3+ Referrals Every TIME
The absolute best lead you can ever get is “referral”.
Selling pre-arrangements is still one-on-one.
Your goal should be no less than 3 referrals for every presentation.
The best way to get referrals is without asking.
During the “profile” (see profile of a presentation as part of scripts in the whole enchilada on the catalog page) gather referrals thru situational-names.
People think situation-ally.
If I asked you “who you know?” it is difficult for your Prospect to raddle off names.
However, if you ask your Prospect for situational names it is much easier.
Do you know the attorney who wrote your will?
Who’s your best friend that would help your (sister, brother, mother, etc) make arrangements if something happened to you?
Throughout the presentation there are many opportunities to get what I call situational names of people your prospect knows.
As you navigate the presentation there will be numerous opportunities to mention situations and names of people within those situations.
Begin now to get referrals every time you meet with a couple/individual/family.
It is a referral mindset that will set you apart from all the rest and allow you to Present/Prospect at the same time.
The difference between an average seller of pre-need and top producer is the little things.
Those little things produce results by a factor of 2X and 4X.
Referrals is one of those little things that produces huge results doubling and tripling your sales.