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How to Price Yourself & CSP/CPAE Panel
August 14, 2021 @ 8:30 am - 2:30 pm
2021 CSP/CPAE Speaker Panel
How confident are you when discussing or quoting your fee with prospects? Have you ever felt a slight vibration in the back of your throat when you say, “my fee is ” and you hope the client didn’t hear your voice crack or the hesitation as you said your fee out loud? What if you felt 100% confident about your fee(s) and the value you provide for you fee?
We are kicking off the new year of NSA-Las Vegas on Saturday, August 14 with what will now become our Annual CSP/CPAE Panel along with a powerful morning session where you will learn how to price yourself and get paid what you are worth.
We will hit the ground running with Mark Stiving, educator at heart and pricing enthusiast by education and experience.
How to Price Yourself – Get Paid What You’re Worth
Pricing anything is hard. Pricing yourself is especially hard. In this session you will learn three fundamental and powerful pricing concepts.
- Know your value
- Exercise price segmentation
- Build a product portfolio
You will see each of them applied in the speaker business. We will be learning about business concepts and how we might apply them to our businesses.
As a pricing professional, Mark realized the key problem is companies don’t understand value, what it is and how much they deliver to their customers.
For over 25 years he has led, coached, and taught businesses through the lens of pricing, a radically different approach from other business experts. He knows that every person inside your company affects the price a buyer is willing to pay. Whether you are a solopreneur or you have a team, the prices you achieve ultimately indicate how well the entirety of your company operates.
Mark has driven company-wide pricing initiatives worth hundreds of millions of dollars in incremental profit. He started and sold three companies, improving his championship pricing skills in each one.
Mark’s passion is teaching the power of pricing. He evangelizes pricing at major conferences and has conducted over 400 days of corporate training around the globe. Mark’s Price class maintains a net promoter score (NPS) of 81, higher than Apple’s.
Mark also writes about pricing. His first book, Impact Pricing: Your Blueprint for Driving Profits, is a highly readable and practical manual. His second book, Win Keep Grow: How to price and package to accelerate your subscription business, is chock full of insights on how running a subscription business is different from a traditional business.
Mark will change the way you and your team think about pricing and business as a whole.
“Mark removed the taboo that pricing is some dark art.”
Jeff Beckham, Enterprise Product Marketing, Slack
“Mark made pricing easy to understand and fun.”
Mike Freier, Founder, Product Management Consulting Group Inc.
“Mark was very knowledgeable and brought insight into the concept of pricing that will empower me to be more effective.”
Naomi Cash, Director of Product Management, Attainia, Inc.
CSP Accelerator:
The CSP Accelerator is back with the return of Dr. Jeff Magee as President of NSA-Las Vegas for the 2021-2022 term. Dr. Jeff will kick off our morning with a JOLT that only he can provide and lead our first CSP Accelerator – Your Trajectory Code to a Powerful Speaker Business.
CSP/CPAE Panel – Part 1:
Immediately following his morning presentation, Mark will lead a panel discussion with our chapter CSP (Certified Speaker Professional) and CPAE (Council of Peers Award for Excellence) members with a focus on their business model and how they shifted and transitioned their businesses to survive and thrive from 2019 to 2021.
CSP/CPAE Panel – Part 2:
After lunch Mark will continue to lead the panel with a focus on how they built their business and arrived at their various price points and pose questions about negotiating price, raising and lowering prices, and determining their value as a speaker/expert.
You will have an opportunity to submit questions to the panel to ensure we can each learn from the experts and one another. What question would you ask a CSP/CPAE if you were seated next to them at a networking event?
Get to know our panelists…
Guy Burns, CSP, CFCP, RP is President of Success And Beyond, LLC, a company he founded in 2003. After serving 8 years in the U.S. Navy, on board Nuclear Submarines, he held management positions in several organizations, and started 4 successful businesses.
He has made over 850 presentations in 45 states and 12 countries on 4 continents including America, England, Ireland, France, Scotland, Italy, Austria, Canada, Malaysia, Korea, Australia, and New Zealand. Well over 100,000 people have benefitted from Guy’s presentations.
Patricia Fripp is a Hall of Fame keynote speaker, executive speech coach, sales presentation, and online learning expert. She was elected the first woman to become President of the National Speakers Association.
In Patricia’s career, she has delivered over 3,500 presentations as well as 100s of virtual presentations. Companies hire Patricia to help them drive more business by perfecting their sales conversations and presentations and by helping leaders inspire action and commitment through their words. Clients of her speech coaching include corporate leaders, technical and sales professionals, and seasoned professional speakers. Her online learning platform, FrippVT Powerful, Persuasive Presentations, is embraced as a “must-have” by speakers and companies worldwide.
When her business was mostly keynote speaking, Meetings and Conventions magazine named her “One of the 10 most electrifying speakers in North America.”
As a presentation skills expert, Kiplinger’s Personal Finance wrote, “Learning presentation skills from Patricia Fripp is one of the best ways to invest in you.” She is the author of two books and co-author of another three. In 2019 she was named “One of the Top 30 Women in Sales” and “One of the Top 30 Global Gurus.” In 2021 as a speechwriter one of her speeches for a J&J executive was featured in Vital Speeches of the Day and an Honorable Mention in the Cicero Awards.
After a failed business in 1992, Darren LaCroix took a dare and took the stage at an open mic night at a Boston comedy club. He bombed miserably. It was horrible. The headliner that night told him, “Keep your day job kid.” Friends told him that his dream of making people laugh for a living was crazy and stupid. He didn’t listen.
He may have been born without a funny bone in his body, but Darren possessed the desire to learn and the willingness to fail. These were the essentials for achieving his dream. Less than nine years later, in 2001, Darren LaCroix outspoke 25,000 contestants from 14 countries to become the World Champion of Public Speaking… ironically with a very funny speech. Some said it was one of the best speeches in the history of the contest.
Since that victory, he has delivered keynotes in every state in the U.S. and 44 international cities. He is passionate about showing people that if you pray, find the right mentors, and become a sponge, anything is possible.
Darren is currently the only speaker in the world who is a CSP (Certified Speaking Professional), an AS (Accredited Speaker), and a World Champion of Public Speaking. In spite of this, Darren always reminds people, “The letters after your name are not as important as the professional you become in the process.”
Dr. Jeffrey Magee CBE, CSP, CMC, PDM … has been called one of today’s leading “Leadership & Marketing Strategists.” Jeff is the Author of more than 30 books, three college graduate management textbooks, four best sellers, and is the Publisher of PERFORMANCE/P360 Magazine (www. ProfessionalPerformanceMagazine.com), former Co-Host of the national business entrepreneur program on Catalyst Business Radio, and a Human Capital Developer for more than twenty years with www.JeffreyMagee.com.
Dr. Jeffrey Magee brings over two decades of Executive and Corporate Development expertise, with the last decade working in both the start-up to mature-growth market business sector and with differing State National Guard Adjutant Generals across America.
His signature managerial-leadership engagement development series THE LEADERSHIP ACADEMY OF EXCELLENCE® is utilized by many of the Fortune 100 firms, the ARMY National Guard, Federal Reserve, Farm Credit Banks, as well as Entrepreneurial business owners today at the C-Suite level and as an interactive engaged managerial-leadership effectiveness series with senior leaders. Understanding human capital performance and talent development, Jeff has a unique lens for revenue generation in everything he does and this is enhanced with his extensive sales training and coaching options for B2B and B2C utilization.
With more than 200 hours of accredited CPE/CLE courseware and consulting deliverables for CPAs, EAs and Attorney’s, Jeff has worked with and trained some of America’s leading Subject-Matter-Experts (SMEs) within America’s top consulting, accounting and legal organizations!
Hall of Fame business keynote speaker Marilyn Sherman has spent the last 25 years delivering high content motivational programs to clients in diverse markets. With inspiring success stories backed with proven methods for implementation, audiences walk away with immediate take-home value. Her strategies get people out of their comfort zone in order to achieve better results. Her “Front-Row Success” keynote reminds people to change their seat to change their life. No more settling for balcony seats or general admission sections. It’s time to join other high-performers in the front-row.
Forbes.com named her latest goal-setting book as one of the top leadership books for new managers. There’s a reason why she’s on several top speaker lists, and top keynoters in the industry and proud member of the National Speaker’s Association Hall of Fame. Her programs have been described as inspiring, motivational, content-rich and life-changing.
She is a graduate of Washington State University and hails from Las Vegas, NV.
Ed Tate is an award-winning international keynote speaker, author, and executive. Worldwide he is known as “The Speaker Who Energizes, Educates and Entertains.” To date, he has spoken professionally in 50 states, 25 countries, and on five continents.
Ed won the “American Idol of Public Speaking,” becoming the 2000 World Champion of Public Speaking – Toastmasters International’s most prestigious speaking award among its 352,000+ Global members.
In 2008, Ed earned the Certified Speaking Professional (CSP) designation by the National Speakers Association. It is an honor bestowed on slightly more than 12% of its members.
Ed’s success in business has spanned more than two decades. For 14 years, he was a successful national account executive selling over $500 million in products and services to corporations and entrepreneurs throughout the United States. He co-created two business units that produced over $1.25 billion in revenue.
Since 1998, Ed Tate has helped corporations, entrepreneurs, speakers, and salespeople win high-stakes presentations.