Thinking about quitting your day job to become a professional speaker? Hang on a minute. What you have to understand is that the speaking part is not the business—landing the gig is. There is far more to it than being passionate, getting on stage, and inspiring others with your story. Our guest today, David Avrin, has a systematic process for acquiring keynotes and growing a keynote business. He is one of the most in-demand customer experience and marketing speakers in the world and has authored several books, including It’s Not Who You Know, It’s Who Knows You!, Visibility Marketing, and Why Customers Leave (and How to Win Them Back). One of the biggest mistakes you can make is focusing too much on yourself and too little on the audience you are trying to reach. While you need to have your story together, your emphasis should be on solving a problem they have and showing them how your unique experience fits into their solution.