⁶ When I offer to call both participants and other speakers to coordinate and customize my message, the client is always highly impressed. This enables me to cite higher fees because additional value is already established in the buyer’s mind. There’s another pragmatic reason: I once opened my talk, only to find from the audience that a speaker two days before me at the conference had covered the first third of my 90-minute session. I improvised quickly and resolved never to appear “blind” again.