How to get referrals without losing your friends…

When I first got into the Pre-Need business I made a commitment to NOT beat up all my friends to purchase final arrangements.  I went through 2 weeks of company training and thought I’d out work all my colleagues and prospect the company way, the tired-old-cold-hard-method-drudgery-way.

It wasn’t long before I determined that physically, mentally, and emotional I’d be a complete wreck if I kept cold-calling and door-knocking.  Having said all of this I believe you can succeed through the cold method.  The question is do you want to do it the hard way or the easy way?

One of the best kept secrets about mining your natural market (your sphere of influence) is to contact them for the express purpose of getting referrals.  Do not try and sell your sphere of influence.

If you’re new to the business the best way to learn your presentation is to practice it on your sphere of influence.  If you’re going to practice your presentation find the areas in your presentation you can ask for referrals and get those referrals from your spheres of influence.

It’s pretty simple and remember your sphere of influence doesn’t know your presentation and doesn’t know if you screw it up.  Your sphere of influence will also be very forgiving.

Now, if you’re an Intermediate or Pro you can still Mine Your Natural Market and get referrals now.

Finally, think about it for a moment.  Which would you rather do, prospect the hard way, or prospect the easy way?

David…