THE DEVIL’S IN THE MIC

The public speaking industry has become a twisted circus; part TED Talk, part MLM pitch, and all wrapped up in a delusion called “exposure.”
We’ve all seen it seen it: the aspiring keynote speaker grinding away, flying across the country on their own dime, speaking for “opportunity,” only to be rewarded with a lukewarm sandwich, a few LinkedIn requests, and a polite round of applause.
And all of it, apparently, in the name of exposure.

But is it really exposure… or is it exploitation?

This article doesn’t just scratch the surface of the speaking scene. It takes a machete to the undergrowth. We're going to dissect the industry from both sides - the speaker, and the event organiser - and ask some uncomfortable questions.

Because someone bloody well has to.

THE RISE OF THE “SPEAK FOR FREE” CULTURE

Let’s tackle with the proverbial elephant in the green room.

Public speaking used to be prestigious. You were invited to speak. Paid. Respected. Introduced with a drum roll and maybe a bottle of single malt in the green room. These days you're asked to pay for your own travel, bring your own clicker, maybe “sell from the stage” if you’re lucky, and to top it off, be grateful for the privilege.

The rationale behind it?

“You’ll get exposure.”
“It’s great for your brand.”
“There will be decision-makers in the room.”

Let me translate that for you:

“We don’t value your time enough to pay you, but we’d still like you to add value to our event.”

Now, don’t get me wrong, we all have to pay our dues and go through some of life’s schooling. But this isn't about dues. This is about a systemic devaluation of expertise, repackaged as an “opportunity.”

It’s a subtle hustle, and most don’t even realise they’re in it until their fourth unpaid gig with a still-empty inbox.

ORGANISERS: SAINTS OR SCHEMERS?

Before we burn the organisers at the stake, let’s pause for a moment.

There are decent ones out there. I’ve personally had the good fortune to work with a great company of organisers that I would gladly pay above and beyond their fee, just because they are damn well worth their salt. But the event landscape has changed. Budgets have shrunk and ROI is scrutinised under a microscope. Many genuinely want to bring value to their audience but can’t stretch to a speaker’s fee.
So instead, they offer the stage in exchange for visibility. Which is basically a digital barter system.

So what’s their angle?

• “We’re providing a platform for emerging voices.”

• “Our audience is your ideal target market.”

• “You’ll walk away with video content and leads.”

And sometimes they’re right.

A gig at the right event, in front of the right crowd, with a solid offer and follow-up funnel can be worth way more than a flat fee.
But here’s the honest schlep: most events aren’t those events.

I mean, let’s be real. A room full of 60 underpaid middle managers eating dry muffins at 8:30am isn’t the dream crowd that’s going to catapult your career. And yet, many speakers take the bait. Again and again.

STARVING ARTISTS IN DESIGNER SUITS

Speakers, especially the ones new to the scene, are being lured in by the glittering illusion of “if I just speak at the right event, I’ll be discovered.”
It’s the same nonsense Hollywood sells to every waitress with a proper head-shot.

The speaking industry has become saturated with hopefuls desperate for their break. And the sad reality is, a large portion of them are bleeding cash to look successful while waiting for someone to notice them. They spend thousands on branding, sizzle reels, speaker bureaus, travel, coaching, and yes... even pay-to-play stages.

That’s right folks. There’s a whole market where speakers pay to speak.
I’ll let that sink in for a bit before I continue...

The model has been flipped on its head. You’re not a professional being hired for your expertise. You’re a damn customer being milked for your desperation.

And the ones actually making money? They’re often not the speakers… but the event organisers, speaker trainers, or back-end consultants who promise to “help you build a six-figure speaking business.”

Imagine going to a specialised surgeon and asking them “So how much are you willing to pay so you can operate on me? I mean, you need the practice, and it will be great for exposing you to my network of like-minded people who will expect you to do the same for them.”

It doesn’t quite sit right on the tongue, does it?

BUT… ISN’T EXPOSURE STILL VALUABLE?

Here’s where I’ll play devil’s advocate, because to be honest, not every unpaid speaking gig is a scam. Some of the biggest names in the business started speaking for free. In fact, if you’ve got the right strategy, speaking for exposure can be a goldmine.

But (and it’s a really big but) you need clarity before signing the speaking agreement.

Ask yourself:

• Who will actually be in the audience?

• Can I capture leads?

• Am I allowed to sell or make an offer?

• Will this be filmed or broadcasted?

• Are the organisers credible?

• Does this align with my brand and business?

If the answers align, then sure, it might be worth it.
But if you're flying across the country to speak for 20 minutes in a hotel lobby with no mic, no promo, and no ROI... Then my friend, you’re not a speaker. You’re a damn prop.

THE SPEAKER EXPLOITATION BUSINESS MODEL

Let me break it down for you in simple terms, and show you how some speaker-based events actually work behind the scenes:

1. Create a conference or summit.
   Be sure to give it a sexy name. “NextGen Leadership Summit” or “The Influence Accelerator.” Something vague but impressive.

2. Invite speakers, but charge them.
   Tell them it’s “pay-to-play” and they’ll be in front of more than 500 decision-makers. Charge them anywhere from $500 to $5,000 just to be on the stage.

3. Don’t pay speakers.
   Just dangle the carrot of exposure. Sell them on “You’ll get video footage, a speaking slot, and access to the room.”

4. Make money from speaker fees, sponsors, and sometimes even the audience.
   Double-dip. Sometimes triple-dip. Why the hell not?

5. Repeat it next year.
   New speakers. Same promises. Different venue. Why mess with a system that works, right?

It’s not technically illegal, but it’s ethically grubby. And if you’re a speaker who’s desperate to be seen and heard, you’re prime meat.

WHEN EXPOSURE BECOMES EXPLOITATION

We all know the saying “If it’s too good to be true, it usually is.” So, if you’re not sure whether or not you’re about to be used as a stage-filler, look out for these red flags:

• No speaker fee + No perks: Not even covering flights or accommodation? That’s not a gig. That’s charity.

• No lead capture: You’re not even allowed to collect emails or direct to a site? Hard pass.

• High speaker turnover: 40 speakers in two days? You’re not being featured, you’re being diluted.

• Pressure tactics: “Spots are limited... act now... price goes up Friday.” That’s not a speaker gig, that’s a sales funnel.

• No audience metrics: If they can’t tell you exactly who will be in the room, you have no way to gauge value.

• You have to pay to speak: You’re not being booked. You’re being sold to.

SO WHAT’S THE SOLUTION?

Simple actually; let’s stop bitching about it and start fixing.
Here’s how we recalibrate the speaker scene:

1. Know your worth.
If you’ve spent years mastering your craft, investing in education, and building expertise, then charge for your time. Exposure doesn’t pay the rent.

2. Stop chasing vanity metrics.
Speaking at 50 low-quality events won’t build your brand. Speaking at 5 strategic ones might.

3. Have a back-end.
Don’t rely solely on speaker fees. Sell books, offer coaching, drive people to your site for email follow-ups. Build a funnel that supports your stage time.

4. Be ruthless with criteria.
Vet events like you’d vet a business partner. Don’t be afraid to say no. If you don’t know your niche, then you won’t know your value.

5. Negotiate smart.
Can’t get paid? Okay... Ask for a booth, lead access, free video footage, marketing support, hotel rooms, travel fees. Don’t leave value on the table.

6. Build your own damn stage.
Start your own event. Your own podcast. Your own platform. Don’t wait for the invite, become the host.

WHO’S USING WHOM?

At the end of the day, public speaking is a business. And like every business, there are sharks, saints, and suckers. If you’re a speaker who keeps getting “opportunities” that lead nowhere, the problem might not be the industry... it might be your strategy.

On the flip side, if you’re an event organiser riding the free speaker gravy train without delivering value, your reputation will catch up with you. And I pray it does so fast.

We’ve glamorised the idea of standing on stage with a lapel mic and a clicker. But real influence doesn’t come from applause, it comes from impact. And impact (like trust) is built, not begged for.

So next time someone offers you “exposure,” ask yourself:

“Is this the kind of exposure that builds credibility… or just leaves me out in the cold, naked, broke and feeling betrayed?”

Because if you don’t know the difference, then you’re not a speaker - you’re just someone else’s business model.