5 Minute Quickie, Referrals

Here’s an easy way to pick up a few referrals without ever asking.

When filling out a pre-arranged funeral agreement there’s always that moment when your couple/individual are watching you fill out the paper work.

This is the perfect time to hand out your “vital statistics” page and let your couple fill in the blanks.

When they get to the “next-of-kin” usually spouse is placed first followed by other family members including children.

Ask your couple to put in a third name; neighbor, friend, and/or more distant relative.  You now have a referral(s).

Equipment needed:

two extra pens
vital statistics page(s)

NOW, let’s suppose you cannot get the sale and you didn’t pay attention to my:

“4 Commitments to a Sale”

The next step is to get your couple to fill in the vital statistics page that you’ll keep as an unfunded on file of course fill get the family to fill in the next-of-kin, friend, neighbor, or other relative.

Anytime you Prospect & Present at the same time you’re about as efficient as possible.

Happy Selling!

David…

P.S.  By the way, how hard would it be to get a short handwritten note from the family?  You now have a testimonial and killed three birds with one stone!

P.P.S.  One other side note.  If you can only sell cemetery do the same thing.  What’s to stop you from using the vial statistics page for pre-arranged cemetery.  You can even bring up the funeral and joint venture with another funeral home and give the lead to a contact at the funeral home.  His/Her repayment for the lead is to do the same thing with there families…..refer to you.

 

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