Last month we had one of the most in-demand, highly paid performers in the world who many people have never heard of: Oz Pearlman.
A quick look at his Wikipedia page will show you the breadth and depth of this guy’s accolades, including dozens of appearances on major news networks, TV shows and top-tier podcasts like Rogan’s.
I’m tellin’ ya, he’s legit.
But what truly impressed me the most, and made it clear to me how he’s able to deliver such an incredible performance every time, was watching him perform BEHIND the scenes, preparing for his presentation at our event. He has a very detailed and well-thought-through process to ensure the highest probability of success.
He met with me, Austin (our AV lead) and the mic runners. He wanted to know where every camera and light was, having us draw them out on paper so he could make sure that when he called on people in the audience, the cameras could capture the expression of the person he was engaging without the light impacting the quality of the video.
On paper, he drew out exactly where he wanted his props onstage, from the microphone stand to the easel and table. He instructed the mic runners on specifically how to hold the microphone in front of the person he selected from the audience, where to stand so they were out of the way of the cameras and what to do and say if someone wanted to hold the microphone (he didn’t want the audience member to hold the microphone because he was going to ask them to do things that required both hands). He told me exactly how to introduce him and where to sit in the audience.
He was meticulous.
As someone who has been in the seminar and speaking business for over two decades, hosting dozens of highly sought-after speakers and performers, I have yet to see anyone who took as much time to prepare us and the room as Oz. I have also never seen anyone as dialed in and precise about his presentation.
There is a REASON he’s so in demand and is a legitimate top earner in his field – and it’s NOT luck and NOT talent. It’s his willingness to put in the work to perfect and exponentially hone a specific set of skills.
He shared with me that he prepares for YEARS to be on a particular show, podcast or event. For example, here’s an excerpt from what he wrote on his Facebook page about being on Joe Rogan:
“A dream come true!!” @joerogan
I have spent years preparing for the day I would earn my spot on the world’s biggest podcast. An opportunity this big is not one to squander or play safe…”
In your professional practice, how many times have you squandered an opportunity simply due to a complete and utter lack of preparation?
When MSPs get that big fish on the hook, they’re often grossly unprepared to close it because they’ve spent ZERO or very little time practicing and perfecting their sales skills. So, instead of confidently negotiating, influencing and SELLING, they run the only play they know: drop the price to win the deal.
I constantly coach salespeople on “negative preparation,” and the importance of handling obstacles and objections in advance vs. waiting for them to show up and kill your deal, wasting time and costing you millions.
In IT, the reason you put good cybersecurity protocols in place is so that you are PREPARED for the worst, hoping it never happens but ensuring that if it does, the impact is minimized. All too many people cheat their investment of time and money in disaster preparation and end up significantly harmed by negative events.
If you took that “negative preparation” approach to your sales performance, just imagine the money you would make.
Just like Oz Pearlman’s meticulous preparation leads to flawless results, refining your process can put your MSP ahead of the competition. At the AI-Powered MSP Summit this September in Las Vegas, Newark, or Chicago, you’ll learn tactical AI strategies to eliminate inefficiencies and drive growth. Claim your tickets here.
