CHAPTER 4ESTABLISHING FEES

HOW MUCH DO YOU CHARGE? HOW MUCH HAVE YOU GOT?

FOR THOSE of you who turned immediately to this chapter upon opening the book, my warmest welcome. When you get the chance, you may want to visit the preceding chapters.

Professional speaking is a business. What you make is far less important than what you keep.

THE THREE BASIC FEE RANGES YOU MUST CREATE

Nobody is worth all that much by the hour. My auto mechanic makes about $125 per hour for his shop, some speakers command $7,500 for a keynote, and Colin Powell, the former chairman of the Joint Chiefs of Staff, commands about $75,000 for an hour appearance at a convention. That’s 10 times the average keynoter fee and 600 times the mechanic’s rate. How can this be? Does ...

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