Ignore the criticisms.  All that matters is your Prospect’s actions..the sale

“You can’t make footprints in the sands of time if
you are sitting on your butt  -  and who
wants to make butt – prints in the sands of time?”
–Robert Moawd

Do something every day that puts you closer to a sale.  You’ll never get anywhere sitting on your butt.

“Believe nothing, no matter where you read it or who has said it,
not even if I have said it, unless it agrees with your own
reason and your own common senses.”
– Buddha

Apply common sense to everything.

“I don’t mind if you don’t like my manners.
I don’t like them myself.
I grieve over them on long winter evenings.”
Humphrey Bogart as Philip Marlow, ‘The Big Sleep’

Let the criticisms roll off.  Get a thicker skin and ignore the critics.  I forget who said it..no one will ever errect a statue to a critic.

“You want the truth?  You can’t handle the truth.”
Jack Nicholsen to Tom Cruise

The truth hurts but you’re better off hearing it and getting motivated to do something about it.

“Free enterprise is a rough and competitive game.
But it is a hell of a lot better than a government monopoly.”
– President Ronald Regan

Selling is tough, that’s why you get paid more.

“What a curious phenomenon that you can get men to die for
the liberty of the world who will not make the little sacrifice
needed to free themselves from their own individual bondage.”
– Bruce Barton

Sometimes I think we’re our own worst enemy.  There’s no reason why you can’t be successful and there’s no reason to not be successful.  You can do it, now go do it.

“You want success?  Do one thing every day
that brings you closer to a sale.”
– David Dassow

I’ve seen more potential go to waste because they wouldn’t work.  Selling is work.  But doing something that brings you closer to a sale is paid work.  Focus on the paid work

A few random emails and responses.

QUESTION:
“I’m new to selling pre-need and I’m afraid no one has money because I constantly hear about the recession.  Can you make money selling in this environment?”

ANSWER:
Yes…

I didn’t elaborate in my email response but I thought I’d take this opportunity to go on a tangent.

In my 10 years selling pre-arrangements there have been four big things.  The dot com boom bust, a recession when George W. came into office, 911, and the current recession.

The only downturn I saw in pre-need sales was Pre-Need Sellers who thought no one had any money and the world was coming to an end.

If this was a football game I’d focus on the fundamentals.  Blocking, tackling, offense, defense, and the most important….scoring.  Do something every day that puts you closer to a sale.

The best thing you can do for yourself is to continue to learn and invest in your SELF.  No one else will do it for you.  Good times or bad.

Also, you might quit watching the news.  If you continually feed your mind with garbage (the world coming to an end from those who pontificate) you’ll always be disappointed and depressed.

I quit watching the news on election day a year ago.  Greatest day of my life!  I’ve felt better each and every day since.  You’d be surprised at how much that garbage will negatively impact you.

QUESTION:
Can you make good money selling pre-arrangements?

ANSWER:
Yes….

I make six figures a year selling pre-arrangements.  If I can do it you can do it.  Roam around this website and use my one hour and five minute rule.  Spend one hour a day improving yourself through audio, written, and video shovelling positive uplifting information that will improve all you do.  Spend the remaining 5 minutes on your goals.  Do this daily.

If you haven’t invested in your SELF yet get on over to the Ultimate Package and HURRY!  The FREE Life Time Bonus ends really soon…..  Do yourself a favor, call it your Christmas present.  You deserve it!

QUESTION:
Do you have a book or newsletter or something I can get?  Instead of your ultimate package I thought I’d start with a book.

ANSWER:
Yes….

I sold out all the copies of my books a few years ago and converted them both into pdf files.  I’ve considered a monthly newsletter but time is a premium.  I still sell for a living and can barely keep up with the regular updates on this site.  Never say never so maybe I’ll add a newsletter.  You can get the starter package for $47 bucks (it includes one book; How To Mine Your Natural Market)

QUESTION:
I don’t have enough money to purchase your Ultimate Package.  Could you send it to me anyway?

ANSWER:
No…

I forget who once said, “you’re either growing or your dying, there’s no in between.”  I’ve given plenty of free advice over the years.  One thing I’ve learned is NO ONE has ever taken my free advice.  If it’s free you never appreciate it.

We never seem to appreciate anything we get for free.  But, when we spend our hard earned money we seem to appreciate the advice that much more.  I use the term ABL (always be learning) because if you aren’t learning you’re stagnating.

Doctors are always studying and learning.  Doctors practice medicine.  Pre-Need Sellers are no different, they are always learning and practicing.  Selling is learned.  You aren’t born a sales person.  You acquire the knowledge, practice, practice, practice, and continue to gain experience.

They can’t take your knowledge or experience.

So, for Pete’s sake, invest in your SELF because no one else will.

Happy Selling!

David…

P.S.  If you haven’t been paying attention we’re getting close to the end of the year.  For some of you there’s maybe two weeks of selling to go.  If you aren’t where you want to be…..well, get going.  You can still make your goals for the year.  As weird as it may sound December is a great month for selling pre-need.  In fact, it is common for Prospects to purchase pre-arrangements before going on trips.  This is a big month for trips.  My dad, years ago, went on a trip and said to me, “if something happens be sure and go through the house.”  He kept a reserve fund hidden.  We tend to think about this stuff prior to a trip.

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QUESTION:
How do you use sales letters when door-knocking?  Do you use sales letters first, door knock second?

ANSWER:
I would use a sequenced mailing for LG’s.  (An LG is a “looks good” home you couldn’t door knock or no one answered)  Be sure you send your letters spread 2 weeks apart.  Send at least 3 letters.

QUESTION:
What type of homes are you looking for when door-knocking?

ANSWER:
Good question.  During my door-knocking test I tried both cherry-picking homes and knocking the entire block.  I  prefer cherry-picking.  The percentages were in my favor.  (I’ll be describing how to door-knock, the best type of homes, how to niche it, etc, in the Door-Knocking Kit.  To get your FREE Bonus Door-Knocking Kit head over to the Ultimate Package).

QUESTION:
Do you recommend door-knocking full time, part time, in addition to other forms of prospecting?

ANSWER:
Yes.  Door-knocking can be full time, part time, and at a minimum a nice addition to your other prospecting.  Always utilize 3 forms of separate and distinct prospecting methods.  There’ll be more on this in the Door-Knocking Kit.  See Ultimate Package

QUESTION:
What should you put in a sales letter?

ANSWER:
Sales letters are made up of several components including; headline, subheads, P.S., call to action, and testimonials to name a few.  See my previous posts on Sales Letters.  I’ve also added some sample sales letters and “how to write sales letters” as a FREE bonus when you  invest in the Ultimate Package.  Click here to order the Ultimate Package and get FREE Bonus Sales Letters.

QUESTION:
Why do I send multiple sales letters to the same prospect?

ANSWER:
Most sellers of pre-need only send one piece of correspondence to prospects.  Big mistake.  Big, big, mistake.  We are bombarded by hundreds of commercials, distractions, and people trying to “pitch” us with an offer for something.  Several sales letters mailed to the same prospect linked together get noticed.  You’ve got to break through the clutter.

QUESTION:
What one thing can I do that will generate quick sales?

ANSWER:
Cash-flow surge.  But, there isn’t one silver bullet that’ll do it all for you.  It’s the combination of several things including 3 distinct niche markets and a 2-step approach to prospecting.  Heck, it’s really all the above.  But, for a quick buck send a series of letters to previous customers for cemetery completion or un-funded pre-arranged funerals.

QUESTION:
Do you have more info on sales letters?

ANSWER:
Go to the archive section of the website and look for anything with ”sales letters” in the title.  Also, I’ll be adding audio on sales letters to the membership area (FREE Bonus Sales Letter samples when you invest in the Ultimate Package).   Hint, hint.

QUESTION:
How do I get to be an expert at selling pre-need?

ANSWER:
You are an expert.  You know way more than anyone.  Even if you’ve been selling pre-need for one day you  know more than any prospect you’ll meet.  I’ve suggested publishing an article.  Just announce you are an expert.  Get testimonials to prove you’re an expert.  Write an article, get published.  Make your article like a special report.

http://ezinearticles.com/?How-to-Prospect-Through-a-2-Step-Approach&id=2879263

You can be published through your local newspaper (a story by you, quotes by you, a regular or occasional article).  Or, click the link above and and get published like I did.  It’s free and it adds a lot of credibility to you as an expert. 

Happy Selling!

David…

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He had no approach.

I said, “why not just ask for a referral?”

He had no answer.

I said, “you can’t get what you don’t ask for.”

The other day I dropped by on a sale I had made through door-knocking because she had mentioned her parents were interested in pre-planning.

She told me that her parents were not interested but her sister and cousin expressed an interest.

I ended up with two names and two phone numbers.  Ironically, both leads had a spouse.  One sale brought me 4 possible sales through an endorsed referral.

She had spoken to several family members about pre-planning.  Now, interesting enough, she did not phone me with the leads but when I dropped in and made it easy for her I picked up the leads and also asked if she knew of anyone else.

She said she’d make a few phone calls.

Now, I’ve got an excuse to drop in at a future date for other referrals.

The point is you should ask for referrals.  If you don’t ask you don’t get.

Happy Selling!

David…

P.S.  Another way to get referrals is through an advocate.  I call advocates “Champion Endorser”.  A champion endorser can inroduce you to a lot of prospects in one shot or through an endorsed mailing.  For more on Champion Endorser get the Ultimate Package.  For a limited time you can get a FREE Bonus of Life Time Membership to the website when you invest in your SELF.  Do it today and get instant access to the materials and info.

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I’m a firm believer that the light usually goes on in your head when you are exposed to constant repetition.

We learn through repetition and we comprehend through constantly hearing, seeing, and feeling.  And, really absorbing from your head to your gut.

When you consider the various commitments necessary to achieving your goals it is important to include the best tools for repetitive learning.

Audio, visual, and experience.

If you aren’t in the habit of listening to audio and regular reading that will help expand your knowledge base and motivate you to succeed you’re missing out. 

Make the commitment today.

One hour a day plus 5 minutes on your goals is the time you need to invest in yourself.

I’ve often been asked how much money should you invest in yourself?  This isn’t a place to get cheap.  I personally spend thousands a year on improving myself.   

It takes money and time and a positive commitment from you that makes the sales happen.  No one else but your commitment. 

Remember time is money and money is time.

Start your day with motivational materials through reading and listening.  If you’re driving you’re able to listen to CDs.  Get to work a little early and read.  Review your goals daily to make sure you’re on track (spend at least 5 minutes on goals daily).  Spend one hour on your self improvement. 

In my book; 50 Ways to Get Rich & Stay Rich Selling, I talk about a concept I call:

ABL
Always be Learning

You’re either growing or your dying.  Your environment has a lot to do with your ability to overcome negatives and focus on the positive.

An attitude of learning is important, an attitude of positive self-improvement, a positive environment, and a commitment from you to succeed are the ingredients.

Make it happen.

Only you know what motivates and inspires you to succeed.  You know that thing deep down inside you that gets you going that moves you in the morning?

Commit to that thing each and every day and fill yourself with a positive dose of self improvement and inspiring knowledge…

And most of all make the commitment and act on the commitment.  Without the commitment from you nothing happens.  You make it happen.  You and only you.

Happy Selling!

David…

P.S.  Check out the latest on how to succeed at selling pre-arrangements.  Go to the Ultimate Package on the catalog page for more info on how you can make the commitment to succeed today.

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I’ve got audio, listen while you sip that cup of coffee.

Begin your day listening to uplifting, positive, self-improvement, reading and learning.  In my book I talk about ABL (always be learning) and I use a specific example of a Doctor.  Suppose you went to see a Doctor who graduated 30 years ago and never read or listened or went to a seminar and did anything to continue learning ever again?

What would you think of that Doctor?

Probably not much.

The fact is Doctors are always learning and studying the latest techniques in a chosen niche.  I would hope they keep up and I would hope you keep up with what’s working and what’s not working.  I would hope you’re always sharpening your skills like a pencil sharpener.

I feel like a broken record here when I say this.

IF YOU DON’T INVEST IN YOUR SELF……

WHO WILL?

I’ve got a ton of stuff that’s FREE on this site.  I’ve got even more that you can invest in your SELF and purchase (Ultimate Package).

There’s no excuse.  If you snooze you’ll lose.

So, get up, grab an extra cup of coffee….in fact get up 30 minutes earlier and begin NOW to expand your SELF to new heights as only YOU can because only YOU can.  Get up now and head over to the Ultimate Package and take advantage of all the FREE bonuses when you invest NOW.  Did I say invest NOW?  No one else will do it for you.

Schedule an appointment with this site each and every morning to begin your day.  Go on.  That’s it.  Put it on the schedule.  You can do it.  YES!

Now, as Nike would say, JUST DO IT!

Happy Selling

David

P.S.  Last call!  Time’s almost up.  Get that Christmas (Happy Holiday) present for your SELF.  Get over to the Ultimate Package…..you’ll instantly get all I’ve got listed including some super-duper-bonuses.  When you enroll I’ll send you the personalized membership codes for immediate delivery.  But hurry, don’t dilly dally around and get-r-done!

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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

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