Do Single Individuals Pre-Plan?
Years ago I had a difficult time pre-planning single individuals.
At the end of the presentation the same issue arose.
I’m single, I won’t be here, there’s no spouse, why should I pre-plan?
I’ll take it a step further.
Why do individuals pre-plan?
This is one of the biggest questions I get from newbies.
Why would anyone pre-plan?
I’m going to give you three thoughts on the subject of pre-planning.
First, it can be difficult for new sellers of pre-arrangements to get past their own biases.
Your personal experiences are pretty powerful and your perception of the market place and why people will or won’t pre-plan are ingrained into your thinking.
So, first, ignore what you would or would not do regarding pre-planning final arrangements because your opinion is flat out wrong!
Second, it is difficult to narrow down any one specific reason an individual will pre-plan. This is why I suggest you focus more on the “what” than the “why”.
“What” is likely to happen when you present your prospect?
So, second, focus on getting the 4-commitments to a sale every time because I know what’s likely to happen.
And, understand the deeper core reason people purchase final arrangements is love.
Third, any time you sit down and meet with a single person they are meeting with you for a reason. I don’t care so much about the reason more than the “what”.
I may not know why they purchased but I know what they are likely to do when I get those commitments.
Finally, it’s all about love.
The single individual loves someone and that’s the core reason they’re meeting with you.
Your job is to get the name of the person your single prospect loves (their spouse, if you will) and reference, by name, that person for the remainder of the presentation.
Ultimately, your single person will pre-plan because they love (aunt, uncle, brother, mother, son, daughter, etc.) someone.
We pre-plan for love (the core reason) followed by a myriad of motivations that may or may not be quantified into reasons..
Don’t worry about it.
Focus on finding out who the individual’s spouse is (the person they love like a spouse and the core reason they’re pre-planning)
Get the 4-commitments to a sale and forget about the nuanced and complicated reasons for pre-planning.
Focus on what’s likely to happen not why it happened.
I’ve got more on this in February’s snail-mail newsletter. See the catalog page for more…