By Jason Hewlett, CSP, CPAE

The first NSA meeting I ever attended—22 years ago—featured a brilliant, well-known keynote speaker who emphatically proclaimed, “Do not EVER speak for free.”

Oddly, I had just seen that same speaker a few days earlier… speaking for free at a charity event. That’s why I came to NSA in the first place.

Here’s the truth: much of what is preached on stage and online about “how this business works” often isn’t the full picture. The ones who’ve made it long-term know better. These five secrets are what have kept me consistently booked for 25 years, and they still hold true no matter how successful I get.

Speak for Free

Yes, I said it. (NSA just fainted).

I live by a simple rule: for every paid event, I do one for free. It’s the Law of the Harvest. You plant seeds where you might not profit immediately, but the return always comes.

Should you speak for free to a corporation with a budget? Probably not. But for charities, youth groups, fundraisers, prisons, churches, at-risk organizations—absolutely. Pick your cause. Giving back not only creates personal joy, it always leads to unexpected referrals and future bookings.

Free gigs sharpen your message, build your confidence, give you great footage, and sometimes even get you in front of the very people who book paid events. It’s the ultimate hack for getting paid work.

Seed Your Speech

Whether you’re speaking for a fee or for free, strategically seed your speech.

Mention other places you’ve spoken. Share where this message has taken you. You’re not bragging—you’re planting mental “what-ifs” in your audience’s mind.

Say something like,

“I’d just returned from speaking to 7,000 financial planners in Malaysia…”

That one line tells them you’re international, in-demand, and capable. It sparks ideas like, “Hey, we could bring him in for our event.”

No one’s thinking about your next gig unless you nudge them there.

Follow Up

This one’s a biggie. The most ignored goldmine in the speaking business.

You crushed the speech? Great. Now what?

Here’s what most don’t do:

• Send a handwritten thank-you note.
• Post a recap on social media, tagging the event.
• Set a post-event debrief call.
• Ask for referrals.
• Offer to help them find future speakers.
• Let them know they’re a hero in your career story.

You’re not just building a client list—you’re building friendships and trust. That’s how you become their go-to for the next decade.

This is how you create a cyclical referral system, where you never have to cold-call again.

Serve First: Refer Your Friends

Most calls I get? I’m either the wrong fit or out of budget.

Here’s the secret: I still serve the client like I’ve got an always full calendar of bookings, not worried about landing their event. Instead, I listen. I help. And then I say,

“You know, I’m probably not the right speaker for this—but I know who is.”

I pull up speaker friends’ websites. I explain their strengths. I even tell them which bureau to work with if needed. Why? Because service is The Promise.

You might wonder—how does this help you get more gigs?

Simple. Refer others, and they’ll refer you. Speakers don’t forget when you help them land a job. Clients don’t forget when you help them look good. It’s not about the gig—it’s about the relationship.

Social Media is Social First

I post nearly every day. I don’t love doing it. But I’ve learned something crucial: when my bookings lag, it’s usually because I forgot the “social” in social media.

Posting is only half the job.

The other half?

• Commenting.
• Sharing other people’s wins.
• Encouraging.
• Tagging.
• Collaborating.

Social media is a long-term relationship tool, not just a promo megaphone. If you’re not getting traction, shift your mindset. Go give before you ask.

Pro Tip: Want more visibility? Start commenting—with real personality—on viral posts. It draws people back to you without you shouting about yourself.

Final Thought

These five secrets aren’t theories—they’re my lived reality. They’ve opened every door in my career. They’re simple, generous, and long-game minded. They work because they’re rooted in service, not just strategy.

Speak for free.
Seed your speech.
Follow up like crazy.
Serve and refer.
Be social on social.

They might not sound glamorous, but they are powerful. These are why I’ve been booked consistently for 25 years—and it is my Promise they will work for you, too.

Jason Hewlett, CSP, CPAE

Author of “The Promise To The One,” President of Cardio Miracle, Award-Winning Entertainer & Hall of Fame Keynote Speaker

jasonhewlett.com