In this episode of the SpeakersU Podcast, James Taylor and Maria Franzoni tackle one of the most common dilemmas for speakers: should you ever speak for free? From the early days of building your career to strategic opportunities later on, there are times when waiving your fee can make sense—and times when it’s a clear no.

James and Maria share their own experiences, including James’ infamous “Ham Salad Tour” of free Rotary talks, Maria’s love of prospecting, and why speaking for peers rarely pays. They also explore when unpaid gigs can serve as marketing, help you perfect your craft, or provide valuable assets like video footage, networking access, or bulk book sales.

If you’ve ever been asked to “speak for exposure,” this episode will give you the tools to decide whether to say yes, no, or “yes, but on my terms.”

Key Takeaways

• Get your reps in – Early in your career, free gigs help you practice, refine material, and build confidence.
  
  

• Peers don’t pay – Speaking to your own industry or colleagues rarely results in paid bookings.
  
  

• Make it part of your marketing – Free gigs targeting your ideal audience can lead to paid work.
  
  

• Negotiate value beyond fees – Ask for video footage, attendee lists, association memberships, or bulk book sales.
  
  

• Positioning matters – Your website, testimonials, and branding can either attract paid gigs or signal you’ll work for free.
  
  

• Give back strategically – Schools, associations, and podcasts can be the right places to serve without charging.
  
  

• Always set boundaries – Say “I normally charge X, but I’m waiving my fee” to reinforce your value.
  
  

Memorable Quotes

• “Peers don’t pay. If you’re speaking to your own industry, don’t expect a fee.” – Maria Franzoni
  
  

• “Don’t fall in love with the stage—fall in love with the audience that can book you.” – James Taylor
  
  

• “If you’re converting every inquiry, your fees are too low.” – James Taylor
  
  

• “Speaking for free can be smart—but only if you’re clear why you’re doing it.” – Maria Franzoni
  
  

Episode Timestamps

• 00:00 – Welcome and Maria’s targeted outreach experiment
  
  

• 01:56 – Introducing today’s topic: speaking for free
  
  

• 04:01 – Maria’s “I will speak for biscuits” mug and first perspectives
  
  

• 04:56 – Why free gigs are valuable for beginners (reps & stage time)
  
  

• 06:18 – James’ first paid music gig vs. 40 free Rotary talks
  
  

• 07:41 – Speaking for free as part of your marketing budget
  
  

• 09:47 – The “Ham Salad Tour” and the moment free gigs led to paid bookings
  
  

• 09:57 – Why podcasts, peer events, and associations are worth doing unpaid
  
  

• 11:05 – Giving back: Speakers for Schools and pro bono speaking
  
  

• 13:01 – Schools as a paid speaking market (School Speakers example)
  
  

• 15:01 – How your positioning and testimonials attract (or repel) free requests
  
  

• 16:45 – Negotiating non-fee value: video, access, booths, memberships
  
  

• 18:20 – The myth of “sharing the stage with…”
  
  

• 20:22 – Free gigs as leverage for podcasting, YouTube, and influencer deals
  
  

• 23:41 – Digital twins, AI, and future revenue opportunities
  
  

• 24:28 – Tools & tips: Otter.ai for transcriptions and positioning your website
  
  

• 28:06 – Wrap-up and invitation for listener questions
  
  

👉 Have a question for James and Maria? Email: hello@speakersu.com