No, I’m not talking about production numbers or commissions.  I’m talking the difference between a true warrior and a so-so mediocre producer.

The difference between a premier running back in football and an average back is a half-step.  The premier running back is half-step quicker.  That’s all.

Not much really.

The difference between Premier producing pre-need sellers and average is pretty minor as well.  But, the difference is big because average producers will not do what they have to do to break-out of mediocrity.

So, how do you go from an average producer to a premier achiever selling pre-arrangements?

Three Tips

Tip one:  Do something every day that will bring you closer to a sale.  A few extra phone calls, some letters sent out, prospecting for an hour, work the cemetery grounds, follow-up with a family.  Every single work day should include something to get you closer to a sale.

Tip two:   Develop another niche group to capture.  Start with your own Natural Market, search for Champion Endorser®.  Your cemetery/funeral home has a natural market.  Are you tapping into these markets?

Tip three:  Mindset change.  This is the most difficult.  It isn’t easy changing the way you think.  If you believe you can’t do it, you won’t do it.  I’ll be posting a lot more on mindset changes.  If there were one area you should focus on the most it is this area.

Your own belief system is powerful.  It has taken years for you to develop your outlook.  A good friend of mine is putting together some info on what I would term the “Selling Factor”.

There are some Pre-Need Warriors who seem to be a “natural” at selling.  Those successful warriors are willing, able, and just plain “do” what mediocre producers will not.

Where do you fit in this category?

Can you become a warrior?

I know you can do it.  We’ll cover some of the specific pieces to the puzzle next time.

Happy selling!

David…

…

Instead I’ve discovered a way to eliminate bad habits while improving in all areas of life…especially pre-need sales.

Lets face it.  In this business if you’re not selling you aren’t making money.

The real trick to eliminating bad habits is forming good habits.  I’ve found that replacing bad habits with good habits seems to work better than focusing on the bad habits.

I’d much rather focus on a good habit.  It’s way more positive.

So, the secret?

Develop a positive habit and stick with it.  Before you know it you’ll be eliminating a bad habit with out really trying.

I’ll give you an example.  I hate paperwork.  I’ve never liked it.  I try to avoid paperwork at all costs. 

When I made a change earlier I lost an assistant.  And with my assistant gone I had to do paperwork again.

Did I mention I hate paperwork?

To solve my bad habit of not doing paperwork I decided to form a new habit.

The habit was to block out time in my schedule to do paperwork.  Every morning for thirty minutes I do paperwork.  In fact, before I begin my day at the office I set aside 30 minutes used for doing paperwork only (See my posts on time blocking).  When my thirty minutes are up I move on whether I’ve finished the paperwork or not.

Oh, and by the way, one good habit I do have is self-discipline.  Through time-blocking my schedule and sticking to it (a good habit to have).  I’ve been able to overcome a bad habit.  The reality is I still hate paperwork.  But, now I’m at least close to caught up with paper instead of totally behind.

Develop a good habit and before you know it you’ll neutralize the bad habit or it just won’t matter anymore.

Happy Selling!

David…

P.S.  Cruise over to the “Time Management” category for more on time; how to save it and how to make more money with it.

…

At the bottom of the page is a pdf file with some additional thoughts on the subject.

The Ultimate Package contains more on sales letters.  For a limited time you can get Life Time Free Membership as a bonus if you invest in your SELF and get the Ultimate Package.  Click here for more info.

Anything you send your Prospect is a sales letter.  It can be cards, personal notes, sales letters, any communication.

The interesting thing about the Christmas holidays is how some don’t celebrate, some do, some travel and visit relatives, and some exchange presents more out of habit than anything else.

Religious or not the idea behind sending a card to a Prospect is to get noticed.  Christmas (Happy Holiday cards) compete with lots of people.

But almost nobody sends Thanksgiving cards.

There are three rules of thumb regarding sales letters:

Rule One

Your card, sales letter, communication needs to get opened.  If it doesn’t get opened it won’t get read.

Rule Two

The communication needs to be read by the Prospect.  If it doesn’t get read it’s a complete waste of time.  This is why you must have a headline or something else that stands out.

Rule Three

Your correspondence must be sent with a purpose.  There must be a call to action.

Final Thoughts

Make your correspondence look like you wrote it.  Madison Avenue looks are out.

If I had sent you a letter and the envelope had the address written in crayon would you open it?

A question about at-need follow-up.

Yes, you can send out Thanksgiving cards for at-need follow-ups.  You can also send them as part of your stay-in-touch program or some other purpose. 

When should you mail Thanksgiving cards?  I’ve mailed them a week before, during, and after.  It doesn’t matter because almost nobody send them and they’ll get opened because it’s to early for Christmas cards.

Remember the goal is to be different and stand out from all the rest of the noise and junk Prospects are confronted with each and every day.  And, yes, you could send a Thanksgiving Card in place of your monthly newsletter.

Below is an 8 page sample/further thoughts on the subject.  It’s FREE from me to you.  Happy Thanksgiving!

UsingCardsSellPreNeed 
Click the above link or right click and save.

Happy Selling!

David…

P.S.  Hurry before the FREE life time membership bonus ends and head over to the Ultimate Package.  If you don’t invest in your SELF no one else will.  They can’t take away your education and experience.  Really great pre-need sellers call the shots.  Click here for the Ultimate Package

…

Each presentation except for one garnered immediate referrals.

All of the referrals were identified through the profile section of the presentation.

I’m not sure I’ve talked about this much but the profile section of the presentation is the road map to your presentation and the perfect place to fish for referrals.

Don’t wait until the end of the presentation to bring up referrals.  Bring it up early on.  Use the “profile” section of the presentation.  And of course, there are several places you can get referrals during the presentation.  Using your number one tool, a planning guide, emergency guide, family guide, or whatever your cemetery/funeral home calls it.

I’m posting some notes on how to “profile” your presentation and learn the road map to a successful sale and referrals in the membership area.

Both audio and written materials will be available FREE to Members.  Not an Ultimate Package FREE Life Time Member YET?

Head over to The Ultimate Package for more info on how to join today and become a life time member as a special bonus.

Part One of; Does Door Knocking Work In The Year 2009?

Happy Selling!

David…

P.S.  Door-Knocking is the perfect opportunity to get referrals in the year 2009.

P.P.S.  I’ll email members as soon as the “Profile” materials are added to the Ultimate Package Membership Area

…

Here’s a quick review:

The goal is to determine if door-knocking still works in the year 2009.  The first test consisted of a two week time period where I’d door knock 5 days a week.  The first two weeks generated plus 50 leads and two immediate presentations and sales.  The reactions of Prospects was much the same as it was for me better than 7 years ago when I door-knocked more regularly.

The test was extended for two more weeks to run those leads.  Week three; a sale off a drop-by, week four; another sale off a door-knock.  Also, by the end of the fourth week I determined you need at least 100 leads to succeed.  I was now up to 76 leads. 

Does Door Knocking still work?

I door-knocked rich areas, poor areas, north, south, east, and west.  Though I got sales in all parts of town I couldn’t say one area was better than another area.  The poor areas tended to finance over time while the affluent areas paid cash.  Ironically, I could not pre-judge how people would react.  Some were nice, some were not nice.  If the prospect wasn’t interested they just wanted to get rid of me, though for the most part, they were pretty nice.

No one yelled at me or threatened me in any way.  For the most part my leads turned into a short conversation and I’d note some basic info and moved on to the next door.  If you listen real close your Prospects will tell you what they are interested in.

How does door-knocking work in the year 2009?

The end of the first week I had 26 leads and one sale.  The sale was off a door-knock, presentation was made on the spot, and a pre-need funeral sale.  Though I knocked a lot of doors I didn’t kill myself working.   The second week I generated plus 26 leads and got into another house and made a cemetery sale.  With a two week total of 54 leads I extended the door-knocking test for two more weeks.  The third week resulted in a sale off the drop-by from a previous door-knock lead.

The end of the first week door knocking

Armed with 54 leads (third week) I began running drop by(s).  Monday I dropped in on 8 leads.  The goal is to get into the home for presentation, warm the lead, or toast the lead.  It really is a good thing to burn those leads.  It’s also important to warm your box of leads evenly.  Don’t pre-judge your leads.

What is the true goal of door-knocking?

Organization and a system are necessary to succeed.  Never use just one method of Prospecting.  I recommend 3 separate Prospsecting strategies.  Door-knocking alone wont do it.  But, you’ll soon begin to forget about some of these individual leads so it’s important to stay organized.

Short, medium term prospecting through door-knocking

It really is about getting as many leads as you can than whittle them down.  Burning leads is a good thing.  Don’t hang onto Prospect who are not really Prospects.  You want people who do not own pre-arrangements but open to discussing it.  After you get your  lead you’ll drop by to warm up, burn, or get in the door for a presentation.

Where to door-knock and what to expect

By the time this series ends I’ll be adding a Door-Knocking Kit to the Ultimate Package Members.  Membership has privileges.  For a limited time you  can get a FREE life time membership to this site if you’ll invest in the Ultimate Package.  Click here for more info.

Hurry though, this offer ends when the series ends!

Happy Selling

David…

P.S.  Be sure and enroll at the top right hand corner of this page for all the latest updates and freebies.  Subscribing has benefits.  If you’re new to the business feel free to roam around the site.  Currently, I’m offering FREE life time membership as a bonus to everyone who invests in the Ultimate Package of everything I’ve got.  As a member you’ll have free access to everything I add to the membership area…for Life!

So, for Pete’s sake, invest in yourself because no body else will do it for you.  No matter what they can’t take away your education and your experience.  Let me tell you when you are a top producer you can go to any cemetery, funeral home, group, regional, conglomerate, you name it because you’ll be in demand.  There aren’t a lot of pre-need sellers that make six-figures selling.  If I can do it, you can do it.

Either head over to the Ultimate Package for info or I’ve made it real easy for you to get it now.  Click below and get instant member access.

…

I’ve had a few questions on at-need follow-ups.  One question had to do with getting the 4 commitments to a sale while following up with your family a few days out of the service.  How can you turn a family follow up into a sale? Can I get referrals with at need follow up? 

Every company has a different policy about family follow ups and what to do or not to do.  So, my first comment is to follow your company policy concerning at-need follow ups.  This is my opinion but don’t be telling your supervisor that Dave said this and Dave said that.  Follow you company policy but take note of my suggestions for later on.

The question you  need to ask yourself about at-need follow ups is what is the goal?  What are you trying to accomplish?  Grief groups, books on dealing with a death, after-care, death certificates, and pre-arrangements.

Why are you visiting family members?

Whatever the answer to the above question stay focused.  If you are following up for specific after care don’t deviate. 

As I mentioned in an earlier post I have mixed feelings about trying to sell family members a few days after the funeral service. 

When you meet with your at-need family to make at-need arrangements you should tell them as part of your service you’ll be meeting with them and try to make an appointment for your follow up meeting during your at-need arrangements.  But, this strategy will work maybe 12% of the time so don’t be disappointed if the majority of your families aren’t willing to book a time to meet.

I can share with you one time I met a family (the Husband) two weeks after the death and delivered the Death Certificates.  I ended up having a 20 minute conversation with him and set up a tentative meeting in two months so he could close out the details of his wife’s portion of the estate.  I used the meeting as a two-step approach to getting a sale. 

The only exception I can think of when meeting for a follow up visit is if there was interest from the family in purchasing additional grave spaces or pre-planning funeral arrangements than obviously you’ll meet with your family as soon as possible.

As far as the four commitments to a sale goes with an at need be sensitive to the fact that they just had a loss.  Make your approach conversational and assume the sale and don’t worry about the today commitment.  Assume the sale until told other wise.  Also, the majority of the time what ever the family did for Dad they’re likely to do for Mom.  The reverse is also true.  You can bring up the memory commitment by making it easier for the survivor’s next-of-kin.

A perfect time for referrals is an at-need arrangement and the follow up.  You can set up a follow up appointment during the arrangement.  Get some of the family members and maybe friends names during the arrangement.  When you follow up with the immediate family follow up with the extended family and friend. 

I’ll post more on the “T” later.  This is a technique used to attempt to get the entire cemetery package for both the deceased and spouse at the same time while making the arrangements.  This can be done with at-need funeral arrangement as well.  Don’t be bashful in the at-need arrangement and tell the individuals/family/friends you’ll be following up with them as part of your commitment and service to families.

One last thought on the 4 commitments to a sale and at-need follow up.  Assume the sale and don’t worry about the today commitment and also the property commitment will usually be the same as the at need arrangement.  If the spouse choses burial odds are the she/he will do the same.  The type of funeral service arranged will probably be the same for the immediate next-of-kin.  Make the memory commitment softer and mention pre-planning makes it easier for the children.

Realize that most of us experience making arrangements a few times in our life time with some exceptions.  You’ll be the one that sets the tone and the atmosphere and expectations.

The first at-need arrangement I ever did I really didn’t know what to say.  I told the next-of-kin, “my condolences on your loss, I’m going to help you get through this…” 

Happy Selling!

David…

P.S.  Click here for the first part; When Should You Follow-Up With An At-Need Family?

…