CREATE A STRONG

TRIBE

of paying members

CASE STUDY

Two Closing Offers: Basic, $99 and Coaching, $10k

Revenue Generated: $2.2M

My Sales Key Role:
Selling education memberships and coaching programs to real estate investors.

Objection Handling Framework:
Consultative, Feel Felt Found + LAARC, as an authentic authority combined with case studies and detailed real-world, local examples of success:
→ 97% objection resolution on first call.

Value Based Pitch:
From questions-based NEPQ Discovery:
ROI from 1st deal, Network = Net worth, tax write-off.

Member Retention:
First year: 96 %

MY PHONE SALES

Discovery‑driven NEPQ-type 40-minute call interview with pre‑qualified, warm-only prospects and a reminder process:

Two offers: $99 and $10k
Show-to-Pitch: 91%
1st Call Close Rate: 89%
Refund Rate: .5%

Close Assist Team:
1. Coordinated with my two-person sales team, average onboard within 1 day.
2. Welcome Committee of existing members matches new member with accountability partner.

Transferable Skills:
1. This role taught me how to sell B2B by establishing authority and credibility, being a consultative problem-solver by guiding members to see massive value and ROI to invest in themselves while handling objections and creating urgency.

2. How to highlight the unique benefits of each program, personalized coaching, exclusive resources, and life-changing outcomes by:
– Diagnose and solve problems
– Ask open-ended questions
– Provide tailored solutions

3. Being a consultative problem-solver by guiding members to see massive value and ROI to invest in themselves while handling objections and creating urgency.

SALES RESPONSIBILITIES INCLUDED:

Presenting Advantages of Memberships by Phone + from Stage
Creating a Strong Membership Community
Hosting and Organizing Live Events
Marketing + Lead Generation

Other core duties was to:

Build and maintain strong relationships with both new and existing members, ensuring satisfaction and addressing their needs through ongoing communication
Keep detailed records in my custom CRM system.
Creating Awards + Certifications Ceremonies
Train and manage a 2-person sales team to conduct high-value sales conversations to guide members into other programs and products.
Manage 2 virtual assistants for website and database management.

ABOUT REIA

Years: 1995 – 2022

Website: IndyREIA.com

I fell in love with real estate investing so it was natural that I would create what came to become the Real Estate Investors Association™. Every month I hosted seminars for high‑ticket members and business partner offers. To build a strong community, I therefore spun off smaller, more specific sub‑groups that met for lunch, hosted Cash‑Flow games, and organized seasonal parties.

Members traveled from a 40‑mile radius to attend the live event. Out-of-area investors joined for the online community and resources from as far away as Hawaii and New Zealand. These out-of-area investors either owned property here or wanted to acquire it, and they turned to REIA for networking opportunities—seeking sources of deals as well as professional recommendations such as agents, contractors, and attorneys.

Today members and national speakers have come to regard it as one of the top REIAs in the country.