alternative revenue sources. agenda ideas for generating additional revenue that work for both...
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Alternative Revenue SourcesAlternative Revenue Sources
AgendaAgenda
Ideas for Generating Additional Revenue That Work Ideas for Generating Additional Revenue That Work for both Non-Profit and For-Profit Groups of All Sizesfor both Non-Profit and For-Profit Groups of All Sizes
How to Make Current Revenue Streams Produce How to Make Current Revenue Streams Produce Better ResultsBetter Results
The Secret!The Secret!
Ideas We Will CoverIdeas We Will CoverEducation Program (In-House)Education Program (In-House)DVD’s of In-House Education ClassesDVD’s of In-House Education ClassesBusiness Associate ProgramBusiness Associate ProgramVendor Tables at Monthly MeetingVendor Tables at Monthly MeetingSeminars by National Speakers for Gate and Product SalesSeminars by National Speakers for Gate and Product SalesNational Speaker Product SalesNational Speaker Product SalesGuest Fees at Monthly MeetingsGuest Fees at Monthly MeetingsProperty Posting ServiceProperty Posting ServiceInvestment Opportunity Listings Investment Opportunity Listings Member Information & Benefits Guide AdvertisingMember Information & Benefits Guide AdvertisingNewsletter AdvertisingNewsletter AdvertisingAnnual Conference & ExpoAnnual Conference & ExpoOther Types of Product SalesOther Types of Product Sales
Your IdeasYour Ideas
In-House Education Program – Why?In-House Education Program – Why?
Offering classes will make your members better investors. Offering classes will make your members better investors.
Increases the value of your group’s servicesIncreases the value of your group’s services
Attract new membersAttract new members
Retain a higher percentage of current membersRetain a higher percentage of current members
Source of non-dues revenue for your treasurySource of non-dues revenue for your treasury
Offer high quality education and information to the members. Offer high quality education and information to the members.
Supplement training from national speakersSupplement training from national speakers
Reason to Offer In-House EducationReason to Offer In-House EducationStudent class cost is much less than a home study course.Student class cost is much less than a home study course.
Classes are taught by local experts knowledgeable in the topic.Classes are taught by local experts knowledgeable in the topic.
Local instructors are familiar with local laws and issues making the Local instructors are familiar with local laws and issues making the content specific to your area.content specific to your area.
Student may ask questions and receive specific, immediate Student may ask questions and receive specific, immediate answers. answers.
Students learn from other student’s questions.Students learn from other student’s questions.
Students are able to network with each other during and after the Students are able to network with each other during and after the class and build community.class and build community.
Local instructors are available after the class to help students.Local instructors are available after the class to help students.
Classes may qualify for renewal credit hours for licensees.Classes may qualify for renewal credit hours for licensees.
There are NO back of the room book and tape sales.There are NO back of the room book and tape sales.
Offer What Your Members WantOffer What Your Members WantHow to Buy Property in ForeclosureHow to Buy Property in ForeclosureInvesting in Tax LiensInvesting in Tax Liens Short SalesShort Sales Landlording Landlording WholesalingWholesaling Creative FinancingCreative Financing Fix & Flip Fix & Flip Lease Options Lease Options Finding & Researching Deals Finding & Researching Deals LLC – Create Your Own LLC – Create Your Own Beginner’s SeriesBeginner’s Series
You can fill in with less popular classes after your program is successfulYou can fill in with less popular classes after your program is successfulCreative FinancingCreative FinancingBankruptcyBankruptcyProbateProbateNotes & MortgagesNotes & Mortgages1031 Exchanges1031 ExchangesCommercial PropertyCommercial PropertyLandLand
Education RevenueEducation Revenue
Classes Priced at MarketClasses Priced at Market– Non-Member Prices 20% HigherNon-Member Prices 20% Higher
Offer 4 to 10 Classes a MonthOffer 4 to 10 Classes a Month
Average Attendance 10 to 30Average Attendance 10 to 30
Price Non-member Significantly Higher to Drive Price Non-member Significantly Higher to Drive MembershipMembership– Not Too High to Lose StudentNot Too High to Lose Student
Education DVD’sEducation DVD’s
Professionally Videoed Education ClassesProfessionally Videoed Education Classes
Students that Can’t Attend Classes orStudents that Can’t Attend Classes or
Students that Want Access To Material/Instructor 24/7Students that Want Access To Material/Instructor 24/7
Price to Student $250 - $400Price to Student $250 - $400
Business/Vendor ProgramBusiness/Vendor Program
The Most Important Benefit to Your Members Except The Most Important Benefit to Your Members Except for Education and Meetingsfor Education and Meetings– Services Members NeedServices Members Need– Qualified to Work with InvestorsQualified to Work with Investors– Discounts or Special Rates for MembersDiscounts or Special Rates for Members
Take Care of Your VendorsTake Care of Your Vendors– Provide High Value ReturnProvide High Value Return
Business/Vendor ProgramBusiness/Vendor Program
Two Types of ProgramsTwo Types of Programs– Everyone WelcomeEveryone Welcome– Semi-ExclusiveSemi-Exclusive
Annual Dues – Charge for Value to Business!Annual Dues – Charge for Value to Business!
Additional Dues for Employees (Discounted)Additional Dues for Employees (Discounted)
Table at Monthly Meetings – Charge for Value!Table at Monthly Meetings – Charge for Value!
Sponsorship at Meetings – Charge for Value!Sponsorship at Meetings – Charge for Value!
Speaking Fees at MeetingsSpeaking Fees at Meetings– Flat Rate or Per Attendee FeeFlat Rate or Per Attendee Fee
National Speaker Product SalesNational Speaker Product Sales
Yes, You Can Negotiate the ContractYes, You Can Negotiate the Contract– Most Standard Terms are FairMost Standard Terms are Fair– Product Portion of Boot Camps at Product Split RateProduct Portion of Boot Camps at Product Split Rate
Most Speakers will Listen to Group Leader on Price of Most Speakers will Listen to Group Leader on Price of ProductProduct
Promote Speaker’s Topic & Speaker – Aggressively!Promote Speaker’s Topic & Speaker – Aggressively!
Seminars by National Speakers for Gate and Product SalesSeminars by National Speakers for Gate and Product Sales
Variety – Plan Schedule One Year OutVariety – Plan Schedule One Year Out– Market No More than 60 Days OutMarket No More than 60 Days Out
Marketing is Critical!Marketing is Critical!– Email, Newsletter, Email, Meetings, EmailEmail, Newsletter, Email, Meetings, Email
Early Registration Discounts – at Least $20Early Registration Discounts – at Least $20– Member & Nonmember Prices – at Least $20 DifferenceMember & Nonmember Prices – at Least $20 Difference
Easy to RegisterEasy to Register– Online, Phone, Online, Fax, Online, Meetings, OnlineOnline, Phone, Online, Fax, Online, Meetings, Online
Create Sell-outsCreate Sell-outs– Drives Perceived Value & Early RegistrationDrives Perceived Value & Early Registration
Group Keeps 100% of Gate & Covers All ExpensesGroup Keeps 100% of Gate & Covers All Expenses
Guest Fees at Monthly MeetingsGuest Fees at Monthly Meetings
The Debate….The Debate….– One Meeting Free or Not?One Meeting Free or Not?
Always Charge a Guest Fee (There is an Exception)Always Charge a Guest Fee (There is an Exception)– Member Guest Night (Once or Twice a Year)Member Guest Night (Once or Twice a Year)
Easy Registration – Online PaymentsEasy Registration – Online Payments– If No Ecommerce, Phone or Fax, but Get Payment If No Ecommerce, Phone or Fax, but Get Payment
Higher Guest Fee at DoorHigher Guest Fee at DoorGuest Fee Should Be Based on Your Membership DuesGuest Fee Should Be Based on Your Membership Dues– Create Reason to JoinCreate Reason to Join
Apply Guest Fee to MembershipApply Guest Fee to Membership– Must be Time Sensitive (Night of Meeting)Must be Time Sensitive (Night of Meeting)
Property Posting ServiceProperty Posting ServiceLeverages What You Have BuiltLeverages What You Have Built– Membership Base People Want Access ToMembership Base People Want Access To
Include:Include:– PicturePicture– DescriptionDescription– Terms & PriceTerms & Price– Contact InformationContact Information
Post to Website – Access for Anyone – Active 30 DaysPost to Website – Access for Anyone – Active 30 DaysEmail Blast to MembersEmail Blast to MembersOnly Members Receive Email (Benefit for Being a Member)Only Members Receive Email (Benefit for Being a Member)Classified in NewsletterClassified in NewsletterMember & Non-Member PricingMember & Non-Member Pricing– Annual Fee or Per Property FeeAnnual Fee or Per Property Fee– Charge Higher for Realtors?Charge Higher for Realtors?
Investment Opportunity ListingsInvestment Opportunity Listings
Leverages What You Have BuiltLeverages What You Have Built– Membership Base People Want Access ToMembership Base People Want Access To
Include:Include:– PicturePicture– DescriptionDescription– Terms & PriceTerms & Price– Contact InformationContact Information
Post to Website – Access for Anyone – Active One YearPost to Website – Access for Anyone – Active One YearEmail Blast to Members Once a MonthEmail Blast to Members Once a MonthOnly Members Receive Email (Benefit for Being a Member)Only Members Receive Email (Benefit for Being a Member)Classified in NewsletterClassified in NewsletterAnnual Fee or Setup Charge and Monthly FeeAnnual Fee or Setup Charge and Monthly Fee
Newsletter AdvertisingNewsletter Advertising
Of Course You Sell Ads, But…..Of Course You Sell Ads, But…..
Do You Sell the Right to Publish Articles?Do You Sell the Right to Publish Articles?
Consider Selling the PageConsider Selling the Page– Includes an Article and an AdIncludes an Article and an Ad– Article Must be at least ½ PageArticle Must be at least ½ Page– Annual ContractAnnual Contract– Exclusive Right to CategoryExclusive Right to Category
Gives You Content for Your Newsletter Every MonthGives You Content for Your Newsletter Every Month
Member Information & Benefits Guide Member Information & Benefits Guide AdvertisingAdvertising
Member Guide is a Huge Benefit for MembersMember Guide is a Huge Benefit for Members– Portable WebsitePortable Website
Increases Perception of Professionalism for GroupIncreases Perception of Professionalism for Group– Communicates Mission and EthicsCommunicates Mission and Ethics– Reinforces Members Buying DecisionReinforces Members Buying Decision
Make it AttractiveMake it Attractive
Advertising DollarsAdvertising Dollars
Annual Conference & ExpoAnnual Conference & Expo
SponsorshipsSponsorshipsExhibit BoothsExhibit BoothsAdvertisingAdvertisingTicket SalesTicket SalesPresentation Slot SalesPresentation Slot SalesProduct SalesProduct Sales
Fundraiser for CharityFundraiser for Charity
Other Product SalesOther Product Sales
Look for Products that Serve Your Members and Look for Products that Serve Your Members and Negotiate Rights to OfferNegotiate Rights to Offer– Pre-Paid LegalPre-Paid Legal– LaserShield Security SystemsLaserShield Security Systems– Software ProgramsSoftware Programs
Gift CardsGift CardsInvestment OpportunitiesInvestment Opportunities– Be Very CarefulBe Very Careful– Suggest Only Collecting an Advertising Fee Rather than Suggest Only Collecting an Advertising Fee Rather than
Participating in the Sell of Investment PropertyParticipating in the Sell of Investment Property
Your IdeasYour Ideas
The SecretThe Secret
Tie it all together!Tie it all together!
Business/Vendor ProgramBusiness/Vendor Program
DuesDues
Dues for EmployeesDues for Employees
Table at Monthly MeetingTable at Monthly Meeting
Article in NewsletterArticle in Newsletter
Ad in NewsletterAd in Newsletter
Ad in Member GuideAd in Member Guide
Sponsorship/Booth/Advertising Sponsorship/Booth/Advertising at Annual Conferenceat Annual Conference
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Total:__________Total:__________
National SpeakersNational Speakers
Guest Fees at Monthly MeetingGuest Fees at Monthly Meeting
Memberships at Monthly MeetingMemberships at Monthly Meeting
Product Sales at Monthly MeetingProduct Sales at Monthly Meeting
Full Day Seminar GateFull Day Seminar Gate
Product Sales at Full DayProduct Sales at Full Day– Additional Products Not Sold at Monthly MeetingAdditional Products Not Sold at Monthly Meeting
Link it TogetherLink it Together
Guest Fee Priced to Encourage MembershipGuest Fee Priced to Encourage MembershipMember Discounts Priced to Encourage MembershipMember Discounts Priced to Encourage Membership– But, Not to Lose Sales if Person Doesn’t JoinBut, Not to Lose Sales if Person Doesn’t Join
Expand Your Service Offering So You Can Offer Expand Your Service Offering So You Can Offer “Something for Everybody”“Something for Everybody”– Beginning Investor Use EducationBeginning Investor Use Education– Experienced Investors Use Property Posting ServiceExperienced Investors Use Property Posting Service– Everybody Benefits for Conference & ExpoEverybody Benefits for Conference & Expo
Education Program Feeds Content for ConferenceEducation Program Feeds Content for Conference
Revenue BreakdownRevenue Breakdown
Membership DuesMembership Dues 17%17%Education ProgramEducation Program 17%17%Speaker Product SalesSpeaker Product Sales 30%30%Vendor ProgramVendor Program 6% 6% (Not Including Conference or Advertising)(Not Including Conference or Advertising)
Property & Investment PostingsProperty & Investment Postings 3% 3%Speaker Gate ReceiptsSpeaker Gate Receipts 3% 3%AdvertisingAdvertising 3% 3%Conference & ExpoConference & Expo 21%21%OtherOther 1% 1%
Measurement SystemMeasurement System
Make it SimpleMake it Simple
Make it MeaningfulMake it Meaningful
Make it TrackableMake it Trackable
Revenue per MemberRevenue per Member
Profitability of Each Revenue SourceProfitability of Each Revenue Source