Z_Definitive_Guide_to_Running_a_Successful_REIA_Meeting_Reduced_size
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LARRY GOINS AND SHAUN MCCLOSKEY<br />
I'm all for promoting a <strong>REIA</strong>’s other things, like local bus <strong>to</strong>urs,<br />
other local coaching programs, etc.... Just don't do it during a<br />
meeting where you’re having a selling speaker also offering<br />
something for sale. Anything else that is offered is simply a<br />
distraction <strong>to</strong> the products presented by the selling speaker that<br />
night. Do not offer any other products before or after a speaker is<br />
getting ready <strong>to</strong> sell. It won't help either sale. Remember, a confused<br />
mind says "no," and offering up multiple choices of things people<br />
can buy will only negatively affect both offers.<br />
If I'm hosting one of my Wednesday night <strong>REIA</strong> meetings and our<br />
featured speaker is staying over <strong>to</strong> do a Saturday workshop also, I'll<br />
likely mention the Saturday workshop before I make the official<br />
introduction and pass the <strong>to</strong>rch.<br />
If I'm the speaker at an event, I usually bring up the Saturday<br />
workshop again numerous times in my presentation also. The key is<br />
<strong>to</strong> get everyone in the room <strong>to</strong> also come <strong>to</strong> the Saturday workshop.<br />
The reason for this is that, as a speaker, I may only have 90 minutes<br />
<strong>to</strong> speak and sell my product during the Wednesday night <strong>REIA</strong><br />
meeting, but if I'm also doing a Saturday workshop, I may have a<br />
full eight hours in the front of the room. That extra time helps me<br />
build a lot more credibility within the audience, I can share more<br />
information, and honestly, I can sell higher priced products like<br />
bootcamps and close a higher percentage of the room. Because of<br />
this, I'll mention it many times throughout my 90-minute<br />
presentation.<br />
If I had a choice between speaking at a Wednesday night <strong>REIA</strong><br />
meeting or doing an all-day Saturday workshop <strong>REIA</strong> meeting, I'd<br />
choose the Saturday workshop every time. It's not because I just<br />
love working on Saturdays! It's because the sales are almost always<br />
significantly better.<br />
Two side notes you should make about Saturday workshops. First,<br />
as a <strong>REIA</strong> owner, your job is <strong>to</strong> do everything you can do <strong>to</strong> make<br />
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