Why You Should NEVER Pay to Speak at a Summit (and what to look for instead)
Have you ever been pitched for a summit where the host asks you to pay for the opportunity to speak? It's happening more often lately, and here's my honest take: Don't walk, RUN. Run away from that opportunity.
I got fired up about this topic after being asked multiple times recently what I think when hosts charge speakers to participate in their summits. And honestly? It makes me equal parts disgusted and want to laugh. This practice is predatory, takes advantage of newer business owners, and completely misses the point of what makes summits successful for everyone involved.
Whether you're a host considering this approach or a speaker wondering if these opportunities are worth it, I'm not holding back in this episode, and sharing why I think charging speakers is wrong and what you should look for in quality summit opportunities instead.
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Why You Shouldn't Charge Your Speakers, as the Host
Let's start by looking at this from the hosts perspective. If you're hosting a summit, here's why I don't recommend asking your speakers to pay for the opportunity to speak.
You're Already Getting the Biggest Benefits as the Host
Let's be real – as a summit host, you're already set up to win big. You're growing your email list by thousands of people, positioning yourself as the expert who brought amazing speakers together, making money from all-access pass sales, and launching your program to a brand new audience. These benefits will serve you for years to come.
You don't need to take money from your speakers to make your summit profitable. If someone is teaching you to charge speakers to "line your pockets," I'd be concerned about what the rest of their strategy looks like.
Speakers ARE Your Summit
Here's what really gets me: you literally cannot host your summit without speakers. They're doing YOU the favor by sharing their expertise, time, and audience with your event. Without speakers, you just have an expensive webinar registration page.
The speakers ARE your event. They ARE your summit. You can't do it without them, so let's not make them pay for the privilege of making your event possible.
It's Predatory Behavior
This is the part that makes me actually angry – this practice preys on people who are newer to business. They either don't know better, or they do and they're desperate enough to pay for a visibility opportunity they should receive compensation for.
This is taking advantage of people who are still learning the ropes and don't know their worth yet. It's predatory, it's gross, and it needs to stop.
What This Tells You About the Host, as a Potential Speaker
When someone asks you to pay to speak at their summit, they're telling you everything you need to know about how they view you. They're essentially saying: "I don't actually value your expertise enough to compensate you, but I do think you're desperate enough for visibility that you'll pay me for the chance to work for free."
They're treating you as a customer instead of a valued expert. And that should tell you everything about whether this opportunity is worth your time.
What to Look For in Quality Summit Opportunities
Instead of paying to speak, here's what you should look for in summit opportunities instead:
A Host That Values Your Expertise
This should be obvious from your very first interaction. They should be excited about what you bring to the table, not treating you like you should be grateful for the opportunity.
Genuine Intent (Not Just List or Money Grabs)
If you get any feeling that this is just about grabbing your list or making quick money, trust your gut and decline. This won't be your last opportunity.
Easy, Low-Barrier Process
Quality hosts make participation easy with clear instructions, necessary templates, responsive communication, and no pressure tactics or high-and-mighty attitudes.
Ample Ways for You to Benefit
The main risk should be your time investment, not your money. But even then, a good host should include ways to help you see a benefit from participating. These benefits include:
Lead Generation Opportunities: You should absolutely be able to gather leads through a freebie you can mention during your presentation. This is summit speaking 101.
Generous Affiliate Commissions: If you're not being paid to speak (which is normal), you should earn generous affiliate commissions on sales you refer – think 40-50%, not 20%.
Tripwire Opportunities: You should be allowed to have a low-cost offer that people can purchase right after downloading your freebie.
Summit Hosts: Make It a Game Everyone Can Win
If you're hosting virtual summits, let's make them beneficial for everyone involved. This is part of why summits sometimes get a bad reputation: people doing things like charging speakers.
Your speakers are giving you their time, expertise, and often their audience. Set them up for success with lead generation opportunities, great affiliate commissions, and a smooth, enjoyable process. That's how you build relationships and create events speakers actually want to be part of.
Please don't ask your speakers to pay you. It's not a good look and won't build the kind of business relationships that serve you long-term.
Speakers: Remember Your Worth
Your expertise has value. Your time has value. Your audience has value. Don't let anyone convince you that you should pay them for the opportunity to share all that value for free, even if today is your first day in business.
There are amazing summit opportunities out there hosted by people who genuinely want to create win-win situations for everyone involved. Those are the summits you want to be part of.
Resources
- The Ultimate Summit Speaker Handbook
- How NOT to Treat Your Virtual Summit Speakers featuring Desola Davis
- Episode 99: 4 Reasons Speakers Say "Yes" When You Pitch Them for Your Virtual Summit
- Episode 104: Do You *Have* to Pay Virtual Summit Speakers Affiliate Commissions?
- Episode 298: How to Help Speakers Be More Successful + Your Summit Be More Profitable
- Summit Host Hangout® Facebook group
- Launch with a Summit Accelerator®
- 6-Figure Summits Workshop Bundle
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5-Minute Virtual Summit Roadmap
The 5-Minute Summit Roadmap leads you through the 7 essential questions that will guide the rest of your summit planning process and help you finally start making meaningful progress toward a profitable event.