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…”
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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
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Even if you cancel your Silver Level Membership you’ll continue to have
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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)
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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
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pg. 8 How To Sell Pre-Need™, David W. Dassow© 2013, All rights reserved, www.HowToSellPreNeed.com [email protected]