A Top Secret Approach to Prospecting…

It’s ironic that in order to get what you really want as a Pre-Need Seller – - 6-figure income, security, freedom, for example – - Your Supervisor will say you must do the most unnatural, difficult thing for a Pre-Need Seller, you must cold-call or door-knock for two hours every day, even if it isn’t netting much results. 

Even, so called, Top Gurus in the Industry will tell you the same thing.  “Get fired up and dial for dollars, you can do it!  Rah, Rah, Rah!”  Let’s face it.  That’s why they have Sales Meetings on Monday, to get you fired up to face the cold hard truth of the matter.

You’re about to get beat-up with cold-hard-ugly-drudgery-Prospecting.  Heck, even the successful Pre-Need Sellers tell you the same thing.  Just “hit the phones”.  I remember when they’d tell me to hit the phones.  After awhile I wanted to “shoot the phone”!

 There is a Top Secret approach to

Prospecting hardly anyone knows about

and few will tell you…

Before I reveal the secret I thought I’d mention that few really understand the best way to Prospect.  Those few Top Producers will not share the information because they don’t have time for it.  Many of these Top Producers have been criticized for going against the grain, against conventional wisdom.

So, not many are willing to go out on a limb and share the secret.  It’s much easier to just do it and get the rewards of recognition and high commission dollars and the satisfaction of knowing they’ve helped a whole bunch of families take care of a problem.  There’s a lot of satisfaction in helping people.  The Top Producers know this and are rewarded in more ways beside the checking account.

How many of you have spent sleepless nights up worrying about where your next sale is going to come from?  How many of you have bills to pay, kids to feed, and gas to put into your car?

The simple reality of it is most cemeteries and funeral homes don’t have the time to spend working with you.  They prefer to get you fired up emotionally.  It’s the law of numbers.  Get enough sales people together and throw them against the wall and hope for the best.  Maybe some of the mud will stick maybe not.

Well, very few people who Sell “stick” because it takes a lot to sit at the phone day after day dialing and listening to rejection.  I know what they’ll tell you.  “Every “NO” brings you closer to a “YES”.  I’ll say it for you.  That’s a load of crap!

There is an easier way to sell and to prospect.  Here’s the secret.  It begins with YOU changing your mindset about Prospecting.  It begins with you throwing out all the garbage you’ve been learning.

It’s much like a computer.  Garbage in and Garbage out.  The secret is to change from a cold method of prospecting to a warm method of prospecting.  It’s that simple.  This is truly the secret to making lots of sales and becoming financially independent.

Most Sales Associates I’ve met have no understanding of how to simplify Prospecting.  Everyone in this business is taught to cold-hard-prospect.  Most will tell you two hours a day.  And, all the gurus and probably your sales manager say the same thing.  It is very labor intensive and physically and mentally exhausting chasing people who are running away from you faster than you can catch them.

 Even if you get the appointment

your prospect’s just going to cancel or worse yet,

not show up.

You begin to worry about your sanity as you start to look elsewhere for the answers to simple questions.

How can I Prospect easier?

1. How can I eliminate this antiquated approach to prospecting?
2. How can I get more leads without spending more time on the telephone?
3. How can I STOP door knocking people who don’t want to see me?
4. How can I get in front of more people?

Many people get into this business with good intentions only to discover if they’re going to survive YOU must learn to Prospect.  BUT, instead of being taught the easy way of prospecting YOU’RE taught the laborious last century approach that isn’t functional any longer.

I’ve often used the example of an Out-House.  Remember those?  The bathrooms were located outside and you had to shovel, well you know what, periodically.  That’s about what cold-hard-unfriendly-prospecting is.  It’s about shoveling that stuff in the out-house!

You disturb your Prospect through and interruption via phone or some other equally annoying method and you’ve got to establish rapport, develop a relationship, and set up an appointment in the span of seconds.  As you attempt to warm up your Prospect he/she’s thinking:

 HOW DO I GET RID OF THIS ANNOYING PERSON?

There is a better way.  There is a softer approach to prospecting where you establish contact, develop rapport, and begin a relationship, without disrupting, interrupting or other wise disturbing your Prospect.  I refer to this as warm-fuzzy-Prospecting.

Let’s face it this can be a lonely business.  When you meet with a Prospect and leave with or without the sale there’s no one next to you to correct any mistakes, to correct any in-experience, to correct simple presentation flaws.

Heck, it takes a lot of work to get in front of your Prospect so why do you want to waste that valuable time?

 How to pick up an extra two hours a day and eliminate Prospecting

WARNING:  This is a radical concept so keep an open mind as most Supervisors & Sales Managers don’t know it or can’t tell you or show you how to do it.

Before I explain this concept to you I want you to set aside your biases.  The reason I say this is because if your Supervisor/Sales Manager is not seeking to improve him or herself you’re in bigger trouble than you thought you were.

In my book, 50 Ways to Get Rich & Stay Rich Selling, I reveal principles to live and sell by.  One of the principles is to ABL (always be learning).  We all need to continue to grow.  You’re either growing or dying because even Tiger Woods the greatest golfer in the world has a coach.

And believe me Tiger doesn’t use a coach to teach him how to play golf.  Even I have mentors for different areas of my life.  Just because I make plus 6-figures a year selling doesn’t mean I know it all.  I’m always learning and improving.

Here’s a simple concept to get.  Once you get it you’ll save yourself a whole bunch of time. 

 Anytime you can

prospect and present at the same time

you’ve just eliminated 2 hours of prospecting.

 

There’s magic in combining the two!

I’ve put together a combination of different printed and audio materials you can use to make yourself more efficient and generate more leads than you know what to do with because when you get to the point of being able to say to a Prospect, “I don’t have the time today, but I do meet with folks Monday, Wednesday & Friday,” you will have achieved what I call Doctor status.

That’s why my friend Matt nicknamed me:

 The Renegade Pre-Need Seller

Once you’ve taken it to the next level and bring in more Prospects than you can keep up with you’ll bring in more sales than you can keep up with; even if you are weak at presenting.  Yes, you can become a Renegade Pre-Need Seller!

Below you’ll find two packages I’ve put together. 

Package “A“ has the a simple method to Prospecting utilizing your built in Natural Market, your spheres of influence I call MINING YOUR NATURAL MARKET.  I’ve included my book:  How To Mine Your Natural Market and the action forms to get you started (project 200 and golden 50 forms).  This is a simple starter kit.  Package “A” –Packages are not currently available—

Package “B”  includes how to manage your time meeting with your Golden 50 (two week schedule sample and forms), the workbook for Mining Your Natural Market and the accompanying audio describing step-by-step “how to do it”.  My book:  50 Ways to Get Rich and Stay Rich Selling.  5 Secrets AND MORE…    Package “B”  —Packages are not currently available—

A SPECIAL OFFER IF YOU’LL INVEST IN YOUR SELF AND GET BOTH PACKAGES I’LL INCLUDE:

If you get BOTH PACKAGES I’ll include an 11 minute mp3 audio on the necessary commitments you need to get from your Prospect to get the sale.  Get these commitments and you’ve got the sale.  Miss any one of the 4 commitments and you’ll lose the sale.  Ever wonder why some buy and some don’t?  This audio will answer the question.  You’ll know exactly why your Prospect purchased or why your Prospect did not purchase.  Also, I’ll include the one page summary pdf that goes with this audio.  IT’S a FREE BONUS if you invest in both packages….When you sign up on the action form the purchase button will give you 3 options;  just click BOTH and you’ll get the bonus FREE.

—Packages are not currently available—

Happy Selling!

      David

P.S.  Package “A” includes the book “How to Mine Your Natural Market” and the Project 200 and Golden 50 forms to keep you focused and tap into your spheres of influence.  You can be up and running in less than 2 hours.  This technique alone can totally replace how you Prospect forever.

P.P.S.  Package “B” includes:  The guide; Two Week Schedule for Mining Your Natural Market, the book; 50 Ways to Get Rich & Stay Rich Selling.  The workbook for:  How to Mine Your Natural Market (a step-by-step guide) and the accompanying audio for the workbook, and Five Highly-Effective, Proven Pre-Need Selling Secrets That Will Make You A Fortune If YOU Use Them.

P.P.S.  FREE BONUS when you invest in both packages at the same time.  When you get BOTH PACKAGES I’ll include an 11 minute mp3 audio on the necessary commitments you need to get from your Prospect to get the sale.  Get these commitments and you’ve got the sale.  Miss any one of the 4 commitments and you’ll lose the sale.  Ever wonder why some buy and some don’t?  This audio will answer the question.  You’ll know exactly why your Prospect purchased or why your Prospect did not purchase.  Also, I’ll include the one page summary pdf that goes with this audio.  IT’S a FREE BONUS if you invest in both packages….When you sign up on the action form the purchase button will give you 3 options;  just click BOTH and you’ll get the bonus FREE.

—Packages not currently available—

 

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