How To Be More, Do More, Have More – #133

How To Be More, Do More, Have More

How To Be More, Do More, Have More

What differentiates high performers from good performers? What helps one person to achieve in 3 months what others do in 12? These are the questions that have inspired our guest for the last 20 years and have led to his #IAM10 methodology for high performance. The world is changing faster than ever. There is more competition than ever before. The global economy, AI, automation all mean that you and your people need to work with conviction, embrace change, maximise productivity and add more value to every situation. Good enough is not good enough anymore. You need to be the best. You need to be a 10.  We are delighted to have Gavin Ingham as our guest this week.


  • How did you get into speaking? 
  • What do you think makes a bookable speaker? And how has this changed over the last couple of years? 
  • Why do only such a small percentage of speakers succeed? 
  • What is it that speakers do/ don’t do that would make the difference? 
  • Where do most of your business come from? 

What three things would you recommend to a speaker wanting more business?


Artificial Intelligence Generated Transcript

Below is a machine-generated transcript and therefore the transcript may contain errors.

How To Be More, Do More, Have More

How To Be More, Do More, Have More

James Taylor  0:00  

I’m James Taylor and you’re listening to the speakers you podcast a show for aspiring and professional speakers. This episode is with my co-host, Maria Franzoni. Enjoy the episode, they are going to be talking about how to be more, do more have more. What differentiates high performance from the good performance? What helps one person to achieve in three months, what does it take others to do in 12? These are the questions that have inspired our guests for the last 20 years and have led to his I am 10 methodology for high performance. You know the world is changing faster than ever, there is more competition than ever before. The global economy. Ai automation all means that you and your people need to work with conviction, embrace change, maximize productivity and add even more value to every situation. Good enough is not good enough anymore. You need to be the best you need to attend. And we are delighted to have Gavin am as our guest this week to talk about this Gavin Welcome to the show. Hello. Good to see you see, I’m the only person without the Christmas shopping.

Maria Franzoni  1:08  

You got the memo, didn’t you? Christmas is not canceled. It is not canceled.

Gavin Ingham  1:13  

I am a big Christmas fan. I don’t know if I should admit that. But any excuse to wear a Christmas jumper for me Maria.

How did you get into speaking?

Maria Franzoni  1:19  

Yeah, for me an excuse to drink eggnog. I really like eggnog. Anyway, right. So let’s get serious. Let’s get serious because we’re talking about more and actually we want to focus on speaking specifically. And being you know, having more speeches and make you know, raising your fees and having more money and be more successful. So let’s talk about your speaking because we’re quite nosy we like to go behind under the hood. How did you get into speaking Gavin?

Gavin Ingham  1:47  

Wasn’t by design, that’s for sure. Maria. I think I was never really because people may or may not know this, but I started out as a an 18 year old as a police officer. And my first awareness of public speaking was actually my friend Mike and I used to drive from Northolt to Hammersmith, Nick, and Mike was driving in his Ford Escort, RS two or whatever it was at the time. And he used to listen to only two things in the car. So the first one was tone Luke, if you remember, tone Loke. So funky cold Medina. And the second one was Jim Rohn. Now I know that’s like a really strange combination. And he would literally just flip between the two. So one minute he was this, like, you know, rapper, and the next minute, he was listening to Jim Rohn. And I wasn’t that bothered about him like, but I loved Jim Rohn and some of his stuff. So I kind of looked into it and found out that he trained Anthony Robbins. So I got into Robbins he stuff like I think a lot of speakers, and then became moved into sales and sales managers, sales director and stuff and found that the stuff was really really powerful for me and, and I always had this sort of thing. I’d love to be the next Anthony Robbins, but there was literally no plan. And we go back to I still have no intention of being a speaker. And do you remember those days when all the jobs the decent jobs used to be in the Sunday Times jobs supplement you remember that? bureaus and I was just flicking through it one day looking at all the jobs that I was completely unqualified to do thinking, wouldn’t it be great to have a six figure salary? And then there was this little advert until this day, the advert was just and it said something like, how would you like to be a high performance coach work with companies like Coca Cola and black? So SmithKline speak at conferences and coach high performers apply now. And it was actually application for speakers International. And I thought, Well, that just sounds like the perfect job for me. And that was how I got into it. Maria.

Maria Franzoni  3:46  

Fantastic. For anybody tuning in from abroad, the word Nick means police station, right? Because we got to be careful with some of the words that we use. And with regards to the rapper. No idea personally, but I do know about Jim, and James, what question have you got for Gavin? What?

James Taylor  4:06  

So you’ve seen the industry change a lot in the time you’ve been involved in it? So I’m interested in like, what do you think makes a bookable Speaker Now we’re doing this in 2021 Radical into 2022. We’ve gone through a very interesting 20 months or so tell us about how you think that’s changed over the last couple of years.

Gavin Ingham  4:26  

So I think it’d be really great to hear James because I thought that I knew this question was coming. And I thought about it, because normally this kind of question, I would just go off the top of my head. And I thought no, I want to put a little bit of thought into this. I’ve actually got six answers. So the first three are just one word as and I think they’re just static and they remain static. And then the second three other kinds of the changes. So I think the three that underlie all of it are I mean, I think the first one is a strong reputation. So I think if you want to be bookable you have to have a strong reputation and There is this whole kind of catch 22 thing, which I’m sure we might talk about later on. But if you don’t have that reputation, it can be quite difficult. I think the second one and this has always been and always will be important is client focus. I think a lot of speakers very focused on themselves, very focused on what they do and not so much focused on the client themselves. And then I think the third one is delivery, I think you’ve got to over deliver every single time, it’s sad to say, but you really can’t have a bad day, you’ve got to always have a good day and deliver what you’re asked. So let’s come on to the thing, which I think really is what you’re more interested in. And that’s what I perceive as the changes. Now, I’ve kind of gone one word to another word on each one. And that’s not to say the first word is not important, because I still think it is. But I think if you look back to when we were running around in the real world before, I think there was a real focus on entertainment from for speakers. So speakers often with that entertainment piece, the piece that they went, Oh, well, you can flagship everything. And we can all be a bit rubbish. And as long as you’re really good, everybody will walk out with this kind of high. Now, I think that’s still really important. But I think people have gone back to basics a little bit. So interestingly, one of the companies that I worked for at one point had this message and the message was making learning fun, making learning fun, that was their kind of strap line. And that for me is a strap line of two, three years ago as it was a strap line of 2008, before the crash, or 2000, before the Twin Towers went down, because the problem is learning is fun is a very want type thing. Because actually, if you look at it from a CEO perspective, nobody cares that learning is fun. Do they even care about learning? No, they care about changing behavior? Do they even care about changing behavior? Not really, they care about the results that they’re getting in the business. And I think when things get tight, people drop back from these things that are two or three removed, and go back to the core basics. So I think for entertainment, yes, you still need entertainment. But I think what people really need today is engagement, I think you need to be able to engage audiences, you know, whether it’s online or offline, because I think people have lost a lot of that community, they’ve lost a lot of that connection. And it’s engaging people who are feeling a little bit foggy, or a little bit confused over the last couple of years. So the second one is very similar. It was the inspiration. And I think people look to a speaker for inspiration a lot of the time. And that’s still really important. But I think now it’s more about education. I think people want to really be able to focus on something that they can go, that’s what we’ve given to them. Yes, inspirational. But we’ve given you some actual content, something you can actually do something with which links into the next one. And I think people were weaving stories, and you could get away with a really good story that inspired people and insane. And I think that story, yes, it’s still there. But I think now it’s about takeaways, actionable takeaway, something that people can go to speech, and they can say, Okay, we were inspired, entertained, inspired, there was a story. But also, you know, what, actually, really, we were engaged, we learned something. And importantly, we know that we can do something with it, because like people have questioned a lot of the expenses that making they’ve realized the value of speakers, but they want to see a tangible takeaway, and tangible actions that people can take, which of course, leads the right way back into what I was saying before about client focus, if you haven’t got that client focus, and you’re just wandering around, talking about what you always talk about, then you’ll never be able to do any of those things. So

Client Audience Focus

James Taylor  8:23  

on that, that last bit there just about the kind of entertainment and inspiring how we’ve seen some changes, it feels a little bit like we can almost think a bit of a kind of K shaped recovery, that the other speakers who focus more on the training piece, much of that is going to be kept virtual, and it’s going to stay in the stay in that world. And they do want you know, the education, we want very tactical, actionable things that we can do. But I’m wondering for the on the other side of the key, the ones that are going back and doing the in person, this the thing that I still hear time and time again is, is how can we, our people have been separated for so long, we’re bringing them back together again, we do want to, we want to inspire them, but we also want you to be a kind of a catalyst for helping bring our people back together again. Does that does that make sense? Yeah, totally. Cuz it is this. So I just feel like we’re in this kind of weird middle place just now we’re kind of seeing this kind of little bit of a divide start to open up between like the what we think of as the speakers and the trainers. So you mentioned that like Jim Rohn at the start. And he was he was able to do both. He was a great keynote speaker. He was also really solid content in terms of training early on and NLP and all that stuff as well. Where do you feel you sit? Are you happy to embody those two worlds? Are you feeling more now drawn to one one particular side?

Gavin Ingham  9:48  

Well, it’s interesting, isn’t it? Because my, I suppose the core of what I do is about helping people get the right mindset, which includes the motivation, helping people get clarity around what they want and what they need to do, and then helping hold themselves accountable so that they actually do it. So inside of those messages, clearly, that’s inside of what I do. And I think you’re 100%. Right? I think people are going to be quite greedy for a while, I think they’re going to want all of those six, I think when you stand up, they’re going to want the entertainment, they’re going to want the inspiration. They’re going to want the story buy stuff, they gonna want all of that, but they’re actually also going to want engagement for the same reasons education, and takeaway, I think it’s, it’s important to qualify that education. Because you mentioned trainers, a trainer might cover seven things, 10 things, 12 things. When I say education in a keynote speaker, it’s only a slight tweak. So it’s probably a 10% or 20%, tweak, it’s working out. What is that core message? What is that core takeaway? What is that core educational piece. So I think, when you look at people, and I’m guessing there will be probably quite a few of Maria’s clients who sit either as trainers wanting to be speakers, or sit as speakers, but who actually spend 80% of their time training, and want to get more speeches for a variety of reasons. And I think that is one of the big learns. It’s like your content is really important. But whereas if you had 45 minutes to an hour, as a trainer, you might do seven points. As a keynote speaker, you’re going to do one or two. So you’re going to cover that point, but I think it’s working out what the, you know, I’ve seen a lot of stuff from Maria recently talking about the brief.

James Taylor  11:24  

Yes, no, we had Mary on the show was a great episode where she talks about scoping and understanding the brief for the client.

Gavin Ingham  11:32  

And I think that’s where it comes in. It’s that back to the focus on the client, and that understanding to truly understand what’s driving them so that you can deliver all of the above, you can understand Yes, what’s going to entertain and inspire, but also what’s going to make a difference in their business. And of course, the interesting thing is when people are in a speech, they’re gonna go out and they’re going to say one thing, or they’re going to go out, and they’re going to do one thing. So the question is, what is that and it’s understanding what that is, that’s what I’m talking about.

James Taylor  12:00  

I’ve got a perfect, I would just say, eff up the story here is now on transport. It’s fancy, we’re coming to the end of the year, I had a wonderful screw up at the very start of the year that I can now share, because enough time as the the emotion has left my wounds on it wounds. Okay, talk to this. So what happened was, like you and Mary is kind of trained us in this that, you know, scoping the client, understanding the client, like you were just talking about there. And the bureau agent did a really good job of initially having a conversation with the client, and it was, I think, was the vice president she was talking with, they can put this whole thing together like this is what we want. And so I had calls with them, and we will, right right on there. And it was actually a pre recorded keynote. So I did the pre recorded keynote, like all the points. And this is the first time it’s ever happened and either you haven’t view but they came back and he said, Actually, James, we think it’s off off target. And I was like, What in the hell. And it turned out the final though no point did the CEO, the owner of the event, ever want to get involved and very last minute, so the VP who thought we were doing a really good job had a completely different vision of what the event should be. First, thankfully, it was a pre record, so we’re able to fix it. But just because they what you were saying that that you know that customer centric, like, but then who is your client? Who is that person that has to give because it’s complex,

Speakers Succeeding

Maria Franzoni  13:34  

and get breached by the right person? So should be points. Such a good point. Wow. Okay, you’ve exposed that wound. Now. Hopefully it doesn’t open again. That’s a difficult one, James, difficult one. So Gavin, I loved your six points. Absolutely loved it. And thank you so much for being my listener, I wondered who that was for listening in to my material. I now know it’s you. That’s where it’s great. Thank you, I know who to send the Christmas card to brilliant. Thank you so much. So I you may have answered this actually, with your six points, because the answer may be they’re not doing the six points. But my question to you is, why is it that a large number of speakers fail? And not that Why is it only a small number of speakers really succeed?

Gavin Ingham  14:13  

Well, of course, we had an interesting conversation about this just before, and neither of us have the specific stats on this, other than to say we know that a lot fail. And I would go broader on that one, I think can ask the question, why do most businesses fail? And I think it’s because people if you go back and read something like the E Myth revisited by Gerber, he talks about how people get into roles because they like doing the job or they’re an expert at what they do. And I think that’s something that really summarizes speakers we have a passion to speak of passion to share a passion to help. Some people have a big ego too, but you know, either way, what we’re not thinking about perhaps is the business side of it, I think. And so for me, why do they fail they fail because of sales. Really. I mean, why do you Have enough business because your sales funnel isn’t good enough. And I think it comes down to a few things. I think it’s a complete lack of understanding about the marketplace, a lack of understanding of who you speak to. So I think people want to be able to go, I can speak to anybody. And I think that’s a big mess in today’s marketplace. I think they don’t know what the problem is they’re solving what the value is that they’re delivering. And then I think they have no sales process, they just hope that these gigs are going to come through the door. And I know you, you know, you’ve proved it can be really quite simple in your life days where you’ve taken people live and on on the phone and ringing people and doing stuff, and people have got leads and deals then and there. And I think it’s that activity. And the reality is that, you know, particularly coming from a sales background, a lot of the entrepreneurs that I meet a lot of speakers, I mean, they’re just not doing the stuff that they need to do, you know, they won’t pick the phone up to anybody. They don’t follow things through, they have a conversation, and then they don’t chase it up. They don’t keep in touch with existing clients, they don’t have the right conversations. And then I think on top of that, probably they’re a bit arrogant about their delivery. And they’re not constantly trying to improve you know, if you’re saying speaky work last year, and you’re not improving in some way rather than your products going down, isn’t it so I think it’s the the mostly the lack of focus on the business and the sales side of it, and a little bit of a misunderstanding about what they do and what they’re trying to deliver on.

James Taylor  16:22  

I’m James Taylor, keynote speaker and speaker business coach, and this is the speakers you podcast. If you enjoy listening to conversations that will help you launch and grow your speaking business fast new thought possible, then you’ve come to the right place. Each week we discuss marketing strategies, sales techniques, as well as ideas to increase the profitability of your speaking business and develop your craft. You’ll find show notes for today’s episode as well as free speaker business training at speakers This week’s episode is sponsored by speakers, you the online community for international speakers, speakers, you helps you launch, grow and monetize your speaking business faster than you thought possible. If you want to share your message as a highly paid speaker, then speakers you will teach you how just go to speakers to access their free speaker business training.

Maria Franzoni  17:09  

And I think a lot of speakers hope that somebody else will do the selling for them. You know, they hope that a bureau or an agent will do the selling and yes, a bureau or an agent will but you’ve got to get that momentum going. And I always when I was running my business, my bureau I always had in my head if I’m not speaking to any clients today, how do they know that I’m here? How do I can’t rely on them remembering me or stumbling across me when I started in retail many, many years ago. And of course in retail, you’ve got a shop, you’ve got a shopfront, and you’ve got people going past and you’re attracting them in. Now you haven’t got people going past I can’t grab people off the street and say come and work with me. So I have to go out and say, Hello, I’m here. You need me. And speakers need to learn how to do that. And you know, because you you’ve been very successful in sales as well. And it’s really not rocket science.

Gavin Ingham  18:00  

A Judo it’s the connections, isn’t it? Maria? I mean, I think you I think one of the big distractions is social media. And I’m not saying don’t do social media, and I’m not saying you might not go viral and the phone might not ring but to a to an extent, you know, I’ve got a following. I’ve got people who booked me I do things on social media, people watch it. I’m not saying no business comes from that. But not a lot does. And if you go into a speaker’s agency, and you brought a new speakers agent on and you said, Okay, off you go, go and win some business, you wouldn’t be particularly happy. If they sat there doing social media for a week, you’d want them to pick this thing up and start making some calls wouldn’t use. So it’s it’s working out where those clients are going and getting in contact with them. And people don’t want to do that. So that’s not what they’re thinking about when they set the business up. Or same as when a carpenter sets up his business or her business. They’re not thinking about how they get clients, they’re thinking about making a beautiful benchill, what if I was lost for what the carpenter, major maybe?

Where does your business come from?

James Taylor  19:02  

Jumper jumper Christmas shop? So Gavin, you have this background in sales? So I’m interested. And this is a question probably me and I ask speakers all the time. Where does most of your business come from? What are those lead sources that is driving your business?

Gavin Ingham  19:17  

Now I think you know, I’ve actually written something down for this one, because I got to say something that’s of value to the people out there. But by the same token, I don’t want to lie. And it’s a little bit like when you said what makes a great speaker I said reputation. I think if you spoke to the vast majority of successful speakers and asked them where does your business come from? They’re going to tell you word of mouth, if they’re honest about it, which is linked to reputation. Now there’s a lot of stuff going on behind that. But the answer is most of my business comes from word of mouth. So it’s speaking at a gig and somebody telling somebody else who tells somebody else or somebody rebooking you or somebody telling their wife who tells their husband do tells that dog who tells someone else and then they’re sitting on a board meeting, and someone puts their hand up. So I think that’s, that’s, you know, that is the main answer. But I think there are other I think there are other answers, answers too. I think one is being consistent in whatever form or marketing or sales you’re doing, which feels like a cop out. But I think again, a lot of people will do something, and then they stopped doing it. So it was interesting, one of the guys in the world who teaches how to how to win your competitors, Maria, who teaches how to get speeches, he just goes, just send emails. And you know, it just because you send emails to the right people, and blah, blah, blah. Now you and I might have an argument that you need to pick the phone up. And we would probably both agree on that, I suspect, but the reality is reaching out to people. So I think if you’ve not got enough business, the answer is reaching out to people. So it comes from word of mouth, and reaching out to people. Now the reality is probably most of my reaching out now is to people that I already know, and people who already know me, so it is an easier job. But the reality is, it is still reaching out to people, you’ve just got a slightly different process to reach out to people you don’t know. Third thing consistency. And then I think also, just, it’s not quite the right answer, but knowing yourself and knowing your market. So approaching the right people, and people who will fit with your speeches. So I don’t know whether that’s the best answer.

James Taylor  21:26  

I think it’s the one you get, and I’m afraid the the kind of the outbound thing as well. You know, often because we’re prospecting I think of end clients that they’re inclined we want but I was I was having a conversation with another speaker the other day, who was really busy speak, I think he did 211 dates this year. And his model is completely different. It’s not a direct to consumer direct client model is all Bureau, pretty much it’s all bureau. And he just spends for that that prospect, that relationship building the outbound is with the agents, that’s kind of that’s who his thing is, that’s who’s building a relationship with all the time and he’s got a great business. And it’s not it’s not called email, cold calling or doing anything like that. It’s just you can get some of the Bureau. And then Rio, I know, you train on this as well. Like, once you’re in there with the Bureau, it’s not just That’s it. It’s like how do you build? How do you continue to add value to them? How do you help them kind of support you as well? And he’s fantastic at it. And so it definitely is an active thing in

Gavin Ingham  22:28  

the world. And it’s so it’s again, it’s so important, isn’t it? I mean, I think you’re right, I think people when they set off think, Oh, I’ll contact 20 bureaus, they’ll all fill my diary and we’ll all be happy ever after. And again, it comes back down to knowing your client, if that’s who your client is, it’s working out what problem you solve for them, how you add value for them, how that relationships going to work, because I mean, I’m sure Maria can give you stats on this, but my imagination tells me that for every speaker, speakers, agents work with there must be I was gonna say 100 500, who don’t get worked with. So it’s knowing what it is separates you out into that, but then they need to speak to you for that, right, Maria? Maria,

James Taylor  23:07  

what’s the stats? Tell us? What’s What’s the striking average?

3 things

Maria Franzoni  23:11  

The see now the thing is, I’ve got the numbers, I’ve got to try and remember them, I can’t believe we’ve done this to me. So the last time I looked through this, I looked at London’s speaker bureaus numbers, which was back in 2019, which was, of course, the last really big year, and then when things change, and then the backup to those levels again, which is great. So we were looking at the stats, and we looked at they had four and a half 1000 speakers on the roster. And of that, I believe about 200 280 got booked. But 80% of the bookings went to 45 speakers, which is 1% of the roster, right. And that wasn’t by the way, the biggest names the most famous names, but they do have, you know, those they did take those six boxes you mentioned, that’s quite interesting, Gavin, they did take those six boxes. So And incidentally, going into, you know, pandemic, most of those top speakers have continued to be booked because they are close to the client, that client thing is so vital. And they you know, they know the market they they they do tick those boxes that you mentioned. Huh, brilliant. So what three things would you recommend a speaker do if they want more business? Because we do ask difficult questions today, don’t we? We really put you on the spot I put the

What makes a bookable speaker?

Gavin Ingham  24:28  

kind of answered these. So you probably have, but I’m more than happy to to answer them again in relation to that. So I think the first thing is, is this mastery of what you do. So I think you need to know what your subject is what your niche is, and be really, really good at it. Um, I think if people you know if you’re one of these people, I’m always reminded of the Katherine I don’t know if you remember the Catherine Tate sketch. The one he goes, I can do that. and everything that comes I can do that I can trust I can play tennis. And then of course she can. And I think that sums up a lot of speakers and a lot of consultants and a lot of trainers. And I think it’s for a variety of reasons. I think one is just puppy dog, Labrador type, enthusiasm and infectiousness. Another is probably they probably can do that at a level. And I think the third one is they don’t have enough business. So they’re desperate for anything. And I think what you’ve got to acknowledge is that by doing that, you become much more bookable because people go, Oh, yeah, that’s the girl that does that. That’s the boy that does that, that you know, and I think that becomes Oh, yeah, that’s right. I’ve got this audience, that’s you. And I think that becomes really, really easy. I mean, particularly whether that’s a client, or indeed, with an agency, I think it’s almost more important because, you know, we talk when we talk about sales, about creating your dream 100, or your dream 77, or whatever you like, which is the clients you would like to work with. And if you’re one to one, that might be the the companies that you want to do keynotes for. And obviously, bear in mind at that point, you need to also be thinking about who are the companies you could target who could give you more than one keynote, otherwise, you’ve got a bucket with a great big hole in it. So you know, you want a bank or something who have a 1012 gigs, they could give you every year, and then you don’t need some money. Likewise, you’ve got a lovely one to many, which is your speaker’s agents, because if you can get in with a handful of speakers, agents, they can send you out to all their best clients. But what’s really important speakers agencies they’ve got to know for me anyway, is they’ve got to know what you do. So that mastery is so important, because otherwise they go Oh, do we and they just I don’t mean this in a rude way. But they’ll go for the one that just people, you know, a lot of times there’s a conversation goes on, isn’t there in the office about who would you put up for this or whatnot. And I think at that point, it’s when you go, Oh, well, that’s Gavin. And oh, that’s Dave. And I know that that’s Mary. And I think that you’ve so that that comes down to your mastery of the subject, and your clarity in that and your clarity and getting over. So I think that’s one. I think then that that client focus then becomes really, really important. So how does that help your client? And what is that client? And what do they do, but also when you get into that sale? You know, I talk about sales. A lot of people would turn up programs later on in the sales focus, when we used to do a lot of training, and you go, but you don’t even know how to sell you’ve you’ve dropped the ball three calls ago. And I think the same is true in this, you know, the people who drop the ball in that first briefing, they don’t ask the right questions. They don’t build a relationship, they don’t ever truly understand what their brief is about. And I think as with all sales, sometimes the clients maybe not agencies as much, but clients will often come to you with a brief that is just not good enough. You know, because they haven’t thought it through and they don’t know what they’re looking for. And you’ve got to have the questions to be able to take that out. You’ve got other conversation to bring that out. Otherwise, you’re pitching at something that makes no sense. So I think that client focus, and then a consistent, repeatable, provable, scalable, sales process. And I’m with you, Maria, really, really simple. But I think it needs to happen. And one of the things I’m going to draw a diagram, I wasn’t going to but I’ve got a board here. So I’m going to check this out. Oh, I’m not right. So I think what happens is people sales go like that.

And the reason they go like that is because you’re sitting at home here with no work happening. So the only thing you can do is prospect. So you start doing the things that you don’t really want to do whatever that is. And as you do that, you start to get a few leads. But what happens is somewhere about here, you forget to do what it was that you were doing that creates those leads, because you’re busy, you know what you’re running around the country running around the world, delivering stuff. And so you go through all this place, feeling great, because you’re really busy, you’re delivering, etc. And you get to about here. And this is the Oh sh one T moment where you realize that the world’s going to, you know, hell in a handbasket. And then you’ve got to start prospecting again, but feeling rubbish, and your sales are going to probably my writings unreadable, feeling rubbish, and your sales are probably going to go down and then you repeat the process over and over and over again. And you’ve got this excuse to do that, because you’re busy. But actually, if you had a consistent, simple repeatable sales process that was just rumbling along underneath all of the time, you would never put yourself in this position. So whether that is going out directly to your existing clients or new clients, or whether that’s speaking to agencies and keeping in contact, there’s no point just doing it when you need it because it’s too late. You’ve got to do it all the time. Same as fitness. There’s no point doing it when you want to put your bikini or your or your jogging pants on, isn’t it? You’ve got to do it all the time. I know

Maria Franzoni  29:35  

my bikini doesn’t fit. It’s not good. So the three R’s mastery of what you do the client focus and that consistent sales process. Masterful, brilliant, totally agree with you. Yeah, love it. Love it. Love it. Love it. James, have you got anything to add to that? That

Roundtable IAM10

James Taylor  29:50  

was one thing we’re gonna have a link where people are speaking We’re gonna have a link because Gavin has you do a free weekly roundtable but Do leaders can supercharge their business and their lives in 90 days? I like the 90 days part. So this is every Wednesday at 9am. Tell us it can tell us a little bit more about that where they should go to find out more details about that.

Gavin Ingham  30:12  

Well, it’s If you went there, you’d find it.  And yeah, exactly as you say, we meet on a Wednesday morning, for 45 minutes, I do a little bit on a specific subject, which I announced. And then there’s a lot of interaction, a lot of chat. People share them you know, their opinions and their ideas and their thoughts. And it’s just a positive motivational place to be. I give you an idea of what I do, and you’ll meet a group of people that are fun and lively. We just run it nice and simply on Zoom. So no excuses that you can’t handle the technology after the last 18 months.

James Taylor  30:50  

So if someone’s watching this just now listening to this, what about a supercharged the next 90 days in their in their business? Just go to I am For slash at round table. I will put the links here and also getting your LinkedIn profile link so people can find you on LinkedIn at speaking. So Maria, I think that’s

Maria Franzoni  31:11  

I still haven’t got my word for 2022. James, I still haven’t got it. It’s just I don’t know. Yeah. Marie, I need a word. I need. Have you got a word Gavin? For you? No, no, for you for your 2020 We’d like to have a word that seems like our year. I suppose your words gonna be 10, right?

Gavin Ingham  31:30  

No, I don’t I don’t know. But it’s not 10. I haven’t got one yet. I actually work on I actually put a theme on each 90 Day sprint, so I fall. So my theme will be the first 90 Day sprint and you’re right. I really ought to know what it is. I know what the goal was. I don’t know what sprint is yet. So I need a theme I’m thinking about

James Taylor  31:49  

ideation requires. Gavin, thank you so much for coming on the show today. Real pleasure speaking with you. I’m sorry. I’ve let the team down by not wearing a Christmas jump. I’m feeling I didn’t get the memo about this. Cancel look.

Maria Franzoni  32:04  

I know he did get the memo. He doesn’t want to work or read. I even ruined my hair today by wearing a hat so that is very hot under here. Okay, I don’t know how Santa does it. Anyway, everybody behave be good because he’s watching while you’re awake. And while you’re asleep. Make sure you put your Christmas stockings out. We will be back in January we’ll be back into industry to Gavin thank you so much.

James Taylor  32:26  

You can subscribe to the speakers you podcast on Spotify, Apple podcasts or wherever you get your podcasts while you’re there. Leave us a review. I really appreciate it. I’m James Taylor and you’ve been listening to the speakers you podcast.