Z_Definitive_Guide_to_Running_a_Successful_REIA_Meeting_Reduced_size

LARRY GOINS AND SHAUN MCCLOSKEY
The very best REIAs in the country (those that have the highest rate
of returning members as well as the highest profit potential) don't
focus on picking a large volume of national speakers each year.
Instead, they have anywhere from three to six of the very best
selling speakers each year (six is on the high end; most of the best
REIAs have four). At first glance this may not appear to make the
organization more profitable since there are less opportunities to sell
from the front of the room; however, your members will get burned
out if every month they're hearing sales pitch after sales pitch. While
I'm all for a good sales presentation, even I don't want to hear one at
every meeting.
If you pick the right speakers to come to your REIA, the audience
won't even know they're being sold to. A good speaker will provide
a presentation where not only a lot of people run to the back of the
room with their money in hand dying to buy the product, a good
speaker will also provide enough value to the rest of the audience so
that even the non-buyers feel like their time was well spent. More on
this later—but yes, there is an art to this, and it's unlikely that a nonexperienced
speaker will understand how to do both. People are
tired of the same old dog and pony show. They want real value.
They want excellent training. They're willing to pay for it, and your
job is to give them what they want.
There are many variables to running a profitable REIA as well as
choosing the right speaker to co-host your events, and we'll cover
each of them in detail in this book. Marketing is important. So is the
environment you create within your REIA. So is your introduction
to the selling speaker before each meeting. So is what was done at
last month’s meeting. So is what's going on at next month’s
meeting. So is how the sales table is operated. So is how the tables
are set up in the room for your members. All these things and much
more play a role in the impact and profitability your REIA. So let's
begin, shall we?
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