Sometimes I’m forced to mention things that are very unpleasant to hear but…

Sometimes I’m forced to mention things that are very unpleasant to hear but…

 I’m on a rant again and I’m certain many of you will not read the second paragraph of this blog because most and when I say most people (I’m talking about the 80% group) won’t do what is necessary to succeed at selling pre-need will ignore the rest of this post in favor of a “Happy  Meal” at McDonalds.  It is the 20% group that makes all the money and all the sales because they are willing to do what most won’t do.  And the interesting thing about it is you don’t have to “kill your self” to do what the 20% minority does to succeed in this business.

 

MOST PEOPLE WILL NOT READ THIS NEXT PARAGRAPH

 The sad truth of the matter is the 80% crowd won’t read this because they want the McDonalds approach to succeeding without learning what the McDonalds approach to selling is.  McDonalds is the most successful fast-food-chain in the Universe and for some reason no other fast-food chain has bothered to study and maybe even copy or tweak what these guys are doing.  In fact, I’d argue the majority (Pre-Need Seller & Fast-Food-Chain) doesn’t want to learn it at all.  They want and expect it to be handed to them on a silver platter.

 

 I’ve work with a lot of sales associates over the years and many had success early on (the worst thing that could happen to them) in their career. 

They had huge success without doing anything.  Or, they broke a rule and that exception to the rule became their new rule.  I have a running argument with a sales associate I know who tells me it is necessary to meet with a family two, three, four, and even five times before getting the sale.  That is an exception and not the rule.  The rule is for every 10 people who don’t purchase from you about 1 in 10 will purchase at a later time.  The idea is to not spend all your time chasing “B” backs or “call backs”.  If you’re going to chase them put them into your “follow-up” program.  Anyway, you can spend a lot of time chasing low percentage sales thinking it is the rule of thumb when in fact it is the exception to the rule.

 You’ve probably heard me rant about the 80/20 rule when it comes to pre-need sales.  I continue the rant by saying that every now and than when a long shot comes in don’t treat it like it is the rule.  Treat it as the exception.  For example:  I always get referrals.  A rule of thumb is when a satisfied happy customer walk away your best shot at getting that referral is just before they walk away.

 Why?  The rule of thumb is the excitement will disappear in a short amount of time. 

 Well, there are exceptions and last year I had a guy a day or two later call his friend and talk about how great I am.  Well, the friend and his wife met me about two days later and purchased a high-end-estate at the cemetery.  You see, I could have gotten that referral and sale if I hadn’t made such a big deal out of asking for referrals.

 The reality is the customer was so happy he was going to share it with his friend anyway.   But, I ask for referrals every time and you should too.  Now, I say this because that’s the first time I’ve ever had a referral come back a day or two later and spend tons of money with me.  It is the exception to the rule.

 The rule usually is the individual referred will purchase something similar to the referrer.  Birds of a feather really do flock together.  I realize I’m ranting about referrals and the 80/20 rule but back to the main point.

 Most Pre-Needers would have treated this story as if it happens like this every time.  And if you’re new in the business you might have thought that this is the way it works (the rule or thumb).  You see, I used what I normally do to identify an exception to the rule.  Because, interesting enough, I could not get a lead/referral out of the guy that spent a small fortune with me.  Another exception to the rule.

 The main point of my rant today is to demonstrate to you that the majority of Pre-Need Sellers would have given up reading this post because they want the McDonalds approach to a “Happy Meal” without doing any of the work to get the Prospect.

 You can develop your sales to the point of an “order taker” if you’ll do the foundational work now.  Yes, it is some work but would you go to a Doctor who went through 1 class at medical school and dropped out because he felt he could do Doctoring work?

 Would you expect to meet with a lawyer, who never learned his trade, to defend you in a murder case?  Would you ask the Lawyer for his relevant experience?  Would the Lawyer’s credentials interest you at all?  If you had a friend refer you this attorney would that have an affect on you?

How to Combine Your Brain and willpower to Break the Pattern of Mediocrity  

  That’s what this blog and mentor program is all about.  My job is to take you from where you are now, a beginner, intermediate, or Pro and get you to the next level.

  The goal is to double your sales working half the time.  If you make $30K the goal is to make $60K.  If you make $50K the goal is to make $100K.  Yes, you can make 6 + figures a year selling pre-need.  The reasons I harp on doubling your income is because most of us can’t imagine tripling, or quadrupling income.  Many of us believe we can double our income.

It can be done.

  I’m going to give you a tip right now about how to determine some of your potential.  If you are in the funeral business take your average contract size and your average commission size and write down those numbers.

  Now, divide $100,000 from your average commission on your average contract.  This will tell you how many people you will need to sell to get to where you want to be.  For example:  if your average contract is $5,000 and your average commission is $1,000 you’d have to sell 100 people in a year to make a hundred thousand dollars.  On a weekly basis you’d need to sell two people.  I would think you could do it.  Do you think you can do it?

  As we refine this formula I’ll post how you can move your average size contract to a higher number giving you a higher commission number.  We’ll also talk about finding those Prospects, time-management, presentation opportunities, and the list goes on…

  Until next time, happy selling!

 

David Dassow