Beyond Blind Blaming with Kevin D. St.Clergy

Episode: Master the Stage with These Practical Tips and Mindset Shifts for Speakers

Guest: Carla Howard
Date: February 3, 2026

Episode Overview

This episode focuses on the hidden mindset blocks and practical strategies that keep even experienced speakers from breaking into higher levels of confidence, compensation, and career satisfaction. Host Kevin D. St.Clergy interviews Carla Howard—a mentor, strategic change leader, and sought-after speaker—who shares candid advice about the realities of building a thriving speaking business and conquering the self-imposed barriers that hold speakers back. Listeners gain actionable tactics, from negotiating fees to beating imposter syndrome, and discover how to navigate the speaking industry with professionalism and resilience.

Key Discussion Points & Insights

Carla’s Unconventional Path to Speaking (02:46)

• Transition from Corporate: Carla describes her accidental foray into change management, eventual corporate layoff, and how she chose to build a business out of her expertise rather than return to the corporate world.
• Entrepreneurial Journey: Reflects on embracing entrepreneurship full time as a result of her layoff.

Building Confidence in Negotiating Speaking Fees (03:23–08:06)

• Speaker Fee Mindset: Carla emphasizes you’re paid for your value, expertise, and preparation—not just the on-stage hour.
  • Quote: “You’re not getting paid $50,000, $20,000 an hour. You’re getting paid for all of the time and energy you put in to create a fantastic talk...” (00:00, 03:47)
• The Salt and Pepper Exercise:
  • Write your speaking fee on a sticky note, point to salt and pepper shakers, naming them as fact, and repeat your fee as fact.
  • Quote: “[Your] speaker’s fee is simply a fact... my speaker fee is $15,000. And then you’re quiet.” (05:42)
  • This reframes the fee from a negotiation point rooted in emotion to a neutral, factual statement.
• Divorcing Fees from Feelings: Condition yourself to confidently state your rate without over-explaining.

Tackling Imposter Syndrome and “Becoming” a Professional Speaker (08:06–11:47)

• Imposter Syndrome: Nearly all speakers experience doubt; the key is recognising nerves mirror excitement.
  • Quote: “The physical manifestations of being nervous are the exact same as being excited. Change the narrative.” (11:11)
• Instant ‘Professional’ Status: You become a professional speaker the moment you decide you are one.
  • Quote: “Get a mirror. Look in the mirror and say, I am a professional speaker. That is the moment you become one.” (00:42, 08:06)

Common Blind Spots & Misconceptions (12:13–15:25)

• Misdiagnosing Obstacles:
  • Many believe external factors (event size, industry relevance) are biggest hurdles, but it’s often unwillingness to do the “unpleasant” foundational work—reaching out cold, submitting to calls for speakers, and practicing.
  • Quote: “To be successful...you are going to have to do a whole lot of things you don’t like doing.” (12:32)
• Broad vs. Niche: Targeting too broad an audience lowers perceived value and booking rates; specialists are paid more.

Practical Strategies for Getting Booked & Building Value (15:25–20:16)

• Leverage Smaller Conferences: Don’t overlook niche or smaller associations—there’s less competition and more engaged audiences.
• Use Speaking Engagements to Build a Portfolio: Small gigs can yield valuable testimonials, video, and photos.
• Negotiating Beyond Fees: Get creative—trade fees for a speaker’s reel, photos, or list-building opportunities.
  • Quote: “I’m willing to reduce my fee...for a raw, unedited version of that videotape.” (15:56)

Best Practices for Speaker Packages and Proposals (20:23–26:52)

• Build a Standout Package: Carla’s program helps speakers define their offering, fee structure, and assemble compelling one-sheets and proposals.
• Focus on Audience Outcome: Shift proposals from self-centered bios to value-driven descriptions.
  • Quote: “The number one thing is that speakers focus on themselves instead of the audience.” (23:21)
• Embrace the “Unsexy” Tasks: Calls for speakers, reaching out, practicing talks, and following up with past events are all critical, though tedious.
  • Quote: “Some things suck. You have to embrace the suck if you really want to move forward.” (26:52)

After the Talk: Relationship-building and Follow-up (29:08–34:20)

• Nurture Event Organizer Relationships: Simple gestures (big-print speaker intro sheets, check-in texts) make you memorable and easy to work with.
• Post-event Strategy: Connect on LinkedIn, share event media, tag organizers, and actively request recommendations/testimonials.

List-Building and Additional Business (32:25–34:20)

• Permissions and Value Offers: Share a resource PDF with relevant QR codes for list-building, always declaring if signing up adds them to a list.
• Adjust resource content to align with the audience (e.g., industry type, gender focus, etc.).

The Power of Mistakes, Mindset, and Advice to a Younger Self (34:32–38:34)

• Own Your Mistakes as Curriculum: Carla’s entire course stems from a decade of trial and error.
• Fearlessness and Authenticity: Don’t wait for “magic confidence”—just start, and your unique voice will find its audience.
  • Quote: “If you’re not turning anybody off, you’re not turning anybody on.” (34:32)
• Celebrate Mistakes: Treat errors as vital learning opportunities for yourself and your team.

Investing in Yourself (36:52–39:36)

• Continual Learning: Carla favors reading, masterminds, and especially encourages celebration of mistakes as growth fuel.

How to Connect with Carla Howard (39:45)

• LinkedIn: Preferred platform for connection.
• Website: thespeakersconnection.com
• Email: carla@thespeakersconnection.com

Timestamps for Key Segments

• Carla’s journey to speaking & entrepreneurship – 02:46
• Fee confidence, salt & pepper method, negotiation – 03:47, 05:42, 07:16
• Imposter syndrome, nerves vs. excitement – 10:00, 11:11
• Misconceptions & “blind blaming” in speaking careers – 12:32
• How to find and pitch event gigs (big & small) – 15:25
• Value-based negotiation & asset-building – 15:56, 18:17
• Mistakes new speakers make in proposals and outreach – 23:21, 24:58
• Follow-up best practices with organizers & audience – 29:08, 30:02
• Resource sharing and list-building strategies – 32:25
• Advice to her younger self: courage, mistakes, authenticity – 34:32, 35:58
• Investing in growth and team culture – 36:52, 38:34

Notable Quotes

• “You’re not getting paid for the hour... you’re getting paid for the value... all of the time and energy you put in to create a fantastic talk.”
  — Carla Howard (00:00, 03:47)
• “Get a mirror. Look in the mirror and say, I am a professional speaker. That is the moment you become one.”
  — Carla Howard (00:42, 08:06)
• “The physical manifestations of being nervous are the exact same... as being excited. Change the narrative.”
  — Carla Howard (11:11)
• “To be successful, you are going to have to do a whole lot of things you don’t like doing.”
  — Carla Howard (12:32)
• “People are willing to pay more for a specialist... If your talk’s for everybody, nobody’s interested.”
  — Carla Howard (19:11)
• “The number one thing is that speakers focus on themselves instead of the audience.”
  — Carla Howard (23:21)
• “Some things suck. You have to embrace the suck if you really want to move forward.”
  — Kevin D. St.Clergy (26:52)
• “If you’re not turning anybody off, you’re not turning anybody on.”
  — Carla Howard (34:32)
• “I get really excited when something gets messed up or doesn’t work because that just means I’m one step closer to the thing that will work.”
  — Carla Howard (38:34)

Memorable Moments

• Kevin’s story of charging a large fee for the first time, only to have the organizer accept it instantly—and wishing he’d asked for more (07:16–08:03)
• Carla’s confession that she had to Google “speaker’s reel” after a missed gig (15:56)
• Carla’s practical, no-nonsense advice for networking, practicing, and following up—a blend of mindset shifts and tactical, actionable processes (entire midsection)
• Both host and guest bonding over celebrating mistakes as a leadership and personal development imperative (38:34)

Actionable Takeaways

• Treat your speaker fee as a fact, not an apology.
• Specialize: Don’t try to be everything to everyone—a niche earns more.
• Proposals, emails, and talks should focus on audience value, not just your credentials.
• “Embrace the suck”: Success in speaking comes from doing unglamorous work.
• Build relationships with event organizers—go the extra mile to be indispensable.
• Always follow up, connect, and collect testimonials to build your speaking business.
• Leverage every speaking opportunity to generate digital assets (video, photos) and expand your list—always with permission.

Listeners are left with a clear sense of the real work it takes to “master the stage,” as well as inspired, no-excuses guidance for launching or leveling up a sustainable speaking career.