This Month…

IS BEING SUCCESSFUL CONTAGIOUS?

I’ve had plenty of emails concerning the newsletter and I’ve been preaching how you can use it as a tool for more sales.

BUT, I realize there are company rules you must abide by so remember these words of wisdom…

THERE IS A WAY

Don’t give up and say you can’t do it, you most certainly can do it…even if you’ve got to let the boss review the newsletter before it goes out.

THERE IS A WAY

I play the guitar. I used to get annoyed when follow guitar players would ask me about the technique used.

Well, no one noticed except my fellow expertly trained guitar players, and as you can imagine, it bothered me a little.

But, it didn’t slow me down.

I began telling new guitar players interested in learning to play to remember my technique isn’t considered “proper”.

You see, I found “a way” of playing.

The same applies to you. There is an industry way of doing things. That industry way is considered the “proper” way of doing everything from A to Z.

This industry norm is endorsed by the “gurus” and repeated by the Monkeys all the way down the food chain.

I say the same thing to those folks who tell me I’m not doing it the “proper” way.

You have a choice to make. You can go thru life doing things the industry “proper” way producing the same mediocre results everyone else is getting….or you can find “a way” of doing things that produces results above the rest.

It’s really YOU and YOUr mindset.

So, to the emailer who said it can’t be done I say it can be done.

THERE IS A WAY

To everyone else I say to start learning “a way” of doing things.

Go through every page of this website, re-read, re-listen, and execute the strategies I recommend NOW.

Massive Action NOW will net you results far above the rest of the mediocre pack.

Remember, the Monkey see, Monkey do is a sure fire way to mediocre results.

Get out of your comfort zone and don’t worry about what everyone else thinks.  They’re jealous.  And believe me the more successful you become the more jealous everyone becomes.

They’ll see what you’re doing but refuse to go outside the industry norms because they don’t believe…

THERE IS A WAY

Before you send me an email whining are you spending 5 minutes on your goals and 1 hour a day improving you?

We learn through repetition.

So get moving and start learning because….

THERE IS A WAY

Happy Selling!

David…

P.S. For Pete’s sake if you aren’t investing in your SELF what the heck’s the problem?  Jeez!  Get moving and start doing something for your SELF.  If you don’t NO ONE will do it for you.   Invest in YOU.

Check out MY LATEST OFFERINGS or get the WHOLE ENCHILADA package of everything I’ve got including the kitchen sink.

There’s a few copies left if you are a subscriber. If you aren’t subscribing opt-in on the top right of this page and I’ll send you the WHOLE ENCHILADA link in the “welcome” email.

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I know we’ve been on the newsletter channel for awhile, so, what the heck?

Let’s address a few more opportunities you may or may not have thought about with newsletters.

First, your newsletter really, when you get right down to it, is an opportunity to not only follow-up, stay-in-touch, disguise as a sales letter, but to also establish you as an expert in the eyes of your prospect.

Every newsletter issue should have the same components as a sales letter (see previous posts on sales letters and my: How to Sell Pre-Need Sales Letter Manual and audio).

Sales letter disguised as a newsletter will out pull a regular sales letter in an envelope….But don’t short change the process…I still recommend sending 3 letters and a postcard in your follow-up program.

A newsletter certainly can be used as one of the letters you send.

There’s magic in frequency of contacts.

There’s an old adage that sales people have to make 7 contacts before getting the sale. Commercials have to be seen at least 7 times to get noticed. Contact can be in-person, via phone, email, snail-mail, to name a few.

Newsletters have a perceived value that’s hard to explain.

When you receive a newsletter your prospect rates it higher than an obvious sales letter, high than a postcard, and higher than a phone call. It’s cheap to put out a newsletter; cheaper and quicker to put out than an enveloped sales letter and a few cents more than a postcard.

But the reality is the more contacts you make with a prospect the warmer your relationship.

Remember with leads your goal is to meet with a prospect for a presentation, warm up the lead, or toast the lead.

A newsletter will warm up your prospects, count as a contact, give you believability as an expert, and position you, the pre-need seller, similar to a Doctor and not a used car salesperson (no disrespect to the used car sales person).

The bottom line?

A newsletter is a valuable tool that puts you closer to a sale.

Happy Selling!

David…

P.S. In “The Big Lesson” we’ll talk more about newsletters and a few more examples. The subscriber edition of the Pre-Need Newsletter will be out shortly.

All you have to do to receive it FREE is to become a subscriber. Head over to the right side of this page and opt-in and I’ll include a few pages from previous editions in the “welcome” email. …

P.P.S.  Here’s the link to How To Sell Pre-Need Sales Letter Manual and audio…with a few bonuses thrown in FREE

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I often write about the questions….not to insult, but to instruct.  Not to embarrass, but to shine.

You really can shine selling prearrangements.

Don’t think so?  I do…I know you can shine.  I know you can stand out above the rest of the mediocre sellers because you’re doing something none of them will do.

You’re improving your SELF.  You’re reading this site.

A recent question, “How long does it take to really get going?  To really sell lots of pre-need?”

I wish I could have asked, “how long do you think it takes?”

Do you think it will take a year?  A month?  A week?  A day?

Your belief system is very strong and powerful.

Did you know after WWII officially ended there was a Japanese Soldier who didn’t get the news?  Actually, there was more than one.  But, one in particular wouldn’t give up.

Our belief system is pretty powerful.

Lt. Hiroo Onoda was sent by the Japanese army to the remote Philippine island of Lubang.  His mission was to conduct guerilla warfare during the war.  He was never told the war had officially ended, for 29 years.  Oh, he did get some hints in the form of fliers that talked about it.  He continued to live in the jungle, ready when needed eating coconuts and bananas and evading search parties he believed were enemy scouts.

Our belief systems are powerful.

Even though Lt. Onoda was wrong and the war had ended he believed the war never ended.  Belief systems are strong.  It took his former commander to convince him the war was over…29 years after the war ended.

One thing I like to share with pre-need sellers is there is no limit to how much they can sell.

Do you believe you can sell lots of pre-arrangements?

I have a good friend who has studied persuasion and he has shared a few secrets with me about “belief” and how you can change your belief.

He’s putting together some materials I’ll be showing in the near future.

For now, I’ll be putting out tips on how you can change the way you think in order to change what you’re doing in order to sell more pre-need.

There will be some home work, the test will be whether you achieve number one status in your company or beat your own personal records…much like a golfer who wants to beat his personal best game.

The real test is going to be the bank.  The real test will be the deposits you make at the bank.

Happy Selling!

David…

P.S.  check out the catalog page for the latest materials designed to equip you to double your sales in half the time.

P.P.S.  I’ve expanded the TOP TEN POSTS.  Click here to get the information.

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“I hear he has true grit.”
–Kim Darby, from the movie True Grit.

There’s no other way to describe the pre-need seller than fortitude and determination…grit.

You gotta dig deep down inside to discover the YOU that’s wanting to succeed.

The YOU that’s this close to breaking out and selling like there’s no tomorrow.

I received an email from a new seller of pre-arrangements.  He was telling me about recent weather and how he was hampered with his canvassing of neighborhoods.

Here’s my reply:

Incorporate more than one main prospecting strategy.  Do several things because you never know when one strategy quits working.  When you are depending on ONE THING you risk a lot.  It is similar to putting all your eggs in one basket.  Drop the basket and you’ve lost it all.  But, if you’ve got 12 baskets you cut your losses and can continue to sell.

Don’t just door-knock or wait for walk-in business or work the files or mailings.  Don’t depend on any one thing.  Do several things.  Do several things at the same time.

Massive action

“Never let your head hang down. 
Never give up and sit down and grieve. 

Find another way.  And don’t pray when it
rains if you don’t pray when the sun shines.” 
–Leroy “Satchel” Paige

Don’t stair-step.  Do several things at the same time.  There is no ladder to success.  Make it a one step jump to the top.

And always be appreciative of what you have.

“Never give up… and never surrender.” 
–Jason Nesmith, from the movie, Galaxy Quest

Now, go out there and just do it!

Happy Selling

David…

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I often say many industry norms are difficult to change.  Industry innovation comes from outside the industry.

For years surgeons continued to operate on stomach ulcers even though medications had been developed to stop the bleeding.

We all resist change.

For the most part we prefer routine and comfort over blazing new trails.

Pioneers have the arrows in their backs.

I’m not an advocator of blazing new trails.  I’d much rather find a formula that exists or duplicate a successful system.

“When you’re finished changing, you’re finished.”  –Benjamin Franklin

“Without continual growth and progress, such words as improvement, achievement, and success have no meaning.”  –Benjamin Franklin

“He that is good for making excuses is seldom good for anything else”  –Benjamin Franklin

“It’s a heck-of-a-lot easier to tweak an existing system than to start from scratch.”  –David Dassow

I had a conversation with a fellow pre-need seller the other day, as he was in awe of the number one producer in his category.

I remember saying to him, “he doesn’t know what he can’t do.”

It’s difficult to un-learn things.

For the most part it’s holding on to what doesn’t work that holds us back.

A tennis pro friend of mine used to teach.  I worked with him for 20 minutes one time and improved my game ten fold.

I asked him why people would take lessons.

He told me that when he teaches tennis he doesn’t really teach people how to play because they already know how to play.

His goal is to eliminate one or two bad habits. 

For me it was a slight change in my grip.  A very slight change. 

The bottom line is change is a good thing but tweaking small changes is a better thing.

I once heard someone, I think it was General Schwarzkpf say; he’d much rather make a hundred decisions quickly and be wrong 80% of the time but change quickly than make a hand full of decisions slowly and be right 80% of the time.  You’ve got to be able to adapt quickly.

If you’ve been planning that postcard mailing, door-knocking, letters, phoning, follow-up, do it all quickly.  Implement massive action NOW!

Don’t stair-step-it.  Implement several things at the same time.

Better to be wrong on a handful of things quickly than to be right on one or two that takes you forever to implement.  Implement a bunch of things and keep the stuff that works and dump the stuff that doesn’t work.  But, do it quickly.

“Plans are nothing; planning is everything.”  –Dwight D. Eisenhower

“Farming looks mighty easy when your plow is a pencil and you’re a thousand miles from the corn field.”  –Dwight D. Eisenhower

“If a problem cannot be solved, enlarge it.”  –Dwight D. Eisenhower

Make lots of little changes and don’t worry about what anyone tells you. 

“If you don’t know what you can’t do there’s nothing you can’t do.”

Happy Selling!

David…

P.S.  There’s a few packages left “Whole Enchilada” of everything I’ve got including the kitchen sink.  It’s available to all subscribers at a One-time-Offer.

If you aren’t a subscriber head to the top right of the page and subscribe now.

If you are a subscriber check my latest email with the special top secret “whole enchilada” link.

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I attended an event last night with a speaker who spoke for two hours.

First, it is difficult to stand in front of an audience and keep the attention for 2 hours.

Heck, many Preachers have short ten minute sermons.

Think about it for a moment.

How long does your presentation last?  Is it an hour, two hours, more, less?

One of the most interesting things I discovered last night was just how many stories the speaker used to illustrate his points.

What made him so interesting was the stories.

Well, we’ve been talking about stories including the latest newsletter (if you aren’t a subscriber subscribe on the top right of this page and confirm the link I send you and the “welcome” email will have the latest newsletter from me to YOU for FREE)

Anyway, we’ve been talking about using stories including your WHY you got into the business.  Stories are powerful, stories impact people, stories sell.

Yes, it is through stories that you can sell more pre-arrangements than you ever dreamed possible.

Simply incorporate short stories that are relevant to your discussion. 

If you don’t have your own stories use other people’s stories.

Whatever you do make sure the story is true.

No fibs!

No white lies!

Use stories in everything you do and you’ll soon discover a whole new world of business waiting for you once you share your story.

Happy Selling!

David…

P.S.  The Whole Enchilada, everything I’ve got including the kitchen sink is still available but you gotta hurry up as they’re going fast.  Simply become a subscriber and I’ll send you a special link to the Whole Enchilada at a special subscriber rate.  Subscribe at the top right of this page and be sure to click the “confirm” link I send you.  You may have to rescue the link as today’s email in-boxes have spam, junk, etc.  Be sure and rescue the link and confirm.

P.P.S.  If you’re already a member go to the catalog page and invest in what you don’t already have and I’ll bonus you the top ten posts and audio recordings just as soon as they’re ready absolutely FREE.

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