opening that draws the crowd in

immediately. One tip I KNOW WORKS is to have
the audience participate early on. This creates an
immediate bond with the crowd.
3. Make sure college students can relate. They want to

know how your talk is going to help them TODAY.
Don’t preach! And DON’T call them kids…bad,
bad, bad word in the college market.
4. Don’t use tired material. You know, a lot of rah, rah

stuff that students have heard from other speakers.
5. Use stories with a point. Create a ‘mix’ of stories

that flow and have one singular message.
6. Issue oriented topics do extremely well in colleges

(sexual awareness, drugs, etc.).
7. Have some giveaways for the audience.
8. Tell them who you are and remind them how to

contact you, once at the beginning, in the middle,
and at the end of your talk.
9. If you can work it in, bring one student (or a few) on

stage to help with a tune or exercise.
And last but surely not least,
10. Interaction, Interaction and more Interaction. You
HAVE to work things into your presentation that
will allow the crowd to interact.
Students who are looking to book you are ‘envisioning’ you at

their campus. They are trying to visualize how their colleagues
back on campus will respond to you. If you can convince them
you are an ENERGETIC, INTERACTIVE and just a cool
speaker to have, you WILL GET BOOKED.
Which Colleges To Go After
As a member of NACA or APCA, you will have access to a

report that details which colleges book your type of act
(speaker), AND how big their budgets are.
This information allows you to focus in on those schools with a

higher probability of bringing you on their campus.
Applications for showcases are usually due 4-6 months in

advance depending on the region. There are strict rules on
application deadlines, so make sure you get them in on time
once you decide which one to participate in.
Understanding The Marketplace: Where Bookings Occur
Showcases run for about two hours with acts being switched in
every twenty minutes. After two hours of viewing showcasing
acts, the organizations hold a Marketplace (an exhibit area).
The exhibit hall, or marketplace, is where speakers and agents
alike have the opportunity to set up a booth and meet with
student buyers who will be walking around checking out acts
that may not be showcasing.
Each speaker must purchase a booth space in order to

participate in the regional conference. The typical price for the
booth area (6’x10’) is around $200 (part of the $840). Again,
check the website for the latest information.
Strategy Tip #12: Many speakers attending the marketplace

set up a TV/VCR to show off their videos. As students pass by,
they are invited to listen and watch. A PC with a DVD or
MPEG file playing is just as good. Just have a few headphones
set up. RadioShack sells 1x2 or 1x3 headphone plugs for your
computer so you can use multiple headphones.
The marketplace is a great way of getting to know students on a
one-on-one basis. Depending on the region, this could be
overwhelming. Sometimes the number of students attending
gets into the thousands; some schools send 4-7 delegates to
these events. This is great for you! The more people, the better
your chances of connecting.
Strategy Tip #13: You might laugh at this one like I did when
someone first told me, but here it is. In your booth at the
marketplace, have LOTS of great, choice candy. Trust me on
this one. At my first event I didn’t have anything to give out.
My booth neighbor who’s been selling campus promotional

items for the last 10 years, I believe, was feeling a little sorry
for me. She said, “Tomorrow bring a dish with lots of candy
and watch how they’ll stop by.” The next day with dish and
candy in the booth, it was like day and night. Don’t forget the
candy, especially if you can’t afford to give away promotional
items.
You may laugh at this tip now, but you will thank me down the
road.
The marketplace is usually opened before and/or after a

showcase. Each showcase runs about two hours long and then
the students go to the marketplace. The marketplace is closed
during showcases, because the idea is to have ALL the students
inside the showcase auditorium to view the acts. Remember, be
on the lookout for the ultimate decision makers, who usually
wear a special ribbon on their name badge.
Strategy Tip #14: You CAN get bookings in the marketplace
even if you don’t have a showcase. But let’s keep it real. If
you showcase, you have 50 to 100+ schools checking you out
live, and if you do well, you will get booked.
I’m often asked, “If I don’t showcase, is it worth going? Will I

still get booked?” As all lawyers would answer this question,
“It depends.” It depends on how good your in-booth video is of
you as a speaker. It depends on your video’s quality as students
stop by to look and listen. And, it mostly depends on your
ability to talk (i.e., schmooze) with the students.
Here is my math: If I spend around $1,500 (estimated fees and

travel expense) to attend a regional conference and I get one gig
at $2,500, I’m $1,000 ahead. But more importantly, I’ve begun
to get exposure.
By hanging around the marketplace in your booth, you will get

a chance to show off your video to students. Remember, you’re
an unknown to them. Your job is to reassure them that if they
bring you to their campus, you won’t make them look bad.
Is it really worth it? Only if you’re serious about making it in

the college market!
Two Key Questions To Joining
1) Where do I begin: NACA or APCA?
2) What do we have to do to get booked?
Answers:
1) Either organization is a great starting point. I started at

the top, NACA. I’ll explain all the ‘little things’ I did to
get known quickly. But again, APCA is smaller and less
intimidating. If you are just starting out and want to take
it slow, I would go the APCA route. But if you’re
ready to ‘speak-n-roll,’ I WOULD DO BOTH APCA and
NACA, in that order. Remember, APCA
GUARANTEES you a showcase or your money back.
The key word in the college gig game is ‘showcase.’ He
(or she) who showcases and does well gets ‘mucho’ gigs.
2) What to do to get a SHOWCASE and/or booked is the

subject we are now going to dive into. Now that you
know the two major organizations that will help get you
booked, you now need to know how to position
yourself as ‘the speaker’ to book.
Strategy Tip #15: I want you to remember these three words:

MARKETING... MARKETING …MARKETING.
How The Selection Process Works: The Committee
Here’s a visual for you to keep in mind if you want to

understand how people choose Showcase candidates.
Think of a room with a large television with a DVD/CD or

VCR. Now, further imagine a committee review team
comprised of 5-7 students who each have a copy of your press
kit in front of them with your speaker’s information sitting in
front of the TV.
Strategy Tip #16: Submitting a VHS tape is still a standard

practice. Don’t assume that they’ll have a computer or DVD
player in the evaluation room. I ALWAYS submit a VHS tape.
As they watch your video, they are reviewing your material as

well.
The press kit can make a big difference in adding (or worse,
subtracting) from your video performance, which is why every
aspect of your press kit has to look professional.
As we continue, I will give you more cost-cutting techniques to

keep the expenses down but the image up.
Strategy Tip #17: Again, if you use profanity or any obscene

gestures/antics in your video, you can kiss a showcase
opportunity good-bye. A Big No-No!
Colleges are risk-averse, which means they will not book ANY
act that may cause on-campus discomfort or controversy.
Showcase Alternatives: Workshops Or Ed Sessions
What if you can’t get a showcase? Is there any other way of

“showcasing” your talents? YES… and NO.
Both the NACA and APCA have Educational Sessions (Ed

Sessions) for students who attend these events. NACA is strict
about NOT promoting yourself during an Ed Session. APCA,
on the other hand, is open and imposes no rules on promoting
yourself. APCA has just one guiding principle: “Don’t be rude
or annoying.” This is another reason I favor APCA over
NACA as a starting point for a speaker.
What are Ed Sessions? They’re break-out sessions for students

on a variety of topics: Diversity, Conflict Management,
Leadership, etc.
Will you get bookings from these Ed Sessions? Again, it

depends. If you are real good, students will ask you for more
info and take it under advisement to bring you in. It has
happened MANY times that a speaker who does an Ed Session
gets a booking. But, again, there are no guarantees, especially
if the audience average is only between 25-50 people.
Sometimes I’ve had more than 100 show up. It’s always a hit
or miss situation, depending on your content and ability to
deliver new and interesting information.
If you do an Ed Session, remember: Have a catchy title and

great interactive content to share.
Strategy Tip #18: Have handouts or something with your info

on it that students can take with them. And be sure it contains
your contact info.
PART II
The Pieces
Of The
Puzzle For
Success
Putting The Showcase Package Together
Beyond just telling you what organizations help facilitate the

booking process, I’m going to give you a way of thinking and a
set of tools to help you build your six-figure income.
It’s not as hard as you think. But the speaking business, and the
college gig business, is just that: a business. Which is why you
need the right tools to survive and make it past the first year,
which will be your toughest. But you can do it!
Starting Point: Inventory
I have to assume you’ve made the commitment to do at least

one regional conference. Now what?
At this point, I’m going to assume the role of your personal

SALES and MARKETING MANAGER for the rest of this
manual. My goal is to get you booked, have colleges ‘buzzing’
about you and, last but not least, getting paid.
The first thing we have to do is a personal inventory of your

speaking. Here are my questions to you:
1) Do you have a topic? An issue?
2) Do you have a video?
3) Do you have 8 x 10 photos of yourself?
4) Do you have a website?
5) Do you have business cards?
6) Do you have posters? (not Xerox ™ copies)
7) Do you have a bio sheet?
8) Do you have any testimonials?
All these items add up to one thing: Press Kit. Without a kick-
ass press kit your efforts will be hindered.
Starting Point: Choosing Your Topic
How do you choose the topic for your speech? Well, let’s start
with a laundry list of things college students are interested in
and would pay to hear about in your speech.
It could be about education:
 Doing Well In School
 Setting Goals
 Preparing for the Real World After Graduation
 Leadership Skills
It could be more issue oriented:
 Drug Awareness Program
 Sexual Assault
 Teenage Pregnancy
 Crime and Gangs
It could be Motivational:
 Achieving Goals
 Becoming a Great Leader
 Following Your Dreams
 Living With a Positive Attitude
It could be Financial:
 How to Avoid Credit Card Debt
 Consolidating Debt for Students
 Getting Loans to Help Pay for School
You get the idea.
Four Techniques To Help You Choose A Topic
The first thing to do is decide on a topic that is near and dear to

YOU. Forget about how big the market might be. Think about
what you would LOVE to speak about with passion and
become an expert in it.
You can use the following techniques to help you find that
passion topic:
1) Do an Inventory of Your Skills
a. What do people say you’re great at?
b. What do people keep asking you to do for them?
c. What type of advice are they giving you?
d. How do they describe you to friends when they

introduce you?
2) What are some of Your Life Experiences
a. Growing up, what events shaped you?
b. How about your parents? What lessons did they

teach you?
c. High School: What were some good and bad
things you went through that helped you today?
d. College: What did you learn and what could you

pass on that might be valuable to today’s college
student?
e. If you had an addiction, could you share how you

overcame it? (see Randy Haveson Profile later)
f. Started a Business: What was that like?
3) What are some of Your Interests?
a. What sports do you like and why?
b. Do you like reading? What type of books?
c. Do you love animals? Nature?
d. Are you an audiophile who loves electronics?
e. Are you a computer whiz who loves the challenges

of technology?
4) Find out People’s Interests in Today’s Market
a. Are people concerned about how to make more

money?
b. Are people afraid of technology?
c. Do people want to know more options for staying

healthy?
d. Is there an interest for international travel?
From your personal interests, to life experiences, to what’s

going on in the world today, do you see some overlap?
Is there something you’re interested in and have experienced in
the past that you would love to talk about that students would
pay to hear? If so, you are on track to defining your “topic.”
When you get a moment on the Internet, go to

www.speakers.com.
Under the category of speaker’s topics, you can see all the
subjects listed. This should help you mentally categorize where
you might want to focus.
This website (www.speakers.com) is also a great site to check

out other speakers, their topics, and what they are charging for
their speeches.
Choosing A Great Program Title
Choosing a great title for your program comes down to being a

little creative and understanding how human nature works.
When someone reads a title, they won’t know how this program
or speech is going to benefit them.
For example, when you read the title of this program, “Speak
At Colleges: Make $100,000+ in the College Market,” you
immediately know what you’re going to get out of it (i.e., a plan
on how to make six figures).
Don’t forget the golden rule of marketing: The “WIFM”

principle. Every student is thinking, “What’s In It For Me.”
You have to remember that buyers want to know WHY they
should listen to you.
Creating Catchy Titles For Your Topic
Create titles that are descriptive and to the point. Use the
www.speakers.com and other websites that feature speakers and
read their titles to give you some idea of what you should be
thinking about.
Strategy Tip #19: Be descriptive, not deceptive, in creating

your title. Too often I’ve gone to a speaker’s workshop only to
find out the title was just a way to draw you in and had little to
do with the content presented.
I hate deceptive advertisement. If you’re like me, you feel very

resentful towards the speaker and REFUSE to purchase any of
their services or materials. Don’t be one of them!
Another place to go to stimulate your creativity when it comes

to titles is at your local grocery marketplace. Check out the
tabloid magazine headlines. Spectacular sounding! They make
you want to look closer. That’s the same type of effect you
want to create in your title.
Remember, when you tell the customer what it is you do, the
customer is always thinking, “So What! What’s In It For Me!”
Be prepared to list out the benefits they’ll receive from your
speeches or workshops and emphasize the subsequent benefit.
Profile: Russell H. Conwell was a speaker who delivered the same speech
more than 6,000 times in his life. Mr. Conwell went on to found Temple
University. His famous story, “The Acres of Diamond,” still inspires the
masses every time they read it. What’s amazing about Conwell, and the
reason I included him in this manual, is that he ‘toured’ on this one speech,
which goes to show you the power of a great story. Personally, I never get
tired of hearing the story.
If you’ve not read it, you’re in for a mental treat. Go to

www.temple.edu/documentation/heritage/speech.html and read this great
story. You will learn that opportunities and good fortune are much nearer
than you think!
The eBook (electronic book) is free, but you’ll need Adobe Acrobat to open
it. Go to www.adobe.com to get a FREE reader.
The Best Cure For The Fear Of Speaking
Let me step back for a moment.
Speaking in front of a crowd ranks second to the fear of dying

as to what people fear most. Why are people afraid to speak?
Is it because they feel insecure about themselves? Maybe. Is it
because they are afraid of saying the wrong thing? Maybe. Is it
simply not wanting to stand out and just wanting to blend into
the background? All of the above? Maybe.
All of these are legitimate reasons as to why one might be

afraid to speak in front of an audience. I believe I have a cure
for you!
As you’re thinking about your topic or an issue you want to

speak on, ask yourself these questions:
1) What is it about this issue that really bothers you?
2) What is it about this issue that you really want to

emphasize? (defining you message)
3) What aspect of this issue is either misrepresented or

misunderstood?
4) Is there something that impacted you or someone you

know personally?
Passion is the best cure for the fear of speaking. Did you ever
notice that when you feel strongly about something, you mull it
over in your head constantly? Your mind seems to be
consumed with the issue. You focus on it. You analyze it from
every angle. You talk to others about it and can’t understand
why they don’t seem to be as passionate about it as you are.
Did you also notice that when you're passionate about

sometimes, your mind easily takes in massive amounts of
information on the topic? You’ll search for books and articles,
literally consuming anything that has something to do with your
topic. Your mind becomes like radar picking up all incoming
messages that might be related to that issue.
When you have a burning issue, something you feel strongly

about, you have a tendency to really think about it a lot. But
more importantly, you’re not afraid to share it with others. You
have the courage of your conviction… a powerful, emotional
tool for a speaker.
I have several reasons for speaking on how to make six figures,

and all of them make me passionate enough to want to get my
message out:
1) I’m passionate about showing others what colleges fail to

show us, namely how to ‘do’ business.
2) I’m passionate about getting real material into the hands

of speakers who are tired of talks that are long on
motivation but short on ‘how to’ when it comes to
success.
3) I’m passionate about showing others the enormous

income generating potential that exists for them.
What are you so passionate about that it would make you lose
your fear of speaking?
Jot down some ideas now while your mind is on the subject.
___________________________________________________
___________________________________________________
___________________________________________________
___________________________________________________
Review these ideas and consider how you can use this ‘energy’
to give your speech power and purpose.
Where To Learn To Speak
If you doubt your abilities, I have a strong suggestion for you.

Few people have heard of Toastmasters. I started in
Toastmasters about ten years ago and it is still, to this date, one
of the best organizations I’ve ever joined. (Well, it’s the only
organization I’ve ever joined!) Toastmaster is a non-profit
organization that helps people develop their speaking skills.
The program requires you to develop ten types of speeches

(e.g., humorous speech, a how-to speech, etc.). Each speech is
designed to challenge you and broaden your delivery style and
skills. The great thing about Toastmasters is that you don’t
have to be an accomplished speaker. This organization is for
ALL levels of speakers… especially beginners!
The program is designed to create/make you a great speaker.

Your success in speaking is determined by your, well…
determination. Toastmasters allows YOU to determine how
fast or slow you want to proceed in completing the ten
speeches.
www.toastmasters.org
If you go to their website, you should be able to locate a

Toastmasters’ organization near you.
Typical fees are about $40-$60 per year, and meetings are
usually held every week or every other week. During each
meeting you will:
 Hear from three speakers

 Learn the subtleties of what to do and what not to do
 Learn to evaluate a good speech
 Learn how to construct a power speech based on your
issue or topic.
Here are some great resources if you’re going to do Leadership
and Personal Development speeches in the college
market.
Lead the Field by Earl Nightingale Victor's Comments:
This was my first audio
series and remains my
Hundreds of thousands of people have
favorite by the legendary
profited from the wisdom and savvy of Earl Nightingale. No
Lead the Field. In fact, it has often been personal development
referred to as the "Program of Presidents" library is complete without
it. Earl is "The Man" !
because so many top executives have
incorporated Earl's guidance and
wisdom...Lead the Field Listen to a sample
The Psychology of Winning by Denis

Waitley Victor's Comments:
This tape will help guide you
in developing winning
Build self-esteem, motivation, and self habits. Dennis has a great
discipline while developing the 10 qualities voice making it easy to
of a total winner...The Psychology of listen to.
Winning
The 7 Habits of Highly Effective People
byStephen Covey Victor's Comments:
There are too many good
parts in this series. My one
Advice for those people who want to live
nugget was learning about
happier and more fulfilled lives. Gain the the "Circle of
habits and triumphs of the world’s most Influence"...learn how to
successful people, and you’ll see dramatic gain control over your
environment.
changes in your life.... The 7 Habits of
Highly Effective People
The New Psycho-Cybernetics by Dr. Victor's Comments:

Maxwell Maltz Hey, want to know where
Tony Robbins got his ideas
for creating Unlimited
Tap into the Power of the New Psycho- Power? This is it! Dr.
Cybernetics. The New Psycho- Maxwell Maltz wrote Psycho-
Cybernetics formula will allow you to Cybernetics in 1960.
Powerful even today!
achieve all your goals, faster, easier, and
with less strain than you ever thought
possible.... The New Psycho-Cybernetics Listen to a sample
Think and Grow Rich by Napoleon Hill

Victor's Comments:
Success is as simple as thinking and This series will inspire you
growing rich. Best-selling author during your most difficult
Napoleon Hill teaches you the 17 success times of adversity. The
stories and the simple
principles used by the great success 'truism' are wonderful
stories of the early 20th-century. Think
and Grow Rich
Profile: Randy Haveson is a dynamic speaker who shares his wisdom and
inspires groups of students and professionals across the country. Randy
speaks from the heart on leadership, team building, self-awareness, and
substance abuse issues. His tailor-made seminars and workshops have one
common denominator--participants walk away inspired and committed to
change and take charge of their lives.
Randy's personal story is one of triumph over tragedy. He shares his story
of a comfortable upbringing as it twists into an adolescent nightmare.
Randy's candidness about his casual weekend use of alcohol turning into
full-blown addiction reminds us all of our vulnerability to addiction.
Randy's cocaine and alcohol addiction led him to a heart attack at the age
of twenty-one, followed by expulsion from college and a near suicide in
1984. After this dismal low, Randy Haveson committed himself to full
sobriety and recovery. He brings strength and charm into his insights
about alcohol and drug education, as well as to his self-awareness,
leadership and team building programs.
In Randy's customized workshops and seminars, he helps participants

come face-to-face with the block in their lives that deter them from
moving forward.
Randy's unique personal style of sharing and getting others to open up

challenges all participants to tap into their own experiences. Randy's
passion for training and helping others to realize they too can make a
difference, is what makes his programs so effective. His personal goal is to
inspire everyone who attends a seminar or workshop to begin to realize
and live up to their highest potential. His energetic presentations fill
audiences with hope and them asking for more.
Randy moved to Atlanta in 1998 to start his business as a professional

speaker. Although he misses working on college campuses, he has found
he can make a bigger impact as a full-time speaker.
As well as being a university administrator, Randy held jobs as a therapist

in private practice, counselor at a substance abuse treatment center, mental
health worker in an adolescent hospital, drummer in a rock speaker, pizza
delivery person, furniture mover, painter, ticket scalper, carpenter, t-shirt
printer, and boat hull cleaner.
While busy with his professional life, Randy also is an advisor for a local
youth group, the chairman of the literature committee for CAWS (an
international organization helping recovering addicts), and recently
married his soul mate, Jill. www.randyhaveson.com
Randy speaks to colleges all around the United States. I
included Randy’s profile to give you a sense of the type of
issues or topics that students and organizations in general want
to hear AND are willing to PAY for.
Like Randy, we all have had to overcome some personal

struggle, and people like to hear how one was able to cope and
overcome it. Don’t think you don’t have anything to share…
you do!
Questions To Ask When Choosing A Program
1) What is it about my message that will want to make

people listen? (e.g., purposeful message)
2) Why am I qualified to talk about it? (e.g., qualification /

credentials)
3) What is unique about the way I present the material?

(e.g., uniqueness in delivery)
As you begin conceptualizing your speech, keep these three

items above in mind. The key to your speaking success will be
the power and conviction of your message. Remember: content
first, style second.
Using Mike Domitrz as an example (profile below), his

message is about sexual assault. His credentials are his
personal family experiences, and moving ones at that. His
uniqueness lies in his ability to use audience interaction to get
them involved in the message that covers a difficult subject.
Profile: Mike Domitrz’s Sexual Assault program, “Can I Kiss You?”
Mike Domitrz is a powerfully interacting and engaging speaker on the

topic of sexual assault. Mike is a favorite with campus activity buyers and
gets booked an average of 7-10 times a month (sometimes more if you
include his high school bookings) at a rate of $3,500 (yes $3,500) for his
90-minute interactive lecture. The colleges also pay for his travel and
hotel. RUN THE NUMBERS!
Mike’s story is a personal story of when he found out his sister had been
sexually assaulted. Mike took his experience and combined it with the
need to make students aware of what sexual assault really means and
where it can lead. If you get an opportunity, check out his website at
www.healthy-dating.com and check out his new book May I Kiss You?
I included Mike’s profile in this program because he is by far one of the

best speakers I’ve come across on the college market. His message is a
mixture of pain, humor and awareness. He epitomizes the type of message
that college students need and WANT to hear. Mike stands out because
his message is one of personal pain and a strong desire to share. And,
Mike does it from the heart.
By the way, from concept to finish, it took Mike 5 months to write, edit
and publish his book. Mike now sells them at all his lectures in both
college and high school markets.
What qualifies for a good college program? I would say the

answer is a combination of personal experience, but even more
a ‘moving’ personal experience that will benefit the college
audience. Look for a story in your life that will impact a
student’s life…. start there.
The Showcase Submission Cornerstone: The Video
Strategy Tip #20: The video is the maker or the breaker of

getting showcases in the college market. Imagine again
students in a room who are part of the selection committee.
You may have a great bio/press kit, but if your video sucks, it
will subtract from your chances of getting chosen for a
showcase.
Before we can move forward at all, I need to make sure you

understand the importance of having your performance
recorded and cut down to 3-5 minutes. This is the ultimate
deal crusher. If you don’t have this, you’re not ready to go
after the showcase slots. You need to have a video.
The video will become the cornerstone of your press kit and
probably what most students will be judging you on.
Strategy Tip #21: Do Not, I repeat, Do Not submit a Video of

you speaking for an hour at some event thinking the students
will listen and watch the ‘best parts.’ If it doesn’t grab them in
the first few minutes, you’re done.
And don’t write your name on the VHS tape spine with a
marker. Nothing screams unprofessional louder than that! I’m
constantly amazed at speakers who submit VHS tapes with their
name scribbled on it.
The 3-5 minute video you submit should be your best material,
but it also needs to show your speaking diversity in terms of
topic and style.
Editing Your Copy And Material
Many of us, including myself, did not excel in English or

writing. Heck, I still have trouble knowing the difference
between a ‘dangling participle’ and an ‘elliptical modifier.’
I leave the correct use of language to the pros. Once you’ve

written your book, the next step is finding someone you trust to
edit your material.
When I finished The Logic of Success (free copy at

www.thelogicofsuccess.com/friends.htm), I was left with trying
to find someone I trusted to read and edit my material. My
problem was finding the right person with the right type of
background experience to edit and make suggestions for
improvement on my book.
The answer to this dilemma came one day when someone

mentioned to me a website named www.elance.com.
Elance.com is a website where you can post your project and
independent freelance people bid on it.
In order for you to use elance.com, you will need a credit card
and allow 2-3 days for the card to be validated. After receiving
my validation via email, I submitted my manuscript for The
Logic of Success along with a total word count.
I was very specific on what type of editing I was looking for

and what my timeline was for review and completion of the
project.
I set a limit of seven days for my bid to be posted. After the

seventh day, I would no longer accept any bids. By the second
day, I already had five bids on my project. By the time the
seventh day rolled around, I had 13 total bids ranging from
$100 - $650.
The great thing about Elance is that you can view each of the
bidder’s profiles and feedback from previous customers they
have worked with.
Along with the feedback ratings, you are shown how much
money they have made year-to-date (from the beginning of the
year up until that point). This number is crucial because along
with the person’s profile, it gives you an indication of the
volume of business that person is doing.
I chose a person name Kathy K, who offered to do the editing

for $350. Her credentials for past similar projects where
exceptional and her overall ranking by past Elance customers
was about a 4.8 out of a possible 5.0.
I also picked Kathy because she was the only person who
offered to do a second read FOR FREE after the first revisions.
I’m happy to report that from the time I posted my project to

the time it was done, only 18 days had lapsed. That’s what I
call getting it done quick.
Once you begin to write your articles or your book, you may
feel a little hesitant about putting it out there. Use the services
at Elance. They not only do books, they also do one-page
articles or press releases. It’s pretty much open to whatever you
need.
9 Simple Steps To Having Your Own Website For Less
Than $30
Technology today is impressive. Several years ago if you

wanted to design a website, it would have been necessary to
contract with a website developer to do so. Today’s technology
has made it so easy that if you know how to point-and-click or
cut- and-paste, you’re ready to build your own website. Yeah,
that’s right…YOU!
Let me take you through a step-by-step process so that you

won’t feel intimidated.
1) Log on to the internet.
2) Next, go to www.quickstartcart.com. This website is by

far the cheapest place I’ve found to register a domain
name on the Internet. A domain name is simply your
‘virtual real estate property’ on the Internet.
3) Go to the search box and type in the domain name you

would like to register.
Strategy Tip #22: The best name to register on the web is

YOURNAME.com. As you ‘brand’ yourself, you want people
to be able to find you easily. If you are lucky, your name may
still be unregistered. Unfortunately for me, victorgonzalez.com
was already taken. If your name is already taken, be creative
and come up with a name that represents you and your message
to the market.
4) To register your ‘domain name,’ type in a suggested

name to check on what’s available. Remember, you can
use numbers and “— ” (e.g., 6figurePlan.com, Healthy-
dating.com), so be creative and descriptive.
5) Have a credit card ready. The price to register for one
whole year is only $8.95 (or less). You can choose to
register for more than one year; it’s your choice
6) Once registered, you can now choose to HOST your

domain name. Think of your domain site
(www.you.com) again as a house. Your house sits on a
piece of virtual real estate called the Internet. You have
to pay ‘rent’ on that property. Rent is your Hosting cost.
I would choose the basic plan starting at around $5 per
month.
7) Now that you have your Domain name and have paid to
have your site HOSTED (i.e., parking space in virtual
land), it’s now time to start filling the house with your
virtual furniture (i.e., your info, books, pictures,
descriptions). It’s time to begin building your website.
Click over and purchase your website building software
called Web Tonight. Is it tough to use? No. Again, if
you can point-and-click and cut-and-paste, you have the
knowledge to build your website.
8) The next step is to design your website using the

ALREADY DESIGNED TEMPLATES. Templates are
cookie-cutter designs where all you have to do is cut and
paste your info. The graphics are already designed for
you.
9) Once you’ve designed it, you will be able to ‘Post’ your

website on the Internet. Post is another way of saying
that you will be saving your changes on the Internet so
people can now access your site.
A few years ago to design a website of this caliber, you

would pay $2,000-$3,000 easy… some companies still
charge that much today.
Today this investment will cost you less than $30. It doesn’t
get cheaper than that! Again, if you can click-and-drag and
cut-and-paste, you can design your own website. People
will find you. I pull in about one lead a week from my
website inquiring about me coming to their college to speak.
The College Advantage Of Owning A Website
Owning a website provides you with incredible power to

communicate not only with your peers, but also a whole virtual
community. By having a presence on the web, you can refer
people to your site who want to learn more about you. They
may want to read some of your articles, buy your book, or
simply read your biography in order to decide if they want to
bring you in to speak.
Owning a website is powerful, in that it sends a clear message

to college students that you are serious and have taken the
necessary steps to invest in your speaking business.
Don’t be surprised if you get a call from someone looking for

someone with your credentials and they stumbled across your
website. Again, I pull in about one lead a week from my sites.
That’s when you know you’re getting your name out into the
marketplace.
There are several ways to drive traffic to your website, and I’ll
get to that. For now, I just want you to focus on getting a simple
website where students or organizations can view your
information, get to know you and hopefully contact you.
Ideas For Posting Information On Your Website
The content on your web should be built around the message

you defined earlier.
 What do you want someone to know when they visit your

website?
 What impression do you want them to have?
 What actions do you want them to take?
These questions are important, because your purpose for having
a website is to prompt people to take steps in making contact
with you. Here is a list of things to post on your website to
increase the chances of you getting hired by colleges to speak.
 Your biography
 Your credentials on what makes you an expert
 What your costs are
 What your schedule looks like
 Upcoming events
 Articles you’ve written
 Videos of workshops
 Presentations
 Workbooks
 Books you’ve written
 Organizations you belong to
 Free stuff (keeps people coming back)
 And much more
It’s really up to you to determine what information is relevant

enough to put on the site. Keep in mind your goal: to get people
to contact you who might be looking for someone like yourself.
After a workshop or Education Session, students may want

more information. With a website you can simply point
them in that direction.
Two Strategies To Boost College Book Sales
Here are two great ways to boost your book sales in the college
market with minimum effort on your part.
Boosting Strategy #1: Include Books
I learned this one from a speaker who told me how he sold

hundreds of books BEFORE he stepped on campus. Here’s how
it goes.
Let’s say a college agrees to pay you $2,500 to speak plus

expenses. As you are negotiating the details of the contract (see
sample I provided in Appendix D), you can inform the
activities coordinator that it would be great to be able to give
away FREE copies of your book to the first 100 students who
arrive. What you propose is to sell to the college your book for
$5, which retails $15. If they buy 100 books at $5, that’s $500
in sales. The whole thing will bring you $3,000 in sales (fee
plus book sales).
Now, why will this work? First, students need to find ways to
get people to come to the event. Free stuff is always a good way
to get students to attend. You could also do this with T-shirts.
Second, after deciding on $2,500, psychologically $500 is not

that much more, and $3,000 is ‘such a nice round figure.’
You’ve just sold 100 books before stepping on campus.
Now, depending on the size of the college, you might be able to

bump up that amount for your ‘pre-sell.’
And don’t forget. If more than one hundred people are there, you
will also definitely sell more books on the campus.
Boosting Strategy #2: Email Pre-Announcement Campaign
Here’s another strategy that can help boost your book sales on
campus. Speak with the coordinator on how you really want to
help promote the event on campus, so much so that you’ve gone
ahead and put together three promotional email letters that you
want to send out to the students. Your plan is to send one email
promotion a week leading up to the event.
Now, colleges WILL NOT give you their student’s emails, but
they will send your email out on your behalf. So what you do is
provide the college coordinator every week with the letter you
want them to send out. Your promotional campaign would look
something like this:
Week 1: Great speaker will be coming to your college in three

weeks on mm/dd/yy to enlighten the campus. If you would like
more information on the speaker, go to
www.thelogicofsuccess.com and check him out.
Week 2: Only one week away from arriving on campus. (Send

out something along the lines of...) Don’t miss this incredible
session we’re going to have on your campus quad. If you want to
hear a sample of the topic, click on this link and watch what you
might be missing out on next week on mm/dd/yy:
www.thelogicofsuccess.com/friends.htm.
(Note: Do you see why it pays to have a website?)
Week 3: Coming on Friday this week, the speaker you’ve been

waiting for, Victor Gonzalez. We also have a special treat for
students. We are going to give away a copy of our latest book
FREE to the first 100 people who attend. You can’t afford to not
be there!
Notice how I combined the first strategy with the second. If
you can sell the colleges on this concept, it’ll be a win-win
situation.
By doing a three-week, pre-announcement campaign, you

are bound to increase attendance by around 10 percent or
more. And more people over 100 at the gig translate into
higher book sales.
Strategy Tip #23: Many students at the gig may not have cash
on hand. Invest in a credit card machine where you can take
their credit card information on the spot. Get one of those
simple ‘yank and drag’ machines and then deposit your receipts
the following day. It is estimated that having a credit card
machine increases your book and merchandise sales by
10%-20%. It may not sound like much, but if you start adding
up the gigs, it becomes quite substantial.
By now I hope you’ve realized that in business, especially the

music business, it’s not about ONE BIG THING. There is no
SILVER BULLET, THE ONE PERFORMANCE, etc.
It’s about all the little things you do that add up over time to
make a big difference that’ll ultimately determine your band’s
success.
Products To Sell At Colleges: Organizing Your First Book
1) Do you have a book within you?
2) Is it necessary to have an agent or publisher to get your

book out to the marketplace?
3) Agents and publishers will work on your behalf to

promote your book!
Let me answer the last two before answering the first question.
The answer to both of them is NO. You don’t need them. If
you are starting out and trying to break into the writing
business, it will be very tough to get into a publishing house
unless you have exceptional contacts.
As a writer starting out, your best bet is to produce and sell the
books yourself and make a hefty margin. If you produced a
book for, let’s say, $3.00 and sold it for $15.00, you will make
a $13.00 profit on each book. If you sold a hundred books a
month, that would be $1,300 in your pocket.
Publish or Perish - Myth or Fact: Now let’s contrast this

with a book deal. Unless you are a best-seller, you can expect
to sell somewhere between 2,000 and 5,000 books… if you’re
lucky. By the time distributors, agents and publisher get their
share, you will be lucky to get a buck per book. At most, the
best you will do is $5,000 ($1 profit x 5,000). By the second
year that number will decline substantially and you’ll be lucky
to sell 1,000 books.
Now, let’s go back to my example where you sell an average of

100 books a month (could be more) and make a profit of $1,300
a month ($15 -$3 cost x 100). In the first year, you’ll have the
potential of making $15,600 ($1,300 x 12) in ADDITION to
your speaking fee.
Getting Great Photos
Find someone you know and trust who is a great photographer

and have them shoot a variety of shots of you in many different
poses. Try to do this in front of a white background so you can
later use these photos for your promotional and book materials.
Tell the photographer you don’t want to be shot in the standard,

real estate halo poses. You want dynamic shots of yourself.
Have the photographer think like a fashion photographer,
finding shots that will capture your essence.
Negotiate UP FRONT that you want ownership of all pictures

and that you want them on a CD (i.e., digital). This is
important for future literature or marketing production. The last
thing you want to do is have to go back to the photographer and
‘buy’ your own pictures.
One of the first things you need to do is post them on your

website so people can begin to identify with you (i.e., put a face
to the service you produce). If students want to promote you
for an upcoming event, all they have to do is download your
picture and use it without having to contact you.
What you do want reproduced in print is a 5 x 7 headshot of

yourself that you can mail out with your promotional literature.
Take your CD and go to someone who knows about producing
these headshots and have them put your name across the bottom
along with your contact information.
Remember, make sure the picture represents you, but more

importantly, the essence of what your message represents.
Publish A Book In 30 Days
Find yourself a couple of “quote” books. Go through each of

them and pick out your favorite ones. Try to come up with
between 50-100 quotes. The quotes should revolve around your
topic, inspirational or insightful quotes that complement your
speech.
Once you’ve identified some favorites, type the quotes into a

Word ™ document file, and viola! You’re ready to publish
your first book.
If you’re having trouble coming up with some or finding great

quotes, you can either buy quote books or try these two
websites:
www.cyberquotations.com
www.famousquotations.com
The Internet is a great place for finding quotation websites;

these are only two. If you do a search with the word
‘quotation,’ you will get plenty of other sites to view and find
quotes.
Quote books are tokens audiences will want to take with them.
Remember, when you give an outstanding talk, people want ‘a
piece of you.’ They want to leave with a memento of the event.
Don’t be taken aback when they will ask you to autograph your
quote book… because they will.
If you haven’t noticed, many speakers today start out with a

quote book for their original offering. Why is this so key?
Well, in order for you to ‘enhance’ your sales, you will need
something to sell. A quote book is a great revenue generator.
Two Great Ways To Publish Quickly And Start Generating
Revenue When Speaking
Many people often tell me they have an idea or a message they

want to get out, but don’t feel they have the expertise or enough
information to publish a book. Nonsense!
Let me show you two great ways to publish a book quickly and
effectively.
Technique 1: Collaborative Book
Book collaboration is a constant practice in writing and is a

great way to start if you are insecure about your writing or are
simply afraid of ‘going it alone.’ If you have an idea for a
book, find at least seven other speakers who feel the same way
about it. Ask each of them to contribute an article or a chapter
of their own to your book.
For example, let’s say you’ve determined that the concept for
the book should be “Great Techniques For Teaching Students.”
You then ask each member (if they are willing) to write a
2,000-word description of teaching techniques they have found
effective. Have them include examples, or better yet, stories of
students who learned from their techniques and went on to
better things.
We’ll assume for our example that every page in a book is

about 200 words and equals a page figure. At 2,000 words per
essay/chapter, each person will be contributing 10 pages. If
seven people collaborate on the book, that turns out to be 70
pages. By the time you do the formatting, table of contents,
author bios, added graphics, titles and other formatting
considerations, you should have a book of 90-100 pages.
Perfect! (I personally like books that are around 100 pages.)
Technique 2: Your Mini-Book
Why do we assume that if we have 10-20 pages of good

information to offer the public, we don’t consider it a book?
There is NO universal law in writing that says a book has to be
a certain length. The only criterion for a book is that it has to
offer good information.
Now, if you have 10-20 pages to offer, consider making it a

mini-book or a booklet. This is a great way to break the ice
with self-publishing. Doing your own mini-book will teach you
quite a bit about what it takes to put one together.
How To Protect eBooks
Creating eBooks (or electronic books) on the Internet is

relatively simple to do. Let’s say you’ve written a book using
Microsoft Word ™. What you then need to do is to convert it
to what’s called a Portable Document File (.pdf).
One of the best investments you can make is to buy the Adobe
Acrobat (www.adobe.com) program that will take your file
(.doc) and converts it to a .pdf. This program converts your
book document into a ‘secure document’ that CANNOT be
modified after it has been downloaded.
Let’s say someone downloads your eBook. What can stop them
from modifying the text and then forwarding it on to others?
How about if you only want ‘registered’ people who’ve bought
it from you to have access? Acrobat allows you to add a
password to the document as well that can expire over a period
of time.
If you downloaded this document, you are NOW reading a

Word document (.doc) that has been converted to Adobe
Acrobate .pdf.
How To Use eBooks To Drive Traffic
I give away my book The Logic of Success free on the

Internet. What’s the catch? First, college students LOVE
FREE STUFF. Second, they have to go to my video page to get
it. My hope is that the surfer will view my video, allowing me
an opportunity to showcase my speaking skills.
Last, and more powerful, is that Adobe (.pdf) now has “active
links” inside the document. In other words, if I put my link
www.thelogicofsuccess.com in the ebook, anyone can click it
and they will be directed to my site. Why is this key? Well,
people have been known to forward my book and share it with
others online. That’s GREAT! My ebook floats around virtual
space, and if anyone gets curious as to who the author is, they’ll
click on my link. This drives more traffic to my site, which
means more people viewing my video. What’s my cost?
Zippo. Nada. Zilch.
Getting Students To Your Site To Increase Bookings
There are Six Common Approaches:
1) From your written articles for student magazines: Student

Leader, Campus Activity, etc.
2) Collect emails wherever you speak
3) Use your FREE business cards (discussed later)
4) Use the book or materials from your program to promote

yourself
5) Postcard mail-outs
6) Free ‘mini-book’
Strategy Tip #24: Make sure that all your materials have your
web and email addresses on them, no matter if it’s a one-sheet
handout. People who take notes will store them and will not
remember one year later where they got the notes from. Having
your info on the bottom of the note page will keep your name
on their minds when you’re not around.
Remember...
1) Writing articles: Make sure that your name, company

name, website and email are located at the bottom of the
articles.
2) Speeches: Give handouts with your website information

clearly visible. Include partial information so they have
to go to your website to get the rest. (See “Top 15
College Website” coming up.)
3) Business Cards: Make sure your website is on it.
4) Books and materials should always have, “For more
information or other materials available, please visit our
site at www.thelogicofsuccess.com.”
5) Do postcard mail-outs (more on this later). Try this site in

the meantime: www.modernpostcards.com.
6) Earlier I talked about breaking your book up into mini-

books or ebooks on line. You can also post these partial
ebooks on other sites as give-aways with a link back to
your site. This will also help drive traffic to your site,
since people love to get FREE stuff.
Setting Up Your Mailbox Suite For Business
Once you’ve established your organization’s name, which

could be under your own name, the next step to get an address.
Most people don’t like to put their home address on any
literature for security reasons.
My recommendation is to rent a mailbox for $20 a month at

your nearest MailBox Etc. (now UPS Store). Having an
address on your literature that looks like an office will give you
a more professional feel.
For example, I use a mailbox and a suite number for my ‘office’

contact information. The ‘office’ is really just my mailing
address.
Victor Gonzalez, The Logic of Success

8004 NW 154th St., S-370
Miami Lakes, FL 33016
My suite number, S-370, is actually my mailbox number.
Note: College students are more understanding when it comes

to cutting costs and saving a few pennies. I DON’T think it’s a
big negative not to have a business-like address.
Note: 1-800 numbers are great to have but not a necessity.

Most students call from the university office, so they aren’t
hesitant to call you direct. Having a 1-800 number is an asset,
but it won’t impact your business if you don’t.
The Business Card That Sells
There are varying opinions on what a business card should look

like and what should be on it. Here are some points of
contention that you want to consider.
Photo on the Card:

I believe you should have a photo on your card. Imagine after
meeting, oh, let’s say 100 students, you get home and pull out a
bunch of business cards. How will you remember who’s who?
Sure you could write yourself a note on the back of the card,
but not everyone does it. When I get home and review my
business cards, it helps if there is a photo to remind me of the
conversation we had.
Front of the Card:

Your picture or company logo should not dominate the card and
should be placed strategically so as to complement the photo.
The basic information should be included:
1) Company name
2) Name, title
3) Phone/Fax numbers
4) Email address and website
If you don’t have an email address, go to YAHOO or similar

web portals and register one for free. Use something
memorable but not complicated. For example, I use:
victorsinbox@yahoo.com. I have people think in terms of
things to do “in – box” and how they can send me information.
DON’T USE NUMBERS: I’ve seen too many cards with a
combination of a name and a set of numbers (e.g., birthday,
special date, etc.) Here are some examples of what NOT to do:
Cleverme0204@yahoo.com
1287Charming@hotmail.com
Ben149876@whatever.com
You get the idea. Although these numbers and dates may be
special or memorable to you, they aren’t to anyone else. Use
something people can write down easily and remember quickly.
What To Put On The Back Of A Business Card
This is where the great debate about business cards gets

interesting. There are two schools of thought here: 1) Leave it
blank so people can write notes on it, or 2) use it as
‘advertisement’ space.
I subscribe to the latter; use it as advertisement space. I look at

the back of my business card as a mini-billboard that
complements the information on the front of my business cards.
Be sure not to clutter it up; leave some ‘white’ space (unused

space). In advertisement, white space is just a critical as used
space.
Be specific about your message on the back and make it fit

neatly, allowing the holder to ‘grasp’ what you do immediately
with one look.
Is it OK to leave it blank? Sure. Like many things in life, it’s all

about personal choice. But remember, a blank back on your card
is another person’s scratch paper. I put a link to my FREE book
on the back of my card.
Where To Get FREE Business Cards
Now that you have your company’s name established, you have
to develop business cards for your business. Go to
www.vistaprint.com and get 250 FREE business cards…. you
pay for shipping.
Why are they FREE? Well, Vista Print is clever in its

marketing strategy to get their name out. Vista Print places
their name on the back of the free business cards (very
unobtrusively). This is their marketing technique for getting
their name out into the marketplace. Not a bad idea!
The only limitation is the type of card you can design, and you
won’t be able to put anything on the back of the card. But, if
you’re just starting out and your budget’s tight, check this offer
out.
The 30-Second Commercial
Every speaker needs to have a 30-second commercial of their

speech topics and what opportunities they want to attract. The
elements of the commercial are as follows:
1) Name and what you speak on
2) What benefit service you provide
3) How they can get in touch with you
Sample Commercial:
Hi, my name is (name). I am a ____________ and I offer

college students (insert benefit here). If you know of anyone
who would like to bring me out to their college to speak, please
have them contact me.
An Editor’s Sample:
Hi, my name is Sue Doe. I’m a speaker who specializes in

nutrition so (college students have more energy to study). If
you know of a college that would like to bring me on campus,
let me know. (Hand them a card).
You get the idea. Depending on what it is you have to offer,

you can refine your commercial accordingly. Just remember,
be natural. Don’t oversell, but definitely don’t undersell your
capabilities. The more relaxed and confident you are about
what you offer, the more people will respond to your approach.
Save Money On Brochures
One of the biggest expenses you’ll have is printing up

brochures with your programs and information on them. The
cost to print 4-page, full 4-color brochures of 1000 copies may
run you about $800 or more. You also have to go through all
these steps and gyrations to get your brochures done.
 Design the graphics and burn it onto a CD.
 Find a good printer.
 Get at least three bids so that you can get the best price.
 Drive to the printer or ship the disk to explain what you

need.
 Review the proof to make sure it is what you want.
 Wait for them to be done (hopefully they won’t be

delayed).
 Pick them up or wait for them to be delivered.
But what happens if... your data or info changes? Do you scrap
what you have?
You’ll have to use it until you run out before printing up

another batch.
The Cost Of Mailing Brochures
Mailing is not going to be cheap. Each brochure, depending on

the paper’s weight and size, could run easily $1.10 to mail.
Think about it. If you had to mail out all 1000, brochures, that
would cost you $1,100.00.
So far you’d have spent $1,900 to print and mail them out. This
doesn’t include the cover letter or the cost of the envelopes you
were going to mail them in, labels and printing. Add another
$200 and you’re easily at $2,100.
And what typically happens on the customer side? Less than

1% of the people will respond with the majority tossing them in
the garbage.
Is this a waste of time and trees? It depends. If you charge

$2,500 per speech and get one person to book you, you’ve
broken even. You’ve also gotten your name out into the
marketplace. If you get two bookings, you’re ahead the game.
So what is an alternative?
The Brochure Alternative To Save Money
I rarely print brochures for the reasons I outlined above. I only

print material for a specific reason or purpose. For example,
let’s say I’m doing an event and I estimate at least 200 to 300
people will stop by my booth. I then go ahead and print up 300
brochures and HAND THEM OUT at the booth.
If anyone wants more information, I direct them to my website.

We’re living in a high-tech world where your website should
really contain all the information a customer would want to see.
I also get their email information and then send them a .pdf
file (like my electronic brochure that you can create using
Acrobat www.adobe.com) instead of mailing them something.
Again, Acrobat allows you to take a color brochure document
(e.g., Word ™) and convert into a .pdf file. Why is this key?
1) This file can be sent via email to the customer requesting

more information.
2) You can create a link on your website so they will be

able to download it themselves while pursuing your
website.
The .pdf file now becomes your electronic brochure (your

eBrochure) that you can update at your convenience. But best
of all, the cost to mail is zero if you do it by email.
Postcards: Another Alternative For The College Market
One of the most inexpensive ways to get your message out is to

use postcards. There are many services where you can pay to
have you postcards done for you in volumes of, let’s say, 500,
1000 and up. When you have a large quantity of postcards you
want to get out, I suggest you use a company like Modern
Postcards at www.modernpostcards.com.
The great thing about Modern Postcards is: 1) Their pricing is

very competitive, and 2) they will do mail-outs for you if you
provide them with the contact information.
How To Do Postcard Marketing Without Going Broke
But what do you do when you don’t need such large volumes?
Maybe you only need a hundred. But sometimes you’ll just
want to produce a postcard for a limited number of people or
for a simple event that requires 200 or so.
Here’s what I do. First I create my postcard concept on a

program like Microsoft Photoshop or PhotoDraw, or any other
type of drawing program you may have. You can even do it
using PowerPoint.
Come up with your idea and concept and begin to formulate

how you want the postcard to be laid out and what your
intended purpose is.
For example, the postcard below was something I put together

for colleges and universities that would coincide with release of
the sequel to the Matrix called “Matrix Reloaded.”
As you can see, I changed the wording to “Success Reloaded”

along with the ‘head’ of Morpheus, Lawrence Fishburne’s
character in the movie. I first copied the picture off the website
and pasted it into PhotoDraw (could be any other type of
program). From there, it’s amazing what a little cut, paste and
erase can do.
If you’re not that proficient at the cut and paste, stick to

simplicity. Remember, you have to know why you are mailing
the postcard and what affect you want it to have on the
recipients.
My objective with this postcard was:
1) Grab their attention.
2) Use the movie’s ‘hype’ to get my own ‘hype.’
3) I added testimonials for credibility.
4) I wanted the students to see me as a ‘cool’ speaker they

could bring on campus.
5) Promote my website by piquing their curiosity and

having them visit it.
Once I had the postcard done, I created four copies and pasted
them onto one page in PowerPoint as shown below.
Then, I printed them out on an 80-lb. paper sheet (postcard type

of paper, which is much heavier than the normal copy paper of
24-lb.). Once printed, I then used a paper cutter and cut them
into four postcards.
By putting four on one sheet, if I wanted 200 postcards, I only

had to print 50 sheets.
The cost:
1) 500 sheets of 80-lb. paper will run you $10 more or less.
2) Paper cutter will cost you about $30 (a great investment).
You can handwrite or print the addresses for the postcards. We’ll
talk about how to create/generate a mailing list next.
Promotional Item Tips
Many people opt to buy promotional items to get their name out
into the marketplace. This is good, but it can also get expensive.
Think back at how many times someone gave you a ‘squeeze
ball’ with their logo on it, or some mouse pad with the
company’s information on how to contact them. How long did
these materials last in your possession? Not long, I’ll wager!
The trick to promotional items is to find something that:
1) Represents you and the company (i.e., personality you’re

trying to project into the marketplace)
2) Distinguishes you from the pack
3) And won’t cost you an arm and a leg
The only promotion tool I have are pens with my company’s

name and website on them. They are not expensive pens; they’re
‘decent’ pens. I want people to walk way with something more
than just a business card. Source: www.campusmarketing.com.
It’s hard to judge the impact of promotional items on buying

decisions. I tend to think the impact is negligible, or simply put,
a waste of money.
Finding Your Brand!
Ya’ gotta have a brand in the College Market. Mike Domitrz,

profiled earlier, has a book on sexual assault called, “May I Kiss
You?” His program is generally referred to as the “Can I Kiss
You” program, and in the college market he is known as the “Can
I Kiss You Guy.”
Be careful using material others have developed. Trying to

copy is a sure path to undermining your credibility and your
materials’ legitimacy. Be creative! Come up with your own.
Think of a catchy, rhythmic saying! “Ain’t Nut’n 2 it, but ta do
it!”
Alternatives To Promotional Items
One of the tools that is fast becoming my favorite promotional

item of choice is the “info postcard.” This is a postcard that has
such great information on it (along with my company and
contact info) that the customer/client can’t bear to throw it
away.
For example, when I speak at the college markets, I print up

postcards with the TOP 25 COLLEGE JOB WEBSITES.
I’ve received so many compliments on that postcard. I even

have had people come over specifically for them and walk away
with a handful to pass on to their colleagues or classmates. I
had one mother who came over and just wanted a few for her
son and daughter in college.
Create something people don’t want to throw away, but more

importantly, something they want to keep. Where do you start?
Put yourself in the potential buyer’s position and ask yourself
what type of information you are constantly looking for and
always wish you had at the tip of your hands. Start there and
give it some thought. Think like a college student. What
would you like to see?
Get Testimonials
When I started out in the college market, I wasn’t able to get a

showcase because I didn’t have a strong video. I, therefore,
decided to go to the events and do a lot of workshops.
My first hope was to generate some student interest in my

topics and maybe get a workshop booking. My second reason
for doing it was the opportunity of getting feedback on my
programs, which were, in fact, testimonials.
I had students fill out an evaluation sheet at the end of my

program and I also asked them to share with me their name and
school.
If you look at the postcard above, those testimonials were

derived from my initial workshops.
Final note: Collect emails to stay in touch with them or simply

email them updates when you are in town.
Strategies To Build Your College Email List
How else are you going to keep in touch with students if you
don’t collect emails? YOU MUST start to build your email list.
What you do is every month or so send out an update on where
you’ll be speaking, new articles you’ve written or
announcements about your latest book. You get the idea. The
objective is to periodically stay in touch and in front of the
students.
There are many ways to approach building an email list once

you have a website up. One of the cheapest alternatives I’ve
found is a website called
www.constantcontact.com
Booking Agents In College Markets
I’m often asked if it’s important to have a booking agent in the

college market. The answer to that depends on how much time
you have and your access to resources.
If you have plenty of time and money, then you really don’t
need an agent. No one will market you as well as yourself.
But if, on the other hand, your time is limited and you want
someone else to do the marketing and follow-up phone calls,
then attracting an agent might be in your best interest.
Agents are hardly looking for new acts to represent. They’re

approached constantly by people who want the agent to
represent them, which is why approaching an agent directly
might be futile.
I’ve learned that the best way to attract an agent is ‘not to need
them.’ In other words, jump into the college market with the
intent of marketing and selling yourself with no one else’s help.
What attracts agents to speakers is 1) good material and

content, and 2) a willingness and ability to market oneself
independently.
Agents are looking for speakers who will market themselves

instead of sitting back and waiting for the agent to do all the
work.
Agents typically take 20% - 25% of your speaking fee. They

DO NOT take that % from your traveling expenses or any
materials sold (e.g., your books, CD, tapes, etc.) See Appendix
A for a typical agent agreement.
APPENDIX A
BOOKING AGENT SAMPLE AGREEMENT

Y OUCAN DOIT PRODUCTIONS – OZ, KANSAS
This agreement is made on , between (hereinafter referred to as

“Artist”), and YouCanDoIt Productions (hereinafter referred to as “Agent”).
WHEREAS, Agent is a booking agent in the business of booking and scheduling

various artists in connection with their performances in the entertainment
industry.
WHEREAS, Artist is or may hereafter become active as a performer and/or in

other capacities in the entertainment industry and desires to obtain the booking
services of Agent in regards to Artist’s performances in the college market of the
entertainment industry. As used herein, the terms “entertainment industry” and
“college bookings” include any event in which the Artist’s performance, or
artistic presentation, is hired in exchange for financial compensation on a college
campus or by an individual that is involved with a college programming board.
WHEREAS, Artist may have formed or may hereafter form one or more
corporations for the purpose of lending and exploiting Artist’s services; wherever
the term “Artist” is used herein, the same shall be deemed to apply to any
corporations or other business entities owned or controlled by Artist during the
terms hereof and utilized for the purpose of exploiting or lending Artist’s services
on college campuses in the entertainment industry.
NOW, THEREFORE, in consideration of the foregoing, it is hereby agreed:
1. Engagement/Term
Artist hereby engages Agent as Artist’s sole and exclusive personal agent for
college bookings in the entertainment industry, throughout the world, for a term
of 12 months commencing on the date first above written (the “Term”) under the
terms and conditions set forth below. Agent shall have separate options,
each to extend the Term of this Agreement for ( ) additional
period(s) of 1 year each (the “option periods”). Such option periods shall
commence automatically upon the expiration of the immediately preceding
contract period of this agreement unless Agent gives Artist notice to the contrary
in writing at any time prior to the end of any such contract period. Any reference
to the “Term” of this agreement shall include the initial period and any option
periods, if applicable.
2. Agent’s Services/Authority
A. Agent agrees during and throughout the Term to provide the Artist with
the following services:
1. Directly or indirectly supervising all of the Artist’s financially
compensated performance engagements for college bookings, and
the terms upon which Artist shall render services to third parties;
2. To contract on behalf of the Artist, with prior notification, all college

bookings in which the Artist shall render services to third parties in
exchange for financial compensation. In this regard, Artist hereby
authorizes Agent to execute for Artist, in Artist’s name and/or on
Artist’s behalf, any and all agreements, documents, and contracts for
Artist’s services, as Artist’s true and lawful attorney-in-fact, such
power of attorney being irrevocable during the term hereof and
coupled with an interest, provided that Agent shall not exercise said
power of attorney in executing any such agreements without first
obtaining Artist’s consent in each instance;
3. Provide Artist’s tour schedule at least 1 month prior to upcoming

engagements and detailed engagement information approximately 1
week prior to upcoming engagements via mail, fax, or e-mail (except
in time-sensitive situations);
4. In time-sensitive situations, engagement information will be relayed

to Artist via telephone.
B. During the term of this agreement, Artist will not negotiate, accept or
execute any financially compensated performance engagement in the
college market except through Agent. All financially compensated
performance engagements in the college market shall be negotiated,
accepted, and contracted solely by the Agent. Artist will not engage any
party other than Agent to render the same or similar services in the
college market that the Agent is engaged to perform under this
agreement. Nothing contained in this agreement shall prohibit Artist
from engaging, and indeed Artist is encouraged to engage, upon
consultation with independent attorneys, business managers, accountants
and auditors.
C. Agent agrees, and Artist understands, that except in time sensitive

situations, Agent shall inform Artist of pending engagement negotiations
and seek the Artist’s advice and counsel.
D. Agent is authorized by Artist to collect and receive all monies on behalf

of Artist, endorse Artist’s name upon and deposit or cash any and all
checks payable to Artist for Artist’s services, talents, and literary and
artistic materials, and to retain therefrom all sums owing to Agent
hereunder, provided Agent promptly remits the balance to.
E. Agent is authorized to approve and permit the use of Artist’s name,

photograph, likeness, voice, sound effects, caricatures, literary, and
artistic and musical materials for purposes of advertising and publicity
and in the promotion and advertising of Artist and any and all
performance engagements.
F. Agent’s services hereunder are nonexclusive and Agent shall at all times
be free to perform the same or similar services for others, as well as to
engage in any and all other business activities.
3. Compensation
A. As compensation for Agent’s services, that the Agent shall retain an

amount equal to 20% of any and all Performance Gross Monies (as
defined below) which Artist earns during the Term, as well as, the items
defined under the “Compensation Upon Termination” section below.
After the performance is complete, upon compensation to Agent for
Artist’s performance by third party, the Agent agrees to cede the Artist
the remaining 80% of any and all Performance Gross Monies (as defined
below) in the form of a check hand delivered or mailed to the Artist, less
any sums otherwise due to Agent by Artist under this agreement, which
sums Agent is further authorized to retain.
B. “Performance Gross Monies” as used herein shall mean the total of all
performance earnings and include all payments, (whether in the form of
deposits, guaranteed minimums, door incomes, or a percentage of door
income versus a guaranteed minimum), which is received by Artist or on
the Artist’s behalf by reason of Artist’s performance services.
4. Compensation Upon Termination
A. Artist agrees to pay Agent, 20% of gross contracted income, following

the expiration of the Term and any renewals thereof in connection with
any and all engagements, contracts and agreements (oral or written)
entered into or on which negotiations are substantially underway during
the Term, whether such compensation is received during or after the
Term and any and all renewals, extensions, modifications or substitutions
hereof.
B. After the termination or expiration of the term of this agreement, the

Artist shall pay the Agent, for the term of 53 weeks, 20% of contracted
income related to any and all events in which the Agent negotiated the
initial contract for that event. The following is a list of venues and
events provided by the Artist in which the initial contract for the venue
or event was negotiated by the Artist:
5. Payments
No monies shall be payable to Artist until Artist’s Performance Gross

Compensation has actually been received by the Agent. After performance is
complete, upon compensation to Agent for Artist’s performance by third
party, the Agent will cede the Artist the remaining 80% of any and all
Performance Gross Monies less any amounts otherwise due to Agent from
Artist under this agreement in the form of a check hand delivered or mailed
to the Artist.
6. Convention Participation
A. The Agent will provide the Artist with a list of upcoming conventions
with at least (1) month’s notice prior to the convention inclusion date.
The Artist will be required to participate in at least (2) conventions per
calendar year.
B. The inclusion date will be indicated for each convention as the final date
by which the Artist may notify YouCanDoIt Productions of their choice
to participate or not to participate in each individual convention. A fee
date will be set for each individual convention as the final date that the
Artist may make payment of fees due to YouCanDoIt Productions for
each individual convention that the Artist has chosen to participate in by
notifying YouCanDoIt Productions as such by the inclusion date.
7. Expenses
A. Agent shall be responsible for Agent’s expenses including: local business

telephone service, long distance telephone service, office supplies, web
site production and promotion, and postage.
B. Artist shall be responsible for all application fees (NACA, APCA,

COPA, etc.). All NACA regional showcase fees are due prior to
YouCanDoIt Productions submitting Artist’s promotional materials to
each respective conference. If the Artist commits to participate in a
convention by the convention inclusion date, the Artist must submit the
indicated convention fees to the Agent by the fee date provided. Fees
submitted to YouCanDoIt Productions late of the fee date will be
charged an additional $50 fee.
C. Artist shall be responsible for all promotional expenses, including media

kits, CD’s, video tapes, posters, etc. It is imperative that the Artist
provide a constant stock of promotional materials (CD’s & video tapes)
to the Agent. If the Agent does not have promotional materials on the
Artist, it dramatically hinders the ability of the Agent to book the Artist.
The Artist may choose to have the Agent create promotional materials
for the Artist for a fee of $1.50 per video tape reproduction and $1.50 per
CD reproduction. The basic media kit will be supplied by the Agent for
the Artist at a fee of $2.50 per kit. All fees are due to YouCanDoIt
Productions prior to the creation and/or distribution of promotional
materials.
D. Artist agrees to forward, through Agent at Artist’s expense, promotional
materials to each college representative with which it meets at the 2
conventions per year required by paragraph 6.
E. Artist shall be responsible to place the Agent plus one (2 persons) on the
Artist’s guest list for performances upon request by the Agent. This
allows the Agent to bring others interested in the Artist to the Artist’s
performance. This also allows the Agent to assist and advise the Artist
on their performance and choice of material for that specific venue or
event.
F. The Agent reserves the right to deduct all fees owed to YouCanDoIt
Productions from the Artist’s Performance Gross Monies.
8. Artist Schedule of Availability
A. Artist must be available to perform a minimum of 4 days per month

(exception: months in which prior arrangements have been discussed and
confirmed between the Agent and the Artist). Inability to perform 4 days
per month is grounds for contract termination per request by the Agent.
B. The Artist shall submit to the Agent a schedule of all available dates for
booking purposes on the first day of the agreement. Changes in this
schedule must be communicated to the Agent immediately. Unavailable
dates must be presented to the Agent 4 months in advance. Artist
understands that performances are typically contracted 2-3 months prior
to the date, thus constituting such advanced knowledge of unavailable
dates. In the event that a performance becomes available for the Artist
on a date listed as unavailable in the above-mentioned schedule, the
Agent shall contact the Artist and establish availability for the
performance in question. After establishing availability, the Artist shall
contact the Agent who shall attempt to contract or not contract the date in
question.
C. Cancellation of contracted performances must occur at least 45 days

prior to the performance date in question. Exceptions to this clause
include personal medical emergencies, immediate family emergencies,
etc. In the event of cancellations by the Artist within the 45-day period,
the Agent has the right to terminate the contract via written notification.
9. Termination of Contract
Grounds for termination of this Agreement include Artist’s inability to arrive

at venue/events in a timely manner, excessive use of alcohol or drugs by the
Artist, property damage to venues/equipment/hotel rooms by the Artist,
excessive use of guest lists (more than 2 guests at shows – except when
otherwise specified in contract), amenities included in contract (i.e. food,
drinks, etc.) used by individuals other than the individual list as the Artist in
Paragraph 1 of this Agreement, and any event where persons other than the
Artist are using dressing rooms or any other facilities provided by the
venue/event.
10. Miscellaneous
This agreement sets forth the entire agreement between the parties with
respect to Agent’s booking of Artist’s engagements. No modification
amendment, waiver, termination or discharge of the Agreement or any
provision hereof shall be binding unless confirmed by a written instrument
executed by the party sought to be charged. This Agreement shall be
interpreted under the laws of the State of Texas. If any provision herein shall
for any reason be illegal or unenforceable, such illegality or unenforceability
shall not affect the validity of the remaining portions and provisions. Any
notices required hereunder should be sent by certified mail, return receipt
requested, to the parties at the addresses designated below or such other
addresses as the parties may hereafter designate in writing.
The Artist agrees and covenants that the terms of this agreement and all
Performance Agreements entered into through Agent are confidential and
will not be discussed with the Agent’s other artists. Artist agrees that all
communications with the Agency and or its employees will be conducted by
Artist and not by one or more third-persons on Artist’s behalf.
IN WITNESS WHEREOF, the parties have executed this Agreement as of the

date first above written.
ARTIST AGENT
X______________________ X__________________________
Signature of Artist Signature of Agent
John Doe
YouCanDoIt Productions
7777 Lala Lane
Oz, Kansas 779311
(800) 111-1234
APPENDIX B
List Of Organizations That Book

Education Speakers
College Market
National Association of Campus Activities

www.NACA.com
Association for the Promotion of Campus Activities

www.APCA.com
Canadian Organization of Campus Activities

www.COCA.org
Association of Fraternity Advisors

www.FraternityAdvisors.org
National Orientation Directors Association

www.NODAweb.org
National Conference on Student Services

www.MagaPubs.com
To Get a Listing of Student Leadership Conferences

www.StudentLeader.com
Student Affairs Professionals

www.StudentAffairs.com
National Association of Collegiate Directors of Athletics

http://nacda.ocsn.com
National Association of College Admission Counselors

www.NACAC.com
North American Association of Commencement Officers

www.Commencement.org
National Hispanic Association of Colleges & Universities

www.hacu.org
National Panhellenic Conference
www.NPCwomen.org
National Honor Society

www.NHS.us
National Junior Honor Society

www.NJHS.us
National Association of Student Councils

www.NASC.us
National Association of Student Activity Advisors

www.NAWD.com
An Association of Marketing Students

www.DECA.org
APPENDIX C
Resources For Building Your Six-Figure Income
Get a Copy of
Speak and Grow Richer Through Internet Marketing
Product Development Tools
AUDIO
PHONE-TO-COMPUTER RECORDER
Smart Phone Recorder (Radio Shack-43-2208)
AUDIO RECORDING-EDITING
Sound Forge (Software)
ACID (Software)
CREATE AUDIO PRODUCTS: MP3

Audio Sound Recorder Free Demo
All Sound Recorder Free Demo
Internet Audio Guy Resources
BOOK BARCODE MAKER

GET AN ISBN
Bowker Get Registration # for your Book/CD/DVD
CREATE YOUR OWN BARCODE

Make Bar Code ISBN Software
BOOK PUBLISHING
SELF-PUBLISHING YOUR BOOK

Instant Publishing- Print (min. order, 25)
BOOK COVER CREATOR

Killer Covers
BROCHURE - PRINTING
Vista Print (Brochures, Mailers)
iPRINT (Promotional)
Printing For Less (Brochures, Mailers)
CD-DVD
CD-DVD CREATOR
Roxio (Software)
CD/DVD DUPLICATION
DubMax
DiscMakers
CD-ROM MAKER
6Bytes (Software)
CD-DVD PLASTIC CASES

Sleeve Town
LOGO BRAND
LOGO CREATOR
Logos (Software)
Logo Works (Service)
PROOF-READING HELP
eLANCE (Post Your Project Online)
Proofread Now (Great for few pages)
QUOTES-RESOURCE
Brainy Quotes
SOFTWARE DESIGN
Rent a Coder (Software Developers)
ScriptLance (Software Developers)
SCREENSAVER
Screen Time (Using PowerPoint or FLASH)
VIDEO
VIDEO MAKER
Visual Communicator- Serious Magic (Software)
Camtasia (Software)
VIDEO-TO-FLASH CONVERTER
FlixLite (Software)
APPENDIX D
AGREEMENT TO ENGAGE VICTOR GONZALEZ (SPEAKER)
CLIENT: _______________________________ EVENT:
PROGRAM DATE(s): _________________________ TIME: _________________

SITE CONTACT/PHONE: ______________________ PHONE: __________________
LOCATION: _________________________________
SPECIAL NEEDS: (1 Lapel Wireless Microphone, 1 Bottle of Water)
TERMS: __________________________(Client) agrees to the following:
1. Contract Price is equal to the sum of $ __________. The Speaker agrees that the Client may cancel the
performance and be released from any liability hereunder if the event is cancelled due to such accidents as
epidemics, destruction of the performance hall, acts of God, or other conditions beyond the control of the
Client. If the event is otherwise cancelled or rescheduled, the Client will be obligated to pay Victor
Gonzalez (Speaker) 50% of the performance fee. If necessary, payment shall be in the form of a college
check, teller's check or money order made payable to: Victor Gonzalez, 8004 NW 154th St. Miami, Fl
33016.
2. Transportation: Taken care of by ___________________

3. The terms of the attached rider are part of this agreement. All changes to the contract and/or rider must
be initialed and dated by both parties.
4. Additional Agreement Provisions: Hotel room booked and paid for by Client for _____ night(s) at
______________________. Room must be quiet, clean, private phone, workout facility, and available
room service.
CONDITIONS:
The Client may not videotape or broadcast the performance without previous consent of the Speaker. It is
understood that the Speaker executes this agreement as an independent contractor and is not an employee
of the Client. Responsibility for appropriate payments of payroll taxes and charges under all applicable
laws will be assumed by the Speaker, therefore no taxes can be withheld from the Speaker's payment.
Speaker shall have the right to sell or distribute his books, CDs, T-Shirts, etc. The Speaker is free from any
demands by the Client for any commissions on concession sales.
Accepted and agreed for (Client): Accepted and agreed for (Speaker):
By: _________________________________________ By: ________________________________

Name: _______________________________________ Name:
Title: ________________________________________ Title: Speaker
Date: ________________________________________ Date: _______________________________
This contract must be received at the address below no later than _____________________ or this contract will be
null and void at the option of the Speaker.
Return to:
Download your copy at

www.speakatcolleges.com/contract.htm
Final Words
I added some additional material to enhance your speaking business

(audio CD creation, contact list building, etc.) My objective was to
have you think not only about the college market, but beyond it. Begin
to position yourself as a Pro today in every way and, thereby,
positioning yourself for long-term success. I wish you luck! And who
knows… We may see you on the college market one day!
Victor Gonzalez
11770 Haynes Bridge Road
Alpharetta, GA 30004
678-895-6068
www.victorgonzalez.com

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Victor Gonzalez, © 2005 www.thelogicofsuccess.

Are You Serious About Making A Six-Figure Income?

Part I: The College Market

Part II: Pieces Of The Puzzle For Success

Appendix A: Booking Agent Sample Agreement

Victor Gonzalez retired at 38 years of age. He now helps people

Victor’s experience in business and creating successful companies has

Prior to becoming President, he was Vice President of International Sales

As a speaker he has won numerous speaking awards at district, state and

Victor has a Bachelor of Science in Electrical Engineering (BSEE) from

Like many speakers, I started

I was a pretty good speaker starting out. By my second year, I

My first inkling that the speaker’s market was not as I imagined

This line of questioning garnered some unusual behavior from

I then decided to start attending the meetings of the regional

It became apparent to me that 5% of the speakers were

I started hanging around these speakers (the 5 “percenters”) and

I began questioning that line of thinking, especially when it

1) To shatter your self-limiting belief of how much money

2) To give you a WORKABLE plan and the tools on how to

I’m hoping as you read through this plan you’ll convince

What stops the prices from dropping in the college market?

As you read this manual, keep in mind it is a business strategy

Strategy Tip #1: The key to success in the college market is to

The worst thing that can happen is ‘opportunity’ comes your

The Guiding Philosophy For Writing This Manual

I hate get-rich-quick schemes and anything that smells like

The information in this program is scrutinized to the point

I’ve put the material is a straightforward manner and included

I’ve chosen to focus on writing for the sake of giving you

This manual is a roadmap for a trip you’re going to take. I will

Let’s get going!

Strategy Tip #3: A percentage of that money is set aside for

I use the terms college and university synonymously and make

So, if a college has 1,000 students, then the total revenue

Each college budget is divided into buckets of money. Let’s

This is where the two major booking organizations, NACA and

There are currently two major organizations that book

Strategy Tip #4: I’ve included in Appendix B a list of other

Also, keep in mind that there are multiple organizations on

Knowing which on campus organization to contact is only the

So, let’s begin by first discussing the two major organizations

The National Association of Campus Activity is a non-profit

It’s incredible how many people are unaware of the huge

Once the budget is set, a select group of students along with a

Strategy Tip #5: Let’s say a delegation from the University of

Therefore, the person to really get to know (and target for

The great benefit of working within these organizations is the

NACA fills a need by bringing together many colleges under

The audience will be constantly evaluating the acts, and if they

Montana, Wyoming, Wisconsin, the

Michigan, Indiana, Ohio, West

Once a year, they hold a “NATIONAL” conference where ALL

Depending on the region you’re in, you can have anywhere

At the National conference, the numbers of attending colleges

Strategy Tip #6: The National conference is the ‘crown

APCA is a similar organization with a more open and inviting

APCA is what the minor leagues are to major league baseball.

The number of colleges that attend is about one-third of what

Strategy Tip #7: Another great advantage of APCA is that

READ THE ABOVE AGAIN!

This first come, first served format is a great advantage to the

READ THE ABOVE AGAIN!