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Feb 27, 2016 · 20m · top-founders

Mom of 4 Teaches How To Land First Paid Speaking Gig with Carrie Wilkerson of The Barefoot Executive

Carrie Wilkerson · 12m spoken Nathan Latka · 6m spoken
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In this episode of The Top, host Nathan Latka interviews entrepreneur and author Carrie Wilkerson on how she scaled a seven-figure speaking and consulting business while raising four children. Wilkerson shares practical strategies for landing paid speaking engagements, negotiating alternative currencies for exposure, and maintaining strict personal boundaries.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 33.8% of the talking time here. How this is scored →

Nathan as informed peer 1.5 Guest teaching 2.8 Guest disagreement 0.5 Nathan pushing back 0.2
05100:0010:0020:000:47–3:12 · Nathan as informed peer 1/10 Introducing Featured Guest Carrie Wilkerson Nathan introduces Carrie warmly, referencing their early working relationship, and asks open-ended questions about her business focus, which Carrie describes as consulting and keynote speaking.3:12–7:35 · Nathan as informed peer 2/10 Four Strategic Currencies of Keynote Speaking Carrie educates the audience and Nathan on the four strategic currencies of speaking (cash, books, credibility, contacts) and shares how her first paid speech bought her children's swing set.7:36–11:07 · Nathan as informed peer 2/10 Balancing Motherhood and Entrepreneurship with Four Kids Carrie playfully banters about balancing four kids and outlines her pricing and positioning tactics, while Nathan validates her insights as tactical golden nuggets.11:07–13:34 · Nathan as informed peer 1/10 Podcast Promo Break and GoPro Giveaway Following an ad break, Nathan presses for exact keynote revenue figures; Carrie reframes the calculation to include derivative opportunities like book deals and contracts, totaling over a million dollars.13:34–17:43 · Nathan as informed peer 2/10 The Power of 'No' and Protecting Family Lifestyle Carrie shares practical business advice during the rapid-fire round, elaborating on the leverage of saying no and tactical tips for hiring on Fiverr.17:43–20:08 · Nathan as informed peer 1/10 Wisdom for the Twenty-Year-Old Self: Expanding Perspectives Carrie offers philosophical life advice to her twenty-year-old self regarding global perspectives and shared humanity, with Nathan providing enthusiastic closure.0:47–3:12 · Guest teaching 1/10 Introducing Featured Guest Carrie Wilkerson Nathan introduces Carrie warmly, referencing their early working relationship, and asks open-ended questions about her business focus, which Carrie describes as consulting and keynote speaking.3:12–7:35 · Guest teaching 4/10 Four Strategic Currencies of Keynote Speaking Carrie educates the audience and Nathan on the four strategic currencies of speaking (cash, books, credibility, contacts) and shares how her first paid speech bought her children's swing set.7:36–11:07 · Guest teaching 3/10 Balancing Motherhood and Entrepreneurship with Four Kids Carrie playfully banters about balancing four kids and outlines her pricing and positioning tactics, while Nathan validates her insights as tactical golden nuggets.11:07–13:34 · Guest teaching 3/10 Podcast Promo Break and GoPro Giveaway Following an ad break, Nathan presses for exact keynote revenue figures; Carrie reframes the calculation to include derivative opportunities like book deals and contracts, totaling over a million dollars.13:34–17:43 · Guest teaching 3/10 The Power of 'No' and Protecting Family Lifestyle Carrie shares practical business advice during the rapid-fire round, elaborating on the leverage of saying no and tactical tips for hiring on Fiverr.17:43–20:08 · Guest teaching 3/10 Wisdom for the Twenty-Year-Old Self: Expanding Perspectives Carrie offers philosophical life advice to her twenty-year-old self regarding global perspectives and shared humanity, with Nathan providing enthusiastic closure.0:47–3:12 · Guest disagreement 0/10 Introducing Featured Guest Carrie Wilkerson Nathan introduces Carrie warmly, referencing their early working relationship, and asks open-ended questions about her business focus, which Carrie describes as consulting and keynote speaking.3:12–7:35 · Guest disagreement 1/10 Four Strategic Currencies of Keynote Speaking Carrie educates the audience and Nathan on the four strategic currencies of speaking (cash, books, credibility, contacts) and shares how her first paid speech bought her children's swing set.7:36–11:07 · Guest disagreement 1/10 Balancing Motherhood and Entrepreneurship with Four Kids Carrie playfully banters about balancing four kids and outlines her pricing and positioning tactics, while Nathan validates her insights as tactical golden nuggets.11:07–13:34 · Guest disagreement 1/10 Podcast Promo Break and GoPro Giveaway Following an ad break, Nathan presses for exact keynote revenue figures; Carrie reframes the calculation to include derivative opportunities like book deals and contracts, totaling over a million dollars.13:34–17:43 · Guest disagreement 0/10 The Power of 'No' and Protecting Family Lifestyle Carrie shares practical business advice during the rapid-fire round, elaborating on the leverage of saying no and tactical tips for hiring on Fiverr.17:43–20:08 · Guest disagreement 0/10 Wisdom for the Twenty-Year-Old Self: Expanding Perspectives Carrie offers philosophical life advice to her twenty-year-old self regarding global perspectives and shared humanity, with Nathan providing enthusiastic closure.0:47–3:12 · Nathan pushing back 0/10 Introducing Featured Guest Carrie Wilkerson Nathan introduces Carrie warmly, referencing their early working relationship, and asks open-ended questions about her business focus, which Carrie describes as consulting and keynote speaking.3:12–7:35 · Nathan pushing back 0/10 Four Strategic Currencies of Keynote Speaking Carrie educates the audience and Nathan on the four strategic currencies of speaking (cash, books, credibility, contacts) and shares how her first paid speech bought her children's swing set.7:36–11:07 · Nathan pushing back 0/10 Balancing Motherhood and Entrepreneurship with Four Kids Carrie playfully banters about balancing four kids and outlines her pricing and positioning tactics, while Nathan validates her insights as tactical golden nuggets.11:07–13:34 · Nathan pushing back 1/10 Podcast Promo Break and GoPro Giveaway Following an ad break, Nathan presses for exact keynote revenue figures; Carrie reframes the calculation to include derivative opportunities like book deals and contracts, totaling over a million dollars.13:34–17:43 · Nathan pushing back 0/10 The Power of 'No' and Protecting Family Lifestyle Carrie shares practical business advice during the rapid-fire round, elaborating on the leverage of saying no and tactical tips for hiring on Fiverr.17:43–20:08 · Nathan pushing back 0/10 Wisdom for the Twenty-Year-Old Self: Expanding Perspectives Carrie offers philosophical life advice to her twenty-year-old self regarding global perspectives and shared humanity, with Nathan providing enthusiastic closure.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 78.2% · guest 21.8%0:00 · Nathan 78.2% · guest 21.8%3:00 · Nathan 17.5% · guest 82.5%3:00 · Nathan 17.5% · guest 82.5%6:00 · Nathan 19% · guest 81%6:00 · Nathan 19% · guest 81%9:00 · Nathan 47.4% · guest 52.6%9:00 · Nathan 47.4% · guest 52.6%12:00 · Nathan 23.5% · guest 76.5%12:00 · Nathan 23.5% · guest 76.5%15:00 · Nathan 21.7% · guest 78.3%15:00 · Nathan 21.7% · guest 78.3%18:00 · Nathan 29.6% · guest 70.4%18:00 · Nathan 29.6% · guest 70.4%
Sharpest disagreement ▶ 7:46 Playful pushback on 'how to do it with four kids'

Carrie playfully challenges Nathan's phrasing about managing four kids by asking if they are going to discuss the birds and the bees or business strategy.

 Hardest push from Nathan ▶ 11:50 Nathan presses for isolated keynote revenue

Nathan specifically demands a narrow revenue figure isolated strictly to keynoting rather than broader consulting earnings between 2007 and 2014.

 Biggest teaching moment ▶ 3:38 The four strategic currencies of speaking

Carrie breaks down why speaking for exposure is often a trap unless translated into cash, book sales, credibility, or contacts.

 Nathan holds their own ▶ 8:56 Nathan synthesizes negotiation script takeaway

Nathan demonstrates sharp sales expertise by extracting and highlighting Carrie's positioning tactic of treating oneself as the prize during client negotiations.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Featured Guest Carrie Wilkerson 1100 Nathan introduces Carrie warmly, referencing their early working relationship, and asks open-ended questions about her business focus, which Carrie describes as consulting and keynote speaking.
Four Strategic Currencies of Keynote Speaking 2410 Carrie educates the audience and Nathan on the four strategic currencies of speaking (cash, books, credibility, contacts) and shares how her first paid speech bought her children's swing set.
Balancing Motherhood and Entrepreneurship with Four Kids 2310 Carrie playfully banters about balancing four kids and outlines her pricing and positioning tactics, while Nathan validates her insights as tactical golden nuggets.
Podcast Promo Break and GoPro Giveaway 1311 Following an ad break, Nathan presses for exact keynote revenue figures; Carrie reframes the calculation to include derivative opportunities like book deals and contracts, totaling over a million dollars.
The Power of 'No' and Protecting Family Lifestyle 2300 Carrie shares practical business advice during the rapid-fire round, elaborating on the leverage of saying no and tactical tips for hiring on Fiverr.
Wisdom for the Twenty-Year-Old Self: Expanding Perspectives 1300 Carrie offers philosophical life advice to her twenty-year-old self regarding global perspectives and shared humanity, with Nathan providing enthusiastic closure.

Statements from this episode (11)

Disclosure
Wilkerson primarily monetizes through keynotes and consulting, not continuous information products.
“I am a keynote speaker, so I do charge for that. I do charge for high-level consulting. I have a few information products here and there, but really those are just kind of unvaulted time to time. I don't have any constant information products, so I would guess…”
Carrie Wilkerson Feb 27, 2016 ▶ 2:19
Insight
Wilkerson: Speaking for exposure is only worthwhile when capturing audience data.
“There are a lot of people that just speak for exposure, which can be very valid if you're capturing names, capturing emails, capturing information, it's never just exposure.”
Carrie Wilkerson Feb 27, 2016 ▶ 3:42
Disclosure
Wilkerson evaluates speaking engagements using four currencies: cash, books, credibility, contacts.
“I will keynote for several different reasons. I will keynote for cash. I will keynote keynote for book sales. I will keynote for credibility if there's somebody I really want to share the stage with that I have not previously shared the stage with. I've shared…”
Carrie Wilkerson Feb 27, 2016 ▶ 3:54
Assertion Not checkable as stated
Wilkerson doubled her $2,000 keynote fee through back-of-room product sales.
“I sold probably double in CDs and materials that I created myself. This same way with a microphone and talking into a recorder, I created more than double the cash from my product sales than I did from the keynote.”
Carrie Wilkerson Feb 27, 2016 ▶ 7:00
Assertion Not checkable as stated
Wilkerson increased her keynote fee from $2,000 to $12,500 within nine months.
“My next keynote fee was 7500 dollars. So I went from 2000 to 7500 dollars. And my next one was 1205. I mean, that was my jump. Within you know, nine months.”
Carrie Wilkerson Feb 27, 2016 ▶ 7:24
Disclosure
Wilkerson built her business working only Tuesdays, Thursdays, and during nap times.
“There were years and years that I only worked on Tuesdays and Thursdays, or during nap times, because that's That Tuesday, Thursday was when they were at preschool or mom's day out, and then I juggled the rest of it”
Carrie Wilkerson Feb 27, 2016 ▶ 8:06
Disclosure
Wilkerson generated well over $1 million in revenue from keynote speaking.
“So I would estimate, you know, well over a million dollars just because of speaking For contacts, speaking for cash, speaking, you know, for book sales, those kind of things, but I would say well over a million dollars”
Carrie Wilkerson Feb 27, 2016 ▶ 12:25
Insight
Wilkerson: Service providers holding intellectual property are the prize, not clients.
“The client is not the prize. As much as we think they are, as desperate as we think we get, we really are the one with the intellectual property and the asset.”
Carrie Wilkerson Feb 27, 2016 ▶ 13:25
Insight
Wilkerson: Building a waiting list and saying no increases pricing power.
“The minute you have a waiting list or that you have the power to say no the more expensive you can be, the more elusive you're considered.”
Carrie Wilkerson Feb 27, 2016 ▶ 13:45
Disclosure
Wilkerson attends only one conference per year to strictly focus on implementation.
“I truthfully only attend one conference a year as a student so that I can focus on implementing that the rest of the year.”
Carrie Wilkerson Feb 27, 2016 ▶ 15:34
Insight
Wilkerson: Effective Fiverr outsourcing requires top-rated sellers and highly specific instructions.
“The trick with Fiverr is to never work with somebody new, to Be really specific in what you're looking for, to sort them in descending order by their recommended ratings, to look closely at their portfolio, and be ultra-specific about what you love, and what y…”
Carrie Wilkerson Feb 27, 2016 ▶ 17:15
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