How To Get Powerful Synergy In Your Private Lender Luncheon

Recently I got to speak to a small group of RE investors. It was held in a restaurant where they had karaoke going on in the room next to ours. Afterwards, some of the people in my audience complained that they couldn't hear my talk because of the noise next door.

How sad! I had flown hundreds of miles to speak to this group, at my expense. They had taken time out of their busy schedules to come to the meeting to get an education. But because the meeting was held in the wrong location, everyone lost. People left frustrated, myself included.

For me, living through this recent experience just reaffirmed the need to talk to you about luncheon location and room layout. Please don't overlook these key points.

Room arrangement

I got lucky!

When I held my first private lender luncheon, I had something almost magical happen. Because of the way we set up the room,I accidentally created a situation that caused my guests to start discussing my program with each other after I was done talking.

This created a powerful synergy of them selling each other on ME and my private lending program. Read the following to learn how.

While you are still in the planning stage of your first luncheon, one consideration that might be overlooked is the arrangement of the meeting room. Draw out a simple sketch of where you want these three major areas:

- Reception area
- Presentation area
- Dining area

Of course every situation is going to be a little different but let's go over each area and touch on some of the basics to get you started.

- Reception area

Making your potential lender feel welcome by making a great first impression is a powerful tool. As our guests approached the entrance to the meeting room, we had our reception table right at the door and we always had someone right there to greet them with a smile.

The table was at the door, not blocking the door. The table was covered with a nice tablecloth and the items on the table were arranged correctly. The greeter was always dressed professionally.

Let's take this a step further. Have you ever gone into a store to buy something and the clerk didn't acknowledge that you were even there? It didn't matter how he or she looked, did it? The important issue was how you were treated. We focus on each individual guest. Each and every guest is important so we make him or her feel that way.

While you can hold a private lender luncheon by yourself, I always had people assisting me so I'm writing from that perspective. I talked with my greeters before luncheon to let them know what I expected and they did a great job.

We had someone at the reception table throughout the presentation to make sure the late arrivals were also greeted warmly.

This is an important issue in gaining rapport and building credibility before your guests have even seen you. If your greeter gets a smile out of a guest before the presentation starts, they are in a positive mood and even more open to what you have to say.

- Presentation area

I chose a wide-open area for the presentation. I had the media people set up the screen against the wall. The large windows were a consideration because we didn't want a glare on the screen. The chairs were arranged with comfortable space between them in a pattern that let everyone see the screen clearly. I actually walked around and adjusted the chairs to make sure the arrangement was the best it could be. I left a small space between the screen and the first row of chairs for me to stand while I gave the talk about my program.

We made sure the temperature was adjusted to make the room as comfortable as possible.

It was a well thought out arrangement that allowed a certain amount of intimacy with my audience. I wasn't "way up there" at an intimidating podium, but right there with them. I was standing up front being professional while at the same time close enough to chat in a normal tone of voice and ask questions of the guests without putting them on the spot.

This arrangement made it possible for everyone to be comfortable and have a good time.

- Dining area

The dining area was separate from the presentation area. This helped create the synergistic situation I discussed earlier.

We thought about the different options of tables that would seat 4 people, 6 to 8 people, or one long table. We choose tables that would seat 6. The tables were nicely arranged and since people usually came alone or with one other person, they joined strangers and started polite conversations. No one had to eat alone and guess what they talked about? My private lending program! It was a nice, comfortable atmosphere.

I went from table to table answering questions and making sure everyone was enjoying their meal. This is something all of you will want to do in yours. This program is to build trust and you want them to get to know you.

My assistants and I made sure everyone had a positive experience. It just took some thought and preparation and no extra expense.

Making your potential lender feel welcome by making a great first impression is a powerful tool and many times this is what closes the sale for you. Learn to use it to your advantage.