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RUNNING A SUCCESSFUL REIA MEETING technology, Murphy’s Law almost always applies: "Anything that can go wrong probably will." Handouts Many speakers will have some sort of printed information to be distributed to the audience. This can be examples to help support their information or worksheets which the audience is supposed to fill out. Longer events, such as multi-day seminars and bootcamps, are even more likely to include handouts of some kind and you need to plan for this. Make sure you understand and are prepared for everything that will need to be handed out before the speaker goes on stage. The best way to handle this sort of thing is to consider distributing the materials before the event begins. One great solution is to place a copy at each seat so people can look through it when they first sit down. The last thing you want to do is create a situation where the speaker needs to stop, as everyone crowds around the person handing out the papers. This takes away the focus from the front of the room, which also negatively affects sales. Pump Up The REIA - Encourage Memberships Not every speaker does what I'm about to share with you, but every one of them should. When I'm speaking at an event, one of the first things I do at the beginning of the presentation is acknowledge the organization and the host of the event. I also make sure to promote the idea of everyone in the audience becoming a member of the REIA. It may sound something like this: "I'd like to take a quick moment to acknowledge Mike and Christina for running such a fine example of a real estate investors association! I don't know if you guys know this or not, but it takes a lot of planning and hard work to put on an event like this, and how 160
LARRY GOINS AND SHAUN MCCLOSKEY awesome is this country where we can go to a meeting once per month and learn how to be millionaires?" At this point, I'll start clapping, applauding the owners and/or board members of the REIA, and everyone else in the room will follow suit and do the same. "Mike and Christina are two of the best examples I've seen of really doing their research to bring in the best of the best speakers from around the country to provide the best education on the planet! You should see the interview process they made me go through just to be here tonight! By the way, how many of you are members of the association?” (Hands go up.) “Good! How many of you are not members yet?” (Hands go up.) “Okay, great. Listen, every single one of you that put your hands up and aren't a member needs to become a member tonight. I'm not paid to tell you that, and I get nothing for encouraging you to become a member, but it's that important! And to prove to you how strongly I feel about this group being such a big contributor to your success, I have a free gift I'd like to provide to anyone here that decides to become a member tonight. Fair?" The free gift can be anything of value, as long as it's not the main product you're getting ready to sell that night. You also don't want the free gift to sway anyone who signs up to become a member from also buying your course that day as well. Keep it simple— something with high-perceived value that can really benefit new members. Make sure everyone knows what the free gift is and is okay with it. (Most REIAs encourage and love when I offer to do this. Only one REIA has ever asked me not to offer this since they already have their own promotion for new members and didn't feel the need to add to it.) It not only boosts membership signups, but the REIA owners usually really appreciate it. 161
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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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