Time Management for the Pre-Need Seller

No, this is not a “day timer” post on how to schedule your palm pilot, blackberry, or monthly paper desk planner.  If you’ve been keeping up with the blogs you know I highly recommend blocking time much like a Doctor’s office.

One interesting thing about time management is when you Prospect/Present at the same time you are managing your time even more efficiently.  When I talk about time management it is always with a goal of doubling your sales in half the time.

To keep it simple.  If you make $50,000.00 dollars a year and spend 40 hours a week doing it my system will double your income working 20 hours a week.  You will double your income not because you know how to use a day-timer but because you’ll have become so efficient with how you spend your time it becomes a life-style change.

The old style of teaching folks how to sell would involve 2 hour a day prospecting.  I don’t have a problem with two hour a day prospecting as long as it is productive, fast, efficient, and easy.  I’d much rather spend my time putting together a mailing that I know is going to put money in my pocket than walk down a lonely street wondering who’s gonna answer the door or if they’re hiding behind the curtain peeking at me.

Think of time management this way.  Whenever you make a presentation the goal is to generate 6 new referrals.  Whenever you make a sale the goal is to get another testimonial.  Now, you have an endorsement from a happy customer, 6 new leads, and a sale.  All of this was done within the time it takes you to make a presentation.

Now, I ask you.  If you could prospect and present at the same time how much time would that free up in your day?

Ultimately you’ll want an assistant to get those mailers and newsletters, and follow-up informational pieces out for you.  And, you’ll free even more time for you to do the one thing that brings home the bacon.  SALES!  Because, guess what?  If you aren’t making sales you are not making money.  Period.

Now, what can you do now to make a difference in your schedule?

Well, go through your present day-timer schedule and make sure each and every day has a presentation appointment.  You should have at least one opportunity every day to make a sale.  If you don’t than crank up the prospecting!  I’ve given you in past posts 3 ways to prospect.  Mine Your Natural Market, compiled niche lists, and highly targeted (cheap I might add) advertisements.

Until Next Time, Happy PreNeed Selling!

David…