This is the page where I’m supposed to brag about how great I am and why you should spend time reading articles and other materials I post here for free.

Most people would take this opportunity to brag about how great they are.  Well, I’m not going to do that.  One of the biggest problems I struggle with is gurus “tooting” their horn.  I like to operate under the radar screen.  So, I’ll let the “so called” experts toot their horn while I quietly sell more pre-need than these gurus ever dreamed of…you can sell more too if you’ll invest in yourself.

One of the biggest things you can do for yourself is to invest in YOU.  I counsel with a whole bunch of Sellers of Pre-Arrangements and the biggest mistake I see are the folks who want it for nothing.  These are people who refuse to invest there time, energy, talents, and money INTO themselves.

If you’re new – selling pre-need is easier than you think.  It’s more a matter of understanding the “need”, telling the “story”, and realizing people don’t buy what they need they purchase what they want.

Don’t get me started on the experts.  The folks who can’t sell, never sold, don’t know how to sell, and only dream of selling.  These gurus have never produced any significant sales.  And if they ever did it was so long ago it isn’t relevant anymore.

But, I get a lot of questions about why I got into this business (check out my ICCFA Conference talk on Mining Your Natural Market).

Many of you who attended the ICCFA Conference remember the story of why I got into this business and how I lost two close friends unexpectedly.

There is no better career you can choose than selling Pre-Arrangements and there is no better way than in advance of the need.  You, my friends, can sell pre-need the easy no hassle way or the hard way.  I like to keep it simple and suggest you do it the easy warm & fuzzy way.

That’s what The RENEGADE way of selling is all about.  The renegade way is to do the opposite of what the industry “gurus” say you should.  What does the industry say you should be doing?  The industry way of selling pre-need is to prospect 2 hours everyday through cold-calling, door-knocking, and other cold hard methods.  In fact, recently a large association had a key-note speaker who spoke on the topic of COLD-CALLING.

There is a better way.

My friend Matt calls me the Doctor of Pre-Need.  I concur more because it was a Doctor visit that helped me develop the warm-fuzzy-prospecting method (see some past blogs on Pre-Need Selling the way Doctors do).

By the way, you can get all the special reports both of my books and the complete forms and “how to” for mining your natural market by going to the top right side of this page, send name & email and I’ll send you a daily-pre-need-strategy and an opportunity to join my membership program and/or get the “whole enchilada” package of everything I’ve got.

The offer will not last long so don’t dilly dally around waiting for something better.  If you’re tired of getting the results you’ve been getting you’ll have to make a change because the definition of insanity is to do the same thing over and over again expecting different results.

Here are a few questions I commonly get.

How does David make 6 figures ($100,00.00+) a year selling?

I recommend 4 specific strategies to selling.  Mine Your Natural Market, A Referral Program, Direct Mail Through Highly Targeted Lists (your natural market referrals, specific lists, and self compiled lists).  Highly targeted specific niche oriented ads (do this strategy after you’ve succeeded with the other three strategies) and defining who you are by becoming an expert and being known as a specialist.  It is similar to a General Doctor verse a Heart Specialist.  Which on makes more?  The Generalist or the Specialist.

How can I transition from cold-calling to warm prospecting?

It can be done though I recommend only warm prospecting.  Cold-calling is drudgery.  It is difficult and not very fun.  BUT, if you enjoy it (and I have met a few who like it) than keep doing it but add one of the 3 ways I recommend.  Think of my type of prospecting as loading bullets in a gun.  The more ammunition you have the more likely you are to hit your target.  There is no silver bullet of activity.  Every different activity you do will net you results.  To depend on one form of prospecting is like putting all of your eggs in one basket.

Periodically I’ll hear the comment; no one in my office has heard of your type of prospecting?

You’ve proven my point.  In the industry it is normal to cold-prospect.  If I could teach you one thing I’d teach you to do just the opposite of the industry norms.  Also, never take advice from a poor producer.  If you want to copy someone copy someone who actually sells.  If your manager doesn’t sell don’t copy him/her.  Model yourself after the successful pre-need sellers.

Do you actually do what you Teach or do you just Preach it?

I don’t preach, I live it.  Well, I guess I do preach to a certain extent.  The difference is I do what I preach.  There just aren’t many Pre-Need Sellers out there who teach what I teach.  And, many of the very successful Pre-Need Sellers (and there are way more successful ones than you might think) cannot replicate their systems.  Most very successful Pre-Need Sellers have incorporated their unique personality, life-experience, and strengths, into a combination not easily copied.

I often talk about a successful Pre-Need Seller I shadowed who was very good.  He had a stutter, he was from the south, he was a terrific guy and a very good seller.  There was no way I could model what he would do when he prospected (which, by the way, he prospected the old tired cold hard way).

Next time you’re up in Prescott look me up.  I’m a mile west of the square a block from the bowling alley.

Take Care & Happy Selling,

David Dassow

P.S.  My friend suggested I actually add a little more to this page to tell you more about me.  Well, I’ve been in the business for nearly 17 years, have a wife, all the kids are out of school, and considered an empty nester depending on when and if those children move back home.  As you read the different posts and listen to my audio recordings you’ll get more.  I’m not big on bragging because if I were you checking out this website I’d be more interested in WIIFM (what’s in it for me).

P.P.S.  So take my advice and sign up for the FREE emails and keep tabs on the blogging I do because it’s priceless info and it is FREE!

P.P.P.S.  And for Pete’s sake, or heck anybody’s sake, invest in YOU.  No one else will do it for you.  If you’re unwilling to invest in your self why would anyone else?

And, no one else can take your Knowledge or Experience away.  There’s really only two ways to go.  Continue doing what you’re doing and getting what you’re getting.

Or, make a change.  If you want a different result, change what you’re doing.