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RUNNING A SUCCESSFUL REIA MEETING When I'm invited to speak at an event, I will always bring a stack of CDs that I plan on giving away for free. Towards the end of my presentation I'll hold up the CD, tell the audience what it is, and then mention that it's entirely free. I'll generally have a couple of copies with me while I'm on stage. A few people will then run up to the stage to get their own copy. Now that the audience has seen the demand for this product, I mention how there are plenty more over at the sales table. As I've said before, everyone loves getting something for free and it's rare that people don’t rush over to the sales table to pick up their copy. A Schedule of Events If you've ever been to the theater then you'll be familiar with the Playbill. This is a small pamphlet describing a bit about the show and the people acting in it. More importantly for us, however, it also gives the audience a general idea of how the show will be scheduled. It tells them what acts come first, when the intermissions are, and what the last act will be. This can be a wonderful thing to have at an event for a few reasons. The first reason to have a schedule is for your own benefit. Some events will be very long and the audience will begin to lose their concentration after a few hours. You'll want to give them regular breaks where they can stretch their legs and use the bathroom. Since every event has a certain flow to it, these breaks should be planned at just the right point. These intermissions should come at a time when one concept has been completely delivered but before a new one is introduced, just like acts in a play. Some events will include a meal, and this needs to be planned for as well. You do not want to have the wait staff serving food in the middle of the keynote speaker's presentation. The meal itself will be a bit of a distraction so you may want to give the audience time to eat before moving on to the next part of the event. Don't forget to include time for clearing the tables, as this will also be a distraction. 120
LARRY GOINS AND SHAUN MCCLOSKEY A schedule can be just as useful for the audience. When they first come in, they'll be able to look over the schedule and see how the whole event is structured. They'll know what to expect and can plan accordingly. Someone may, for example, be particularly interested in one topic and will want to take notes. Knowing when that topic will be presented allows them enough time to be ready. Progressing through the schedule will also give the audience some sense of moving forward. It will help them feel as if the event is going quickly and smoothly. What You Need From The Speaker In the previous chapters, I've touched on some of the things you should get from your speaker before booking them. Many of these items are the exact same things you'll need before the event starts. Items such as products, promotional material, and a short bio or introduction are all important. Once you've booked the speaker, however, you still need to meet with them in person before the event. It can be a good idea to do this a few days before the event, but if the speaker lives out of state you may not have that luxury. This meeting is incredibly important because you and your speaker need to be on the same page. There has to be a mutual understanding about what is expected on both ends. Before the meeting, you should make a list of everything you'll expect from the speaker. This includes things like the length of the presentation, the endorsement of the group, and the topic of the speech. If there is anything you want the speaker to do or say, you need to let them know. Make sure they clearly understand what is expected of them so there are no arguments in the future. You'll also want to understand what the speaker is expecting from you. Many speakers may have a set list of requirements for every event at which they speak. Your speaker might be expecting a large 121
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DEFINITIVE GUIDE TO WITH A NATIONAL
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CONTENTS FOREWORD .................
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FOREWORD evenue-generating Real Est
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ABOUT THE AUTHORS Larry Goins arry
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