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RUNNING A SUCCESSFUL REIA MEETING If you'd like to see an example of a proven marketing plan, just shoot us an email to the addresses below. We'll send you a link that provides you with examples of successful direct mail pieces we've used in the past, email templates, voice blast templates, newspaper ads, custom videos, and a whole lot more. Every speaker should have something like this. If they don't, be careful. To see an example of Larry's marketing plan, please send a request to: kandas@LarryGoins.com or call 803-831-0056 and ask for Kandas Broome. To see an example of Shaun McCloskey's marketing plan, please send a request to: help@lifeonaire.com Simply reference this book in the subject line and let us know what you would like to see and we'll get you everything you need. It will be a whole lot easier for you to see real life examples of this yourself rather than trying to cover it all in one book! Get References There is one thing I've found which often separates the good speakers from the bad and that is their willingness to provide references. Every speaker will try to sell themselves to you, but you have to take what they say with a grain of salt. Just because someone claims to be a successful and experienced speaker doesn't make it true. References are one of the most important determining factors in whether or not to book a particular speaker. The speaker should be both able and willing to provide you with some information about their previous engagements. This can be information about attendance and sales as well as contact information for the people who ran these events. It may take a little effort but calling up these references will help ensure you're making a wise decision. Many of the people you'll talk 44
LARRY GOINS AND SHAUN MCCLOSKEY to will also be REIA group leaders and will be able to give you an honest assessment of the speaker. They have hosted exactly the same type of event and can give you an idea about how well it went. If you contact a speaker and they refuse to give you any references, that is a warning sign. Successful speakers are always willing to talk about their past events and will understand the need for references. Someone who doesn't provide this information is probably hiding something and will likely get bad reviews from the people who hosted these past events. I (Shaun McCloskey) was recently asked to be a keynote speaker at a National REIA Conference where there were approximately 150 REIA owners from all over the country present. They asked me to come and speak about much of what you're reading in this book (How to run a Profitable REIA from a Speakers Perspective). As a speaker, I was not allowed to attend the session they had immediately before I went on stage. That session was called, "The Good, the Bad, and the Ugly." It was a closed room session where each of the REIA owners from around the country were given full permission to openly discuss all of the good, bad, and ugly about any speaker they had speak at their group that year. From what I heard, no one held back. Some speakers were bashed for not having marketing materials at all. Some were bashed for having very low sales. Some were praised for speaking on relevant subjects that riveted the audience and kept them glued to their seats. Others were praised because they gave away great free content to the REIA and really promoted and encouraged the people in the room to become members. Others were praised for knocking it out of the park with sales. The bottom line is, both good and bad news travels fast in this industry, so don't be afraid to ask for references. Keep in mind, as a speaker, I'm going to do the exact same thing. While the REIA association presidents and owners were in their room having a "Good, Bad, and Ugly" party, myself and a handful of other speakers got our own room and did a little "Good, Bad, and 45
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