The all time best script for switching an inbound caller from price to preferences was presented by Sydney Biddle Barrows at a past Super Conference. I’ve heard a lot of sales training, but never anything that good.
I’ve also listened to Jim Rohn enough to have much memorized, but his story of the woman in Mexico was new, thus the succinct wealth advice he gave her something I had not heard him say that way before: don’t buy a second car, buy a second house.
It troubles me nobody can seem to get their 20 to 30 year old sons and daughters to delay some lifestyle gratifications in favor of investing. This is a good way to say it. Anyway, any opportunity I had to be in the seminar rooms, I heard something worth writing down, mulling over, discussing with someone.
But let me point out something you could not see or hear. Not one of you begrudges us the harvest from our efforts nor questions the value delivered for the dollars you invest with us, so it is safe to joke about the registration fee being insignificant compared to the cost of getting out. But I’m sure some folks do count heads, multiply heads times dollars they guess are spent, let out a whistle, and envy what they see.
As you probably should. It is enviable. But, as with so much, the harvest is visible, the planting unseen; the outcome impressive, the investment and preparation invisible.
The lesson here is one of preparation. Years of herd-building and skill-building. Months of planning, organizing, marketing. Days of discussion of each and every painstaking detail. Hours upon hours upon hours of preparation. The multi-million dollar weekend in the seminar business is like the overnight success in any field – it isn’t.
All you observed and were part of was the collecting of the money; the making of that money required hundreds and hundreds of hours of patient planning.
This is what so few are willing to do: prepare to be fabulously, exceptionally successful. They do not invest sufficient time, money and effort in preparing themselves. They go into business situations insufficiently prepared. They are not strategic, methodically laying the groundwork today for the success of tomorrow. Everybody wants the harvest. Only a few get it, only a few earn it.
All attendees returned home, with fresh ideas, fresh inspiration, new resources. Undoubtedly with lots of good intentions. We need those big ideas and big goals and motivating pictures.
But they are but castles in the air unless you get up a little earlier in the morning, work a little smarter, harder and faster, and more diligently lay the bricks day by day by day.
Castles are built of bricks, by brick-layers, not with the ideas of visionary architects.