HOW TO SELL PRE-NEED DAVID DASSOW’S
DAVID DASSOW’S HOW TO SELL PRE-NEED LETTER Volume 7, Issue 3 March 2013 This month’s newsletter is jam-packed including: http://howtosellpreneed.com/catalog/sample-monthly-newsletter The Front Page: Pre-Need Sellers & The Luck of the Irish The Big LESSON: All Great PNS Have A Presentation, page 9 There are only two objections to a sale The Pre-Need Seller & Planning March’s HOT SHEET How To Take The Presentation To The Next Level Final Word: The Pre-Need Seller & Planning Why Pre-Need Sellers Fail: Pre-Need Sellers Making 6-figures Don’t Make Excuses Q&A with David --Final Expenses vs Pre-Need From the BACK END Would You Go To A Chinese Restaurant For Italian Food? The Big Idea: Why Creating From Scratch Is A Bad Idea, page 8 CD A Special Audio of this Month’s Newsletter (you can take with you in the car) “How to Improve Your Presentation In 3 Simple Steps” pg. 1 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] Click below for a special offer: http://howtosellpreneed.com/catalog/sample-monthly-newsletter Q & A WITH Q: DAVID Hi David, I am in career transition... I work part-time for a local, family-owned funeral home in Memphis. Currently, I sell mostly Final Expense. Also, my job (as of January 2013) includes after-hours sales for our Pre-Need department... I am a new agent--- new to Final Expense and Pre-Need (October 2012)... I have had some success with Final Expense, as I have made a few sales; however, I have made zero Pre-Need sales. Can the Whole Enchilada help me with both Final Expense and Pre-Need? I struggle mostly with when and how to consistently keep in touch with prospects and clients... (Thanks for all your help...) -All the best, Chris A: Hey Chris, Thanks for the email. There's a major difference between final expenses and pre-need. When selling final expenses you are selling "life insurance" it is purely a money transaction, i.e. for X amount of dollars a month you get Y amount of dollars when you die. Also, it is an insurance policy and you pay on it until you hit one hundred or die, whichever comes first. Selling pre-need is exactly the opposite. Selling pre-need is about walking an individual/couple thru a process and thru the process they'll make some decisions. Those decisions are important and have nothing to do with money. We all have a problem. One day we'll die and when that happens there are only two options to leave the loved one left behind. Option number one is to do NOTHING and stick the problem to the person left behind. Option number two is to make the decisions now (preneed) based on what your prospect would want and making it pg. 2 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] easier on the person left behind. The person left behind doesn't have to make the decisions. Though pre-need is usually funded by insurance policy they're typically 2 - 10 years in duration, unlike final expense life insurance policies. Once paid you’re done with payments. My stuff helps you narrow down a niche group of people to go after (which could be used for final expense and pre-need), follow up with prospects, presentation, stay-in-touch, 4commitments to a sale, scripts, for all the above, how to mine your spheres of influence, sales letters, newsletter examples, and lots more. My monthly newsletter takes everything from the whole enchilada and moves it to the next level. Kind of like a kid learning to speak and now the words are bigger and the understanding more in depth. You could probably use it for both but you'll need to learn to change channels when presenting pre-need. It might even increase your final expense sales because even a little bit of a presentation would help you in that area. Finally it is difficult to sell final expenses and pre-need because they are totally different. You aren’t congruent because one focuses on money while the other focus is decisions. Final expenses’ is nothing more than selling small life insurance policies (the person left behind still has to make the decisions). Selling final expenses doesn't account for inflation. 30 years ago a final expense policy of $1000-3000 would have more than covered a funeral. If the person died today that policy didn't keep up with inflation. So, even though you're selling life insurance policies in small increments (which could be used for final expenses or anything else) you're not covering inflation so the odds are the longer the person lives the less likely the policy is to cover the costs (and the one left behind still has to make the decisions). Selling on price is not a good long term strategy because no one cares about the second cheapest. And, there’s no loyalty when it comes to price. Selling pre-need is about making decisions now so the one left behind won't have to be left wondering if I did the right thing, is this what she/he would have wanted? Also, it locks in the cost and it doesn’t matter how much more money the funeral costs years from now. pg. 3 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] So, they're two different types of sales and I have some people in my coaching program who sell final expenses. The reason they're sales increased is because of PRESENTATIONS and FOCUSING ON NEED (not money) and of course going after niche groups of people and following up relentlessly to make the presentation (which is really important). Remember, everyone's got the same problem and money's not really the solution to the problem. The solution is for the prospect to make the decisions now so the one left behind doesn't have too. That prospect funds the pre-need (one payment or 2 - 10 years in duration) locking in the costs and beating inflation (all around win-win). Hope that helps! Happy Selling! David P.S. Not many folks sell pre-need. More fail than succeed. The reason most fail has more to do with expectations not being met, not knowing what to do, not understanding the selling process. I’ve got some terrific surprises for all my snail-mail paid newsletter Subscribers, Coaching Members, Diamond, Gold, and Silver Level Members. Make it a point to invest 5 minutes a day on your goals and 1 hour a day on getting better Eliminate anything that gets in the way of your goals. The definition of success is the person who realizes or achieves the ideal. The person who says, “I’m going to become a Pre-Need Seller.” http://howtosellpreneed.com/catalog/sample-monthlynewsletter To paraphrase Lee Marvin in Paint Your Wagon; “…there’s two types of people, them going somewhere and them going nowhere…” ** ** ** ** ** ** ** ** ** ** ** ** ** ** ** pg. 4 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] FOR THE NEXT FEW DAYS YOU MAY TEST-DRIVE the How to Sell PreNeed SILVER LEVEL MEMBERSHIP PACKAGE. (for a small investment for shipping and handling $9.97) and I will also snail-mail the monthly How To Sell Pre-Need Newsletter along with FOUR, no, make that - FIVE FREE Special Reports. Here’s how it works… Just for test-driving the Silver Level Membership and the monthly Newsletter I’m going to throw in Five Special Reports FREE. Once the transaction is complete (this can take a few hours) you’ll receive an email with your username and password giving you access to the reports. You’ll also get the benefits of How to Sell Pre-Need Silver Level Membership. Below you’ll find the various Membership Levels. You can always upgrade your membership at any time by sending me an email request. Please note there is no room at Diamond and Platinum level. How to Sell Pre-Need has different Membership Levels. Each month I add materials to the various levels of membership. Every month you are in the program you’ll have access to your membership level and every product you purchase. Even if you cancel your Silver Level Membership you’ll continue to have access to any products you’ve purchased. The printed monthly snail-mail How to Sell Pre-Need Newsletter is my way of staying in touch with you. It is jam-packed with strategies and techniques to equip you for selling at the next level. As always, the goal is to sell more in six months than the previous twelve months. Warning! You control YOU! I can arm you for selling but you must implement the strategies to be successful. How to Sell Pre-Need Membership Levels below… pg. 5 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] How to Sell Pre-Need The Premier Funeral & Cemetery Sales Training source Diamond Level Membership: (Full, no available slots) Done-4-U Follow-up Program Done-4-U Stay-in-touch Program Done-4-U Newsletter Plus All Platinum Level Member Benefits Plus All Gold PLUS Level Member Benefits Plus All Gold Level Member Benefits Plus All Silver Level Member Benefits Platinum Level Membership: (Full, no available slots) Once a Year Private Consulting for One Day Platinum Member 4-page HOT SHEET Platinum Weekly Fax Private PLATINUM “Member-Only” content rich membership site Plus All Gold + Level Member Benefits Plus All Gold Level Member Benefits Plus All Silver Level Member Benefits Gold PLUS Level Membership: (Only 4 slots available, must be at Gold or Silver level to upgrade) 30 Minute Monthly One-On-One Coaching Call Plus All Gold Level Member Benefits Plus All Silver Level Member Benefits Gold Level Membership: Monthly Gold CD One Free Monthly critique of any type of marketing piece (allow one week for response) Priority GOLD Member email access Additional 20% Discount on Website Materials Plus All Silver Level Member Benefits Silver Level Membership: Monthly (print version) “How to Sell Pre-Need NEWSLETTER” Monthly (snail-mailed) 2-page HOT SHEET Pre-Need Seller strategy you can implement now Silver ONLY Restricted Member Website 30% Discount on Website Materials Private SILVER LEVEL fax access Extra BONUS Special Report How To Write A Newsletter In Six Minutes or LESS By the time you’ve read and re-read through this report you’ll have in place all the tools to be pg. 6 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] able to consistently put out, month after month, your newsletter. Let me also preface this by saying you will not be able to put out your first newsletter in 6 minutes. Heck, it might take several issue before you get this down to an art but never the less, you can consistently publish your own newsletter in as little as 6 minutes if you’ll apply this information and get organized and ready to go. This 32 page Special Report is valued at $97.00 BONUS Special Report Number One HOW TO THRIVE & SUCCEED SELLING LOTS OF PRE-ARRANGEMENTS EVEN IN A LOUSY ECONOMY The US Economy’s been in a funk for 4 years now. Back in 2009 I wrote about how to succeed in a lousy rotten economy. The fact is I’ve never seen a downturn in pre-need in 14 years. This 14 page report is valued at $17.00 BONUS Special Report Number Two The Book: HOW TO MINE YOUR NATURAL MARKET This is the book I sold out at the conference. In this book I lay out how you can tap into your natural market (spheres of influence). You can naturally and easily tap into your spheres of influence and still keep them as friends. I explain how to get referrals without really trying. This book is valued at $27.00 BONUS Special Report Number Three HOW TO SELL MASSIVE AMOUNTS OF PRE-ARRANGEMENTS THRU SALES LETTERS WITHOUT A GUN… You can write (excuse the pun) Knock ‘em dead letters appealing to your target market naturally and easily This in depth special report contains the rules for writing KICK-BUTT sales letters and how you can do it your SELF. This is one of the most popular items in the Whole Enchilada Package yours FREE for test-driving my snail-mail printed How To Sell Pre-Need NEWSLETTER. This 19 page report is valued at $47.00 pg. 7 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected] BONUS Special Report Number Four 7 SECRETS TO PROSPECTING You have the power to capture a truck load of leads by magnetically drawing in your Prospects in a powerful approach that is ahead of the competition. You can sell more in the next 6 months than the previous 12 months. Yes, you can double your sales this year by making a few simple changes. This report is 23 pages and valued at $67.00 ^ ^ ^ ^ ^ ^ ^ That’s $158.00 $255.00 dollars in FREEbies PLUS the Silver Level Membership, you’ll have access to immediately on the MEMBERS AREA of the website and your FREE How To Sell Pre-Need NEWSLETTER will be snailmailed within 48 hours. In order to continue the monthly Silver Level Membership beyond the 30 Day Test-Drive, you’ll be charged the monthly low investment of $49.97 per month to maintain access to the Silver Level Membership and receive the monthly snail-mail newsletter. You may cancel anytime by sending an email to: [email protected] After the 30-DAY FREE TRIAL you’ll continue to receive the monthly printed snail-mail newsletter for $49.97, and the private members area of the website: Silver Level Membership Level You can cancel anytime by sending me an email request to [email protected] If you cancel you’ll still have access to your Four FIVE FREE Special Reports (valued at $255.00) and anything else you’ve purchased on the website . Here’s the next step… Click the link below and scroll to the bottom of the page… http://howtosellpreneed.com/catalog/sample-monthly-newsletter http://howtosellpreneed.com/catalog/sample-monthly-newsletter pg. 8 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected]
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