There are some wonderful artists that have created lovely and breathtaking paintings.

They have produced numerous works; objects of true beauty, and many people with and without a trained eye would say they are gifted.

But if they haven’t sold any of their pieces, these artists aren’t professionals.

Don’t get me wrong, they’re making themselves happy, and perhaps their friends and family, and all of us would agree that they’re individuals of rare achievement.

Still, they aren’t pro’s.

The age old distinction applies, whether you’re a writer, a speaker, a bowler, a consultant, or a painter.

You’re an amateur if you do it without payment.

And what do I mean by being paid?

EXAMPLE: I have published 12 books with major companies, and in every case I was paid an advance against royalties. That fact makes me a professional author.

Not long ago, I was shopping a title, and as is my habit, I put my proposal into many hands. One publisher said he’d love to publish it but his small firm can’t afford to pay advances; only royalties based on sales.

Is that a payment? It’s speculative, and if he doesn’t act in good faith and print, distribute, and promote the work, my end of the bargain could be nothing. So, it isn’t an offer befitting a true professional.

Another publisher was willing to pay a moderate advance against royalties, yet her firm insisted that its authors be available nearly around the clock to do interviews far and wide to promote their works.

There is no compensation for doing unceasing interviews. Therefore, the advance is illusory. You could easily “lose” more money by giving over your calendar than you could gain from the advance, and even the royalties.

Is that a professional offer?

Not in my book, pardon the pun.

So, I passed on it, electing to publish it elsewhere for a larger advance, zero commitment to interviews, and before the first year elapsed after publication, my work was spinning off royalties having earned back its significant advance.

That is a real deal.

Given these examples, you might wonder what I think of when someone approaches me to do an unpaid speech, yet he claims that the audience will consist of my kind of clients.

He’s saying there’s a marketing “payment” that he’s giving me by exposing me to these people, by hosting my presentation, and by positioning me as an expert.

There’s no money, but there’s a benefit, he contends.

Generally, I regard this as an offer that is not appropriate for a professional speaker.

Dr. Gary S. Goodman is the best-selling author of 12 books, over 600 articles, and the creator of numerous audio and video training programs, including "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant-a favorite among salespeople and entrepreneurs. For information about booking Gary to speak at your next sales, customer service or business meeting, conference or convention, please address your inquiry to: gary@customersatisfaction.com