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RUNNING A SUCCESSFUL <strong>REIA</strong> MEETING<br />
my coaching calls, access <strong>to</strong> additional online training, a user name<br />
and password, etc. When they didn't get this as promised, the<br />
purchasers got scared and asked for a refund. Not only did this one<br />
foolish failure <strong>to</strong> follow through cost more than $20,000 in revenue,<br />
it also made me and the <strong>REIA</strong> look bad. Needless <strong>to</strong> say, I was not a<br />
happy camper, and I will not speak for that particular organization<br />
again.<br />
Get That Extra Sale!<br />
Following up can be a great way <strong>to</strong> get honest feedback, but it is<br />
also another sales opportunity. When you're speaking with someone<br />
who really enjoyed the event, they will naturally get back in<strong>to</strong> the<br />
emotional state they were in during that event. They might start<br />
telling you how much they enjoyed the speaker or how great the<br />
products are. This is a wonderful time <strong>to</strong> suggest other, possibly<br />
related, products they might be interested in.<br />
Let's say you offer a three-book course on investing in real estate.<br />
The person you're speaking with may have purchased the first book,<br />
simply <strong>to</strong> see how good the course is. If they've read it and enjoyed<br />
it, you have the perfect opportunity <strong>to</strong> suggest the next two books.<br />
While an event can often be loud and chaotic, a one-on-one phone<br />
call gives you the chance <strong>to</strong> really promote this course in detail. This<br />
approach is obviously far more effective than simply sending out an<br />
email.<br />
This is very different from cold calling. You already know the<br />
person was interested because they attended the event. If they've<br />
purchased a few products, you know they are willing <strong>to</strong> spend<br />
money on their continuing education. If they enjoyed the products<br />
they purchased, you can be sure they're interested in related<br />
products. A follow-up phone call is simply a wonderful opportunity<br />
<strong>to</strong> increase sales related <strong>to</strong> the event. Yes, it takes time <strong>to</strong> make<br />
these calls, but the additional revenue these calls will generate will<br />
be more than worth the effort. Plus, I can almost guarantee that none<br />
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