Z_Definitive_Guide_to_Running_a_Successful_REIA_Meeting_Reduced_size

LARRY GOINS AND SHAUN MCCLOSKEY
Simply endorsing your products isn't enough. They need to
understand a bit about them so they can give an informed and honest
endorsement.
Help The Speaker To Be Successful
• Don't put unnecessary pressure on the speaker to
perform—it doesn't help him/her sell more.
I once spoke at an event where the event promoter was really putting
the pressure on to sell well. This was a “for profit” REIA, and I
could tell the owner was having a hard time financially. He went on
and on about how well the last two speakers did, and he did so right
before I went on stage. Needless to say, that adds a lot of
unnecessary pressure that never equates to added sales. Granted, we
sold well that night, but without the experience that I had at the
time, the results could have been drastically different. Most speakers
don’t perform well under that kind of pressure. We know the
promoter wants to us to sell well. We also want to sell well. It
doesn’t do any good to keep pounding it into the speaker over and
over again.
• Designate one person to help the speaker get set up.
The best run REIAs in the country usually has one person to help
the speaker get set up. This person will help with audio/visual needs,
help get laptops up and running, and even provide the speaker with
water, gum, and/or anything else he may need in order to have a
great event. This isn’t a diva thing; it’s simply a matter of doing
whatever is possible to have a great event. Some speakers will need
a little more handholding than others. Regardless, do your best to
make the speaker feel comfortable and provide him with the
environment to get him comfortable and feeling good. This way, he
can focus on delivering the absolute best presentation he’s capable
of. Trust me when I say you’ll also reap the benefits as well.
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