I’m preparing for my upcoming New Home Sales University: Savvy Sales Management and was asked what it takes to deliver the two day program. Believe me the delivery is the easy part, the preparation is where the investment is made.
The venue hotel and dates are secured about 15 months in advance. The brochures and marketing materials are created eight months in advance and soft pre-marketing begins six months prior, and at this point no less than one hour per day of my personal time is now engulfed in details and preparation. This does not count the time my editor, contributors and wife invest simultaneously. In essence the two day program becomes a part time job.
On month four marketing begins and normally within two months prior to the program date we normally sell out the seminar (Thank you).
The month prior to the program my wife Lorena is obsessed with details and I normally take ten days preceding the program to invest three to four hours daily with intense study.
We arrive at the venue two days prior to the program to settle in casually and I always rent the room complete with all audio, visual equipment the day before the actual seminar and beyond set up, I mentally rehearse and deliver the seminar.
The day of the program I rise at 4:00 AM to study, prepare and arrange my slides, with registration opening at 7:00 AM. Finally, at 9:00 AM the program kicks off and the fun begins.
Here are three words you must consider, potential, preparation and performance. Potential is what you are capable of, while performance is what you actually deliver. The key being, the level of performance will always be in direct proportion to the quality of the preparation.
By the way, the day after the program is at best a twenty four hour fix, because October 31, November 1, 2 are the dates for the New Home Sales University and the process begins again. Plan on attending, I promise in advance to be prepared to deliver best ideas available for our profession.
Myers Barnes Associates, Inc.