But in the last month alone, I’ve had three very real conversations with aspiring speakers asking the same thing from three totally different perspectives.

1. The Healthcare Hustler: He wants to pay to speak because he’s got a back-end product to sell. It’s a serious business move, and he’s willing to put real dollars behind it. And when I say real dollars, I was flabbergasted.

2. The Hourly Attorney: He’s got a powerful message, but if he doesn’t make his law firm rate while he’s out speaking, it’s not worth the trip.

3. The Hopeful Keynoter: They’re trying to build credibility and think a few free stages might finally tip the scale.

Here’s the truth:

I’ve done all three.

I’ve gotten paid (hence the induction into the Million Dollar Speakers group), I’ve paid to compete (hello, speaking competitions), and yes, I’ve spoken for free—even as recently as this month.

So what’s the catch? When should you pay, when should you get paid, and when is free actually strategic?

Here’s my take:

If You’re a Professional Speaker, Get Paid. Period.

If speaking is your business, don’t pay to play. And don’t work for free.

Seriously. Don’t do it.

Even if you’ve got back-end offers, even if you’re “just getting started,” even if it’s “great exposure” (my favorite oxymoron)—get paid.

Because if you don't value your time, the meeting professional won’t either.

But if You’re Speaking Solely to Sell—That’s Different.

If your talk is a commercial for something else—your course, your coaching, your supplements, your products, your software—that’s not building a thought leadership practices as a professional speaker.

That’s sales.

You're not a keynote speaker. You're a walking infomercial.

And hey, I’m not knocking it. Infomercials have built entire empires. Remember the Snuggie? Or the Shake Weight? Multi-million dollar empires…But let’s just call it what it is.

If you’re paying to pitch, you’re in a different business model. You're not trying to master the craft of speaking. You're trying to master conversion. That’s a totally valid route—but it’s not the same as building a thought leadership career as a professional speaker.

Free Isn’t Always Foolish (But It Better Be Strategic)

Would I speak for free? I have. And I would again. But only under two conditions:

1. There’s real strategic value. A key audience, a high-leverage stage, a media angle, or something that directly drives my goals.

   • Side note, one of the other key times I will speak for way below my fee or even free is when I’m testing new material.

2. I chose it, not begged for it. The difference between scarcity and strategy is massive. Certain not-for-profit organizations were instrumental in my life, and I love to give back when I’m able. Be honest with yourself.

So… Should You Pay to Play?

Here’s the quick litmus test:

• If you’re building a speaking business: Get paid. Always.

• If you’re selling a product or service: Pay if the ROI is proven and scalable.

• If you’re just getting started: Speak for free only when it positions you to level up intentionally.

• If you’re hoping to “get discovered” by paying: Don’t. That’s not how this works.

Until next time,

P.S. Ever paid to speak and regretted it? Or found it was totally worth it? Hit reply—I’d love to hear the story.