Look through my posts such as: http://howtosellpreneed.com/success/mystery-of-pre-need-selling where I talk about niching and constantly preach to you about developing your own niche. The easieast way is through your natural market because birds of a feather really do flock together. Check out this post: http://howtosellpreneed.com/selling/how-sell-preneed-scratch there’s a whole bunch of links to other posts.

The bottom line is to get ONE STEP PROSPECTING out of your head and start 2-Step Prospecting. Develop you list based on your niche. What is your niche? The easiest way to discover your niche is to mine your natural market. Identify those commonalities and begin to look for folks who have those same characteristics. A quesstion came up recently. A younger person just started selling pre need and insisted none of his friends would be interested. The point of mining your natural market is NOT TO SELL your friends. But he has a valid point. So I told him to use the concept I lay out in mining your natural market and go after his friends parents instead. But not to sell. Just to prospect.

Getting a list of folks is pretty easy. Defining who you are seeking is the tough part. I can’t answer that question specifically because I know very little about you and your market. What I can say is look for commonalities and develop a list of folks likely to purchase from you. Obviously age, home ownership, retired/working, kids in or out of the house matter. But so do things like cultural preferences. Religious preferences. Some people are likely to pre plan becuase their parents did or it is common in their community, ,etc, etc.
See my most recent post on this topic. How to develop a list of Prospects
Happy Selling!