Z_Definitive_Guide_to_Running_a_Successful_REIA_Meeting_Reduced_size

RUNNING A SUCCESSFUL REIA MEETING
One of the things we do, and we actually have it in our contract, is
that I want to personally contact everyone who requests a refund. So
if the REIA group gets a refund request, they contact my office and I
personally call the student. I start out by saying something like this:
“Hi. This is Larry Goins and I wanted to personally give you a call
to see if there is anything I can do to help you get started.” At some
point they will tell me they want a refund. Then I go to work trying
to save the sale. If I cannot save it I will then find out what they
want to do in real estate. I usually end up saying that I have a
different program that I think will fit their needs better and I would
like to offer it to them for free just to keep the original program. I do
this to show them that I am serious about helping them and earning
their business. I will usually give them a webinar link to view the
presentation for the new product and tell them to call or email me
after they watch it and let me know if they want that program. I also
never charge the REIA group for the cost of the additional course or
shipping or anything. I consider it a cost of doing business, and I
have just saved a sale for both the REIA group and myself. It works
most of the time.
Pay On Time
This waiting period does, however, need to be agreed upon before
the event takes place. It is vitally important that your speaker
understands why they need to wait, as well as how long they will be
waiting. Try to come up with a set amount of time. Thirty days is a
good standard to go by. After this period of time has passed, not
only is it unlikely that you will see any additional sales or returns,
most REIAs and speakers alike don't offer more than a thirty-day
return policy anyway.
Remember, just like REIA owners get together and talk, so do
speakers. When speakers get together and talk, they are going to ask
their peers for their unfiltered opinion on the groups they've spoken
for. If payment was late or sales were handled poorly, this
information speaks loudly and travels quickly.
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