Changing the Pre-Need Seller

March 29, 2010 by  

Many times it isn’t about learning something new but un-learning something you’ve always done.

I often say many industry norms are difficult to change.  Industry innovation comes from outside the industry.

For years surgeons continued to operate on stomach ulcers even though medications had been developed to stop the bleeding.

We all resist change.

For the most part we prefer routine and comfort over blazing new trails.

Pioneers have the arrows in their backs.

I’m not an advocator of blazing new trails.  I’d much rather find a formula that exists or duplicate a successful system.

“When you’re finished changing, you’re finished.”  –Benjamin Franklin

“Without continual growth and progress, such words as improvement, achievement, and success have no meaning.”  –Benjamin Franklin

“He that is good for making excuses is seldom good for anything else”  –Benjamin Franklin

“It’s a heck-of-a-lot easier to tweak an existing system than to start from scratch.”  –David Dassow

I had a conversation with a fellow pre-need seller the other day, as he was in awe of the number one producer in his category.

I remember saying to him, “he doesn’t know what he can’t do.”

It’s difficult to un-learn things.

For the most part it’s holding on to what doesn’t work that holds us back.

A tennis pro friend of mine used to teach.  I worked with him for 20 minutes one time and improved my game ten fold.

I asked him why people would take lessons.

He told me that when he teaches tennis he doesn’t really teach people how to play because they already know how to play.

His goal is to eliminate one or two bad habits. 

For me it was a slight change in my grip.  A very slight change. 

The bottom line is change is a good thing but tweaking small changes is a better thing.

I once heard someone, I think it was General Schwarzkpf say; he’d much rather make a hundred decisions quickly and be wrong 80% of the time but change quickly than make a hand full of decisions slowly and be right 80% of the time.  You’ve got to be able to adapt quickly.

If you’ve been planning that postcard mailing, door-knocking, letters, phoning, follow-up, do it all quickly.  Implement massive action NOW!

Don’t stair-step-it.  Implement several things at the same time.

Better to be wrong on a handful of things quickly than to be right on one or two that takes you forever to implement.  Implement a bunch of things and keep the stuff that works and dump the stuff that doesn’t work.  But, do it quickly.

“Plans are nothing; planning is everything.”  –Dwight D. Eisenhower

“Farming looks mighty easy when your plow is a pencil and you’re a thousand miles from the corn field.”  –Dwight D. Eisenhower

“If a problem cannot be solved, enlarge it.”  –Dwight D. Eisenhower

Make lots of little changes and don’t worry about what anyone tells you. 

“If you don’t know what you can’t do there’s nothing you can’t do.”

Happy Selling!


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