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RUNNING A SUCCESSFUL REIA MEETING Unbeknownst to me, the REIA owner, during his usual announcements at the beginning of the meeting, introduced a woman who was going to speak for a few minutes before me. This woman proceeded to get up in front of the group and share information about her local coaching program. It ended up being a ten-minute pitch on why local coaching was so important and why people should consider her as their real estate coach and mentor. She went on to say how no one in the room should ever listen to advice from anyone that doesn't live and operate their entire real estate business in California, because the laws are drastically different there than anywhere else in the country. She insisted that people who listen to those "out of towners" end up doing it wrong and usually end up in JAIL or worse—putting their students in JAIL! She went on to justify many more reasons why people should only choose to learn from local investors, and she then said, "Thank you," and turned the mic over to the REIA owner again. The REIA owner then said, "Okay guys, now we're ready for a very special guest, all the way from St. Louis, Missouri, please welcome Shaun McCloskey!" Now I've got two major challenges to overcome. First, I was not informed that there would be other speakers that night, and a big part of my closing offer and product package was to include four months of coaching as a bonus for the first certain amount of people that signed up. The woman before me, however, threw me under the bus, saying that my coaching is no good because I clearly don't live in California. Not only that, but remember, "you will likely end up in JAIL if you listen to an out-of-towner,” right? The only thing I could do to break the ice was to be fast on my feet. I started the presentation with, "Thanks for having me everyone! I'm excited to be here all the way from St. Louis. This is the first time I've been allowed to leave the state of Missouri in a while, because I tried doing business here in California once, and as a result, I've been in PRISON for the last 10 years!" Of course, I said it as 26
LARRY GOINS AND SHAUN MCCLOSKEY sarcastically as I could without trying to make the other speaker look too bad. But I had to address this right up front, since everyone in the audience was thinking about it, and there was no way around it. The truth is, the speaker didn't leave me many options. Everyone had a good laugh (including me), and I was able to move on. But the truth is, had this happened to a non-experienced speaker, it would have most definitely killed sales that night. Again, this was a small mistake that was not intentional at all, but did it have an impact on sales? In this particular case, it didn't negatively impact my sales because I was fast enough on my feet to overcome the objection. But many speakers wouldn't have been able to overcome that barrier. It could have cost me, and the REIA owner, a lot of money in sales that night. 27
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In Closing e hope you have enjoyed
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