James Malinchak

I saw Wayne Newton, right? He bedded down. I think it was at the Tropicana. He was like the first guy.

I saw Wayne Newton, right? He bedded down. I think it was at the Tropicana. He was like the first guy.

I remember seeing him on, I think it was Larry King or something, 25 years ago, and he just signed this 10-year deal, right? And they asked him, well, why would you do this? He said, man, I love entertaining. I hated to travel. And I was like, oh, my gosh, I'm on the road 300 days a year flying all over. 20,000 conventions in Vegas, I'm moving to Vegas and I'm going to target all these.

I remember seeing him on, I think it was Larry King or something, 25 years ago, and he just signed this 10-year deal, right? And they asked him, well, why would you do this? He said, man, I love entertaining. I hated to travel. And I was like, oh, my gosh, I'm on the road 300 days a year flying all over. 20,000 conventions in Vegas, I'm moving to Vegas and I'm going to target all these.

I remember seeing him on, I think it was Larry King or something, 25 years ago, and he just signed this 10-year deal, right? And they asked him, well, why would you do this? He said, man, I love entertaining. I hated to travel. And I was like, oh, my gosh, I'm on the road 300 days a year flying all over. 20,000 conventions in Vegas, I'm moving to Vegas and I'm going to target all these.

Bingo. And I give them a discount too. So, so the first thing you got to figure out who you want to talk to, right? So if you want to get paid to speak for corporations, they have different needs than colleges and universities for students, right? or for educators, or if you want to get paid for youth groups, that's different topics. Here's the number one mistake everybody makes.

Bingo. And I give them a discount too. So, so the first thing you got to figure out who you want to talk to, right? So if you want to get paid to speak for corporations, they have different needs than colleges and universities for students, right? or for educators, or if you want to get paid for youth groups, that's different topics. Here's the number one mistake everybody makes.

Bingo. And I give them a discount too. So, so the first thing you got to figure out who you want to talk to, right? So if you want to get paid to speak for corporations, they have different needs than colleges and universities for students, right? or for educators, or if you want to get paid for youth groups, that's different topics. Here's the number one mistake everybody makes.

They don't start with the market. They don't find, like, let's say you pick corporations, right? You need to find out what the event coordinators are paying money for, not what you want to talk about.

They don't start with the market. They don't find, like, let's say you pick corporations, right? You need to find out what the event coordinators are paying money for, not what you want to talk about.

They don't start with the market. They don't find, like, let's say you pick corporations, right? You need to find out what the event coordinators are paying money for, not what you want to talk about.

Right. You got to map and then you take your message and you match to what they're already used to booking and paying money for. So I'll give you a simple example. You probably heard of Chicken Soup for the Soul, the book.

Right. You got to map and then you take your message and you match to what they're already used to booking and paying money for. So I'll give you a simple example. You probably heard of Chicken Soup for the Soul, the book.

Right. You got to map and then you take your message and you match to what they're already used to booking and paying money for. So I'll give you a simple example. You probably heard of Chicken Soup for the Soul, the book.

Mark Victor Hansen.

Mark Victor Hansen.

Mark Victor Hansen.

Yeah. Jack's been my client for years.

Yeah. Jack's been my client for years.

Yeah. Jack's been my client for years.