The Pre-Need Seller & Referral Mindset

A _______ Mindset is an interesting concept.

I’ve known plenty of people in my lifetime who have had a mindset so strong that nothing could stop them from succeeding.

What’s interesting is that no matter how strong your mindset very few sellers of pre-arrangements have…

Referral Mindset

Because it is so difficult to describe I’m going to give you some examples.

A close friend of mine believes in referrals so much that he’ll forgo the sale in order to get a referral.  His attitude is; “if they aren’t going to purchase from me anyway I’d rather get in front of someone else.  And, heck, why not get in front of someone else without doing any more work?”

I have another friend who played minor league baseball (he never could quite make the majors) but was a terrific seller of life insurance.  He told me once, “Dave, when I went to bat I was looking for one pitch and one pitch only.  It didn’t matter to me what the pitch count was because I had a mindset that there was one pitch I could hit out of the park and that’s the one I looked for.”

I know a very successful Salesperson who has made a great living out of referral prospecting.  You’d recognize the company he works for but his division doesn’t advertise.  He doesn’t advertise.  In fact, he only works from referrals.  Nothing else.  He has the referral mindset.  In fact, he asks for referrals in every step of his system.

You could call his prospecting system; Referral Prospecting.  He does it very well.

From first making contact, to the presentation, staying-in-touch, follow-up, and sale.  Everything he does is geared toward referrals.

You’ve got to get that “referral Mindset” down. 

You’ve got to get that mindset deep down into your bowels.  It’s got to be in your gut to where it is so much part of you that you ask at every stage.

Referrals are the hardest (because hardly anyone asks) and yet the EASIEST WAY TO GET MORE SALES.

When you meet Prospects referred to you that’s the way they believe you do business.  So, for Pete’s sake, make sure you ask for referrals from the beginning, to the middle, and the end.  Ask for referrals!

Begin your new referral mindset today.  Incorporate that mindset into your system NOW.

Just do it!

Happy Selling!

David…

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