Z_Definitive_Guide_to_Running_a_Successful_REIA_Meeting_Reduced_size

RUNNING A SUCCESSFUL REIA MEETING
The last thing you want when people run to the back of the room is
confusion about what the speaker just offered in their package. For
the most part, the audience will know which package they want to
purchase; however, sometimes they're going to have questions.
While you may not be able to answer every question that comes
your way, knowing the basics of the products offered will help you
tackle the majority of questions. It will also help you overcome
objections so that you can help sell more product. For example,
when I offer a bootcamp package from the front of the room, I also
include a live Ustream of the event so that students can watch the
event from their home computer if they're unable to travel to a live
event. Every once in a while I'll have a student that wants to sign up,
but they didn't hear me describe how you could attend the event
from home and also get a recording of the event later on. This
particular customer may go to the back of the room and only sign up
for the home study course because of this, and if you and your staff
are aware that this is an objection, you can overcome it by simply
relaying what the customer may not have been aware of.
Speaking of live events, you're also going to want to know the dates
of any future bootcamps and live training events the speaker will be
offering. Have a list of those dates handy at the back of the room, as
people will often need the dates repeated. The more prepared you
are, the better the back table will run, which will equate to more
sales and happier members.
We have a sheet in each of our courses called the “Read This First”
sheet. It will answer pretty much any question that someone will
have at the back table. In fact, I tell the REIA group staff helping
with sales that if anyone has any question the typical answer is: “It’s
on the Read This First sheet.” This helps the staff and volunteers
that may get questions they do not know the answer to, such as how
to register for the bootcamp or what is the guarantee, etc.
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