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PROFESSIONAL
SPEAKING
Lawyers
are often articulate and dynamic speakers.
Most lawyers speak at legal education seminars or local organizations,
such as the Rotary Club or Chamber of Commerce, as a means to develop clients
and build their image and credibility. These
talks are usually done for free. Then
there are the well-known lawyers, such as John Grisham, Johnnie Cochran, or
Gerry Spence, who receive large fees for their talks.
The difference between the free speaker—whose subject often changes to
accommodate the audience or the practice specialty she wants to promote—and
the paid speaker is that the paid speaker is known for her expertise in one
subject and sticks to that topic in her talks Between
the freebies and the $25,000 fees, there is a huge market for paid professional
speakers. Major conventions and
meetings of associations, corporations, government agencies, educational
institutions, and the military employ many speakers for a single convention.
Speakers are hired to present in concurrent “break out” sessions as
well as for program openings and closings, luncheons, banquets, specialty
programs, and keynote talks. The notable keynote speaker at a major convention may be paid
$10,000 and used as an attendance draw, whereas the speakers at each two-hour
breakout session at the same convention may be paid only $250 to $1000.
However, having one’s name on the speaking roster of a national
organization is often payment enough for the opportunity to build a sterling
reference base. If
you have either a specialty within law or a favorite non-law subject, it is
possible to develop a side business or even a career as a professional speaker.
While some lawyers use speaking to bring in more law business, others
decide to abandon legal practice and speak on their other interests.
This latter group then builds a business around their speaking expertise,
often writing books or producing audio or video tape presentations, used both to
produce income and to promote their speaking capabilities. For
example, a mediator could speak to business groups about the benefits and
methods of dispute resolution, as a method to create interest in her mediation
services. Or that same mediator
could provide substantive presentations to corporations on techniques for
mitigating internal disputes, earning both a speaking fee and having the
opportunity to be subsequently hired as a consultant to set up an internal
dispute resolution system within the corporation.
Or a business lawyer could speak about the numerous issues affecting
large or small businesses, as a means to either cultivate law or consulting
clients. Outside
of law-related topics, a backpacker could develop a presentation about the joys
of self-sufficiency or a writer could talk about the creative process as it
influences everyday life. Former
lawyers have developed and promoted their expertise on topics as disparate as
using humor in communication, effective flirting, making money in real estate,
spirituality, international travel, computer proficiency, effective negotiation
methods, healthy life practices, and effective networking techniques.
Here
are a few issues to consider before deciding to strike out on a career as a
professional speaker: the need to
market your services to meeting planners and convention organizers, frequent
travel (although often to very nice hotels and diverse locations, with your
expenses paid), giving the same talk over and over, and irregular income.
However, once a speaking reputation is established, the income is good
since a mid-level speaker can receive $1,500-3,000 for a keynote speech.
And the more well known the speaker, the higher the fee. A very useful book, which details how to start and promote a
speaking career, set fees, and obtain business, is Speak and Grow Rich,
by Dotti and Lilly Walters. If
the speaker has written her own book or is a recognized authority on the
subject, the fee climbs quickly. Often
an organization will buy the speaker’s books so that each attendee can receive
one. Many speakers increase their
earnings substantially through these “back of the room” sales, where their
books, tapes, or other materials are sold to attendees or the sponsoring
organization. For example, if a
speaker is paid $1,500 for a two-hour talk and the sponsoring organization
provides the speaker’s $20 book (on which the speaker earns $10 profit) to
each of the 150 attendees, the speaker doubles her fee for that presentation. For
either casual speakers or those intending to develop a career in the speaking
field, Toastmasters International is a good training ground, both for speaking
practice and to receive supportive feedback about presentation skills.
And the National Speakers Association, with regional chapters in many
larger cities, has a membership consisting of both professional and
“wanna-be” speakers, and is useful for networking and receiving information
and reality checking about the field. For
those of you who want to speak to groups other than juries, and in a context
that is less confrontational, professional speaking may utilize your
presentation, client relations, and entrepreneurial capabilities in a fun and
remunerative manner. ©
2000 Hindi Greenberg. No
reproduction by any means without express written permission from Hindi
Greenberg. Hindi Greenberg, J.D.,
was a business litigator for ten years before founding Lawyers in Transition(sm)
in 1985. She
is known nationwide for her expertise on career options for lawyers and is a
speaker, outplacement advisor and consultant on options, job satisfaction and
career change for bar associations, law firms, law schools and individual
lawyers. She has been widely
interviewed by both the legal |
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