Activity equals synergy for the PreNeed Seller

Best bet for the Pre-Need Seller is to start the year RUNNING not idling.

Its interesting how the average Pre-Need Seller can put together a fantastic month once a year but cannot put together a string of excellent performances month after month.

Why is this?

I think the answer is synergy.  The dictionary defines synergy as the working of two (or more) things together to produce an effect greater than the sum of their individual parts.

Another way of saying it is to use the team concept.

This is similar to a football team.  The running back or wide receiver or quarterback get all the accolades but without the front line blocking they’d be on the ground.  For the Seller of Pre-Arrangements it is important to understand that it isn’t one thing you do but the culmination of several things.

The foundation is your core.  Do you have three distinctive forms of prospecting?  Do you rely on company leads?  Are you working the grounds, mailing mail, door-knocking, researching the files to name just a few?

Synergy is combining more than one prospecting technique.  I like three distinct prospecting methods and markets because like a three legged stool if you take away a leg the stool falls over.  For the seller of pre-arrangements it is important to gather some steam (or synergy).

If your prospecting is built on three legs you’ll always succeed because your foundation of three methods of prospecting keep the stool from falling down.  The worst thing you can do is stop because it is so hard to get back in the swing of things.

Once you’ve established momentum you keep the successful going by continuing to prospect even after writing lots of business.

Once you’ve got some synergy good things will happen.  It will seem like luck but luck is nothing more than being prepared when the opportunity arises.

Happy Selling!

David…

P.S.  Synergy and the Pre-Need seller go hand-in-hand

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