Selling a Keynote

I can tell you from years of experience it is far easier to sell a keynote at 15, 20, 50000 dollars, than it is at that 270 number. It is exponentially harder. Why? Well why is it? The more sophisticated audiences have their budget. You know. They have budget. They’ve bought it before. They know this is what they do. They know what they spent in the past. It just is what it is.