How One Speaker Built a $360K Business After An Overdose: His Principle, Money Follows Movement

Most speakers can speak. Almost none of them can sell themselves. Ryan Botner can do both, and he learned the second skill the hard way: twenty years in sales, a million-dollar income before thirty, a near-fatal overdose, and a rebuild from a nine-dollar-an-hour job at a barbecue joint.

In this episode, Ryan Botner breaks down what actually fills a speaking calendar: power hours, cold outreach, walking into businesses unannounced, and the unglamorous truth that money follows movement. He explains why most speakers think they have a leads problem when they actually have a conversion problem, why associations are the highest-leverage entry point in the US market, and why selling from stage isn't a pitch, it's an invitation.

If you've ever told yourself you just need a better website or a bureau relationship to start, this episode will not let you off the hook.

Want to connect with Ryan? Find him on LinkedIn: linkedin.com/in/ryan-botner-b59445239

Note: Ryan's prospecting examples are largely US-specific, where associations are a far bigger part of the speaking ecosystem than in the UK or Europe. The underlying principle (reps, relationships, and getting on the phone) still applies regardless of geography.

CHAPTERS:

00:00 Leads Versus Conversion

01:22 Ryan’s Rise And Reset

05:50 Finding Your Paid Problem

07:36 Money Follows Movement

11:44 Who To Call First

14:38 Prospecting And LinkedIn

19:00 Breaking Into Corporate

21:36 Reps And Sales Scrimmage

25:27 Listen To The Market

28:09 Low Hanging Booking Wins

30:55 Speak To Sell Offers

33:32 Coaching Fit And Contact

37:13 Wrap Up And Next Episode

4. FAQ Section

Q: What is Ryan Botner's main advice for speakers struggling to get booked?

A: Ryan Botner argues that most speakers don't have a leads problem, they have a conversion problem caused by unclear messaging or under-developed offers, and that consistent prospecting activity (cold calls, LinkedIn outreach, in-person visits) is non-negotiable for building a sustainable speaking business.

Q: What is Ryan Botner's close rate by lead source?

A: Ryan Botner reports an 80% close rate from discovery calls booked through speaking engagements, roughly 50% from referrals, and around 30% from LinkedIn leads.

Q: How did Ryan Botner get into professional speaking?

A: After a career in life insurance sales and a period of addiction that led to a near-fatal overdose, Ryan Botner rebuilt his career starting with unpaid and low-paid speaking engagements before scaling to a six-figure speaking and coaching business.

Q: Does Ryan Botner's advice apply outside the US?

A: Much of his prospecting strategy centres on US-style trade associations, which are less prevalent in the UK and Europe. The core principles of direct outreach and relationship-building still apply, but European speakers will need to adapt the specific tactics.

Visit https://strategic-speaker.scoreapp.com to take the 2-minute Strategic Speaking Business Audit and find out what's blocking you from getting more bookings, re-bookings, referrals and bigger fees. There's a special surprise gift for everyone who completes the quiz.

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For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

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