There’s so much YOU are in control of I think we forget just how much impact YOU have on every aspect of your life.

YOU decide to get up,
YOU decide to work,
YOU decide to successfully sell pre-arrangements.

YOU and only YOU

"I had to pick myself up and get on with it, do it all over again, only even better this time."
– - Sam Walton

Every single working day do something that will bring you closer to a sale.  The more you do each and every day that brings you closer to a sale, the more you’ll achieve.

"Every act you have ever performed since the day you were born was performed because you wanted something."
– - Andrew Carnegie

There are numerous postings of strategies on this website to give you the step-by-step-how-to…

Until you make the decision to get out there and do it nothing will happen.  It’s kinda like staying in bed all day expecting something to happen.  Until you get up, until you get ready, until you actually do something you’ll never achieve your dreams, goals, wants and needs.

"You cannot push anyone up the ladder unless he is willing to climb."
– - Andrew Carnegie
 
This business is simple.  Generate activity.  Find people to talk about pre-planning.  Make presentations, get referrals.

Focus your energies on true leads and be willing to "know when to fold them and know when to hold them."

“Aim for the highest.”
– - Andrew Carnegie
 
It really is you who decide how successful you’ll be.  If you want to blame someone take a look in the mirror.  If you want to congratulate someone take a look in the mirror.

Happy Selling!

David…

P.S.  If you have not already done so go to the top right of this page and opt in to receive more via email.  When you receive the confirmation be sure and confirm or you will not receive.  Also, you can opt out at any time by selecting the unsubscribe button on the bottom of the emails I send you.

P.P.S.  Many have expressed interest in becoming a member or investing in various products mentioned on the site.  All of the products and new stuff will be available very soon…

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First, let me just say, Happy New Year!

May this be the best year of
selling pre-arrangements
you’ve ever had only
to be surpassed by
the next year.

There have been so many emails from you I don’t know where to begin.  So, I’ll just say, “thanks”.

Second, let me remind you that the top right of this page is a great opportunity to get some wonderful strategies sent from me to you in your email box. 

I’m updating this as we speak….so, tell me your name and email and be sure and hit the confirmation email I send to you (and, don’t forget you might have to rescue my confirmation email from your email junk-yard).

Third, there’s plenty happening in the world of pre-need throughout the nation.  And, contrary to the newspapers, web-news, broadcast news, cable news, and other doom-gloom-ugly-predictions there’s plenty of folks pre-planning.

You don’t have to participate in the “severe economic down-turn” or the worst recession in the history of the world.  Fact is people are still functioning in uncertain times.  The grocery stores are still busy and I had to wait nearly an hour to eat breakfast in what turned out to be a nice non-franchise restaurant the other day.  It was worth the wait and it wasn’t cheap.

You know my saying, “if it’s expensive it must be good”.  Which, by the way, is a great lesson for those sellers of pre-arrangements who don’t think they can sell packages or private estates. 

I’ll be giving an update on a new project I’m working on very soon.  I’ll be sending some email updates so if you’re not on the email list get over to the opt-in email on the top right of this page.  It’s free…so, for Pete’s sake, let’s stay in touch.

Fourth, I’ve included a few links to previous posts on goal setting, selling more in six months than the previous 12 months, and how to succeed in this business.  It really is simple.  Yes, really.  It is simple.  It is much like football.  You tackle, you block, and you score points.  Don’t be on defense.  Be the offense.

Pre-need selling is about doing something every day that brings you closer to a sale.  Be persistent, don’t quit, don’t give up!  If it’s not working fix it.  Read all the posts on this site and pay attention to the email strategies I send to you.  It’s that simple…really.

The Links:

 http://howtosellpreneed.com/success/the-pre-need-seller-set-backs#more-2997

http://howtosellpreneed.com/success/pre-need-sellers-growing-or-dying#more-2640

http://howtosellpreneed.com/success/how-to-establish-a-goal-part-two#more-2554

http://howtosellpreneed.com/success/do-the-things-no-one-else-will-do#more-2542

http://howtosellpreneed.com/success/why-you-should-kick-it-up-a-notch-to-achieve-your-goals-for-the-year#more-2284

Finally, I’ll be updating you periodically.  Be patient.  I’ve had many of you request consulting sessions and products I used to have posted on this website.  Stay tuned for updates because I have some surprises for you but you won’t find out unless you’re on the mailing list.  So get over to the top right side of this page and opt-in now.

Happy New Year and Happy Selling!

David….

This Month…

IS BEING SUCCESSFUL CONTAGIOUS?

I’ve had plenty of emails concerning the newsletter and I’ve been preaching how you can use it as a tool for more sales.

BUT, I realize there are company rules you must abide by so remember these words of wisdom…

THERE IS A WAY

Don’t give up and say you can’t do it, you most certainly can do it…even if you’ve got to let the boss review the newsletter before it goes out.

THERE IS A WAY

I play the guitar. I used to get annoyed when follow guitar players would ask me about the technique used.

Well, no one noticed except my fellow expertly trained guitar players, and as you can imagine, it bothered me a little.

But, it didn’t slow me down.

I began telling new guitar players interested in learning to play to remember my technique isn’t considered “proper”.

You see, I found “a way” of playing.

The same applies to you. There is an industry way of doing things. That industry way is considered the “proper” way of doing everything from A to Z.

This industry norm is endorsed by the “gurus” and repeated by the Monkeys all the way down the food chain.

I say the same thing to those folks who tell me I’m not doing it the “proper” way.

You have a choice to make. You can go thru life doing things the industry “proper” way producing the same mediocre results everyone else is getting….or you can find “a way” of doing things that produces results above the rest.

It’s really YOU and YOUr mindset.

So, to the emailer who said it can’t be done I say it can be done.

THERE IS A WAY

To everyone else I say to start learning “a way” of doing things.

Go through every page of this website, re-read, re-listen, and execute the strategies I recommend NOW.

Massive Action NOW will net you results far above the rest of the mediocre pack.

Remember, the Monkey see, Monkey do is a sure fire way to mediocre results.

Get out of your comfort zone and don’t worry about what everyone else thinks.  They’re jealous.  And believe me the more successful you become the more jealous everyone becomes.

They’ll see what you’re doing but refuse to go outside the industry norms because they don’t believe…

THERE IS A WAY

Before you send me an email whining are you spending 5 minutes on your goals and 1 hour a day improving you?

We learn through repetition.

So get moving and start learning because….

THERE IS A WAY

Happy Selling!

David…

P.S. For Pete’s sake if you aren’t investing in your SELF what the heck’s the problem?  Jeez!  Get moving and start doing something for your SELF.  If you don’t NO ONE will do it for you.   Invest in YOU.

Check out MY LATEST OFFERINGS or get the WHOLE ENCHILADA package of everything I’ve got including the kitchen sink.

There’s a few copies left if you are a subscriber. If you aren’t subscribing opt-in on the top right of this page and I’ll send you the WHOLE ENCHILADA link in the “welcome” email.

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“I hear he has true grit.”
–Kim Darby, from the movie True Grit.

There’s no other way to describe the pre-need seller than fortitude and determination…grit.

You gotta dig deep down inside to discover the YOU that’s wanting to succeed.

The YOU that’s this close to breaking out and selling like there’s no tomorrow.

I received an email from a new seller of pre-arrangements.  He was telling me about recent weather and how he was hampered with his canvassing of neighborhoods.

Here’s my reply:

Incorporate more than one main prospecting strategy.  Do several things because you never know when one strategy quits working.  When you are depending on ONE THING you risk a lot.  It is similar to putting all your eggs in one basket.  Drop the basket and you’ve lost it all.  But, if you’ve got 12 baskets you cut your losses and can continue to sell.

Don’t just door-knock or wait for walk-in business or work the files or mailings.  Don’t depend on any one thing.  Do several things.  Do several things at the same time.

Massive action

“Never let your head hang down. 
Never give up and sit down and grieve. 

Find another way.  And don’t pray when it
rains if you don’t pray when the sun shines.” 
–Leroy “Satchel” Paige

Don’t stair-step.  Do several things at the same time.  There is no ladder to success.  Make it a one step jump to the top.

And always be appreciative of what you have.

“Never give up… and never surrender.” 
–Jason Nesmith, from the movie, Galaxy Quest

Now, go out there and just do it!

Happy Selling

David…

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We’ve been talking about ten of those opportunities:

You can use one or more of the strategies I’ve outline.  You can also develop new strategies and use combinations of the ten strategies above but no matter what you do be sure and do SOMETHING.

Massive Action

My final comments on this series deals with the biggest problem I find with pre-need sellers.

The problem is a lack of action.

You’ve got to do something in order to get something.  If you do nothing you’ll get nothing.  If you do something you’ll get responses and results.

You can incorporate these strategies during slow times or part of a regular schedule of activity.

One final thought.  Don’t just incorporate one strategy.  Do several strategies at the same time.  Take massive action and generate massive amounts of activity now.  You’ll soon discover synergy takes over.

Synergy takes over when
you implement massive action

The term synergy means; the working together of two or more things to produce an effect greater than the sum of their individual parts.

Massive action will bring a greater sum of Activity.  The more activity the more sales opportunities.  Opportunities equals more sales.  You can achieve more in the next six months than you achieved all of last year through massive action.

Start today!

Happy Selling!

David…

P.S.  Head over to the catalog page for strategies and techniques you can implement today.

Part One

Part Two

Part Three

Part Four

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I know we like immediate results when it comes to sales and sometimes you get a quick sale from your new system but it really does take several days maybe even a few weeks to really see the fruits of your labor.

I recently began doing drop-bys on some old files from the vault. These are folks the cemetery had done business with some 15 – 45 years ago.

That’s a long time ago.

I did this research in a way that I wasn’t noticed by my fellow sales associates but one associate found out and immediately laughed because those folks had moved, died, or were a complete waste of time.

There’s a lesson I could talk about just from her response but that’s for another time.

All told I came up with 289 leads that I managed to cross reference with the on-line white pages and used map-qwest to make a few notes at the bottom of each page and lumped them geographically together to save time dropping by.

Next, I used the Post Office to mail a postcard to those people with an offer.

One week later I began my drop-bys.

By the way, I received one response to the postcard and met that couple at the cemetery.

So, arguable, you could say I got an immediate result from the mailing.

There are many strategies for dropping in on families.

I dedicated two solid weeks to nothing but dropping by those 289 folks.  I only managed to drop-by 100 total in those two weeks. So, there are still 189 to go.

The goal?

Review the file with the prospect, warm the lead, and set an appointment or better time to drop by in the future.

Or you could say, warm the lead up or toast the lead.

Here are the results of this 2-week test. 4 appointments (not counting the postcard mailing appointment), 3 future “ok” to drop by, 12 warmed-up leads (no commitments), 6 “no”, and 4 contracts written.

And, a side note, several remembered my postcard mailing.

Here’s the point.

You can combine more than one strategy to create new business out of thin air.

Don’t rely on one strategy to generate new business.

Utilize several strategies and begin to merge completely different forms of in-person and non-in-person techniques.

Next time I’ll elaborate on the lessons learned from “drop-bys”.

Click  below for part one.

http://howtosellpreneed.com/prospecting/the-pre-need-seller-and-drop-bys-part-2

Happy Selling!

David…

P.S.  If you’re new to the site be sure and check out previous posts (archives).  Also, for the next few weeks we’re going to be taking it to the next level.  If you aren’t familiar with Prospecting 101 you might have a tough time keeping up so skip over to the catalog site and invest in YOUR SELF because if you don’t do it no one will do it for you (click here).

P.P.S.  If you haven’t subscribed yet, well, why the heck not?  It’s free and I offer special deals for subscribers only.  So, go to the top right hand side of the page and subscribe and don’t forget to confirm the email I send to you.  You might have to rescue that email from the junk-trash-can so don’t forget.

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