Insights from a Booming Bureau (ft. Angela & Richard Schelp)

Insights from a Booming Bureau (ft. Angela & Richard Schelp)Wit and wisdom from the dynamic husband-and-wife leaders of Executive Speakers BureauOPENING QUOTE:“People will always claim that we're a mid-range size bureau when we're not anymore. Now we're a large bureau, we just don't have George W. Bush as an exclusive, but we generate the kind of volumes and numbers that those people with the exclusives generate. So I think that's an area where I believe a lot of people underestimate us.” -Richard SchelpGUEST BIO:Angela and Richard Schelp are the dynamo husband and wife team that runs Executive Speakers Bureau. Their Memphis-based bureau is on a growth tear, nearly tripling their size over the last seven years. With humble roots dating back to 1993, Executive is now one of the largest and most respected speaker bureaus on the planet. Angela and Richard have enjoyed massive success while maintaining the highest standards of integrity, care for others, and deep commitment to professionalism. They serve clients, speakers, and team members with huge hearts — and a little dose of southern hospitality.Links:Executive Speakers BureauBureau HistoryCORE TOPICS + DETAILS:[10:26] - Playing the Long GameHow speakers can burn bright without fizzling outWhy do some speakers endure the test of time while others fade quickly?Angela and Richard have seen the full range of careers for speakers — from the great to the not-so-great. They’ve found that the difference is strategic, long-term thinking. The speakers who play the long game, sacrifice their fee in strategic settings, work on projects with long-term potential even if they don’t come with big short-term gains, are all vital.The other difference? Innovation. A willingness to reinvigorate and innovate on their speaking business day-in and day-out is what makes a speaking career that lasts.[14:59] - The Dos and Don’ts of Contacting BureausHow to make a powerful connectionWith a bureau as successful — and busy! — as Executive, the sad truth is that cold emails and calls often have to be disregarded. That highlights the importance of the “connection before the connection,” the contact that can give you a warm introduction to someone at a bureau you’re pursuing.Further, bureau leaders want to see speakers who have invested in their careers. They want to see diligence, progress, and tenacity in continuously building their brand, message, and client list.[23:35] - From Early Traction to Massive AccelerationHow to move from growing to flowingWhat things have Richard and Angela seen that turn early, promising speakers into rocketships to massive success?Often, according to Richard, it comes down to that extra commitment to marketing. They may have a dedicated marketing team to develop a campaign, improve their assets, or reach new audiences. SEO can also be important to help with discovery, as can honing in on specific niches. The basics like testimonials also provide a strong foundation for future momentum.[26:04] - Exclusive or Not?When to go exclusive in your bureau relationshipRichard and Angela outline some of the key considerations when determining the right time to go exclusive with a bureau. If you have momentum, you’re struggling to manage your career on your own, and you’re commanding fees in the $15K-$20K range but want to bump up to $25K and beyond, then an exclusive partnership can help take you to that next level.That said, you must find a bureau that “gets” you, that has a vision for what you do, and which genuinely cares about your message and approach.RESOURCES: