-- Newsletter Supplement --
Special Report
DAVID DASSOW’S
HOW TO SELL PRE-NEED LETTER
Volume 7, Issue 2
February 2013
Winners Keep Score
Dear Fellow Pre-Need Seller,
By the time you’ve received this newsletter the Super Bowl will have
ended with one team scoring more than the other team. Hopefully the
score is close which usually makes for a great game.
This is a
little longer than usual opening because I have something important to
say that requires this much time.
I doubt y’all are keeping score of this, but I am. I ended 2012
surpassing 1000 pre-need presentations for my career. My average
down-payment is a tick over 40% and I’ve now coached over 100 newbie
pre-need sellers in one year. My record of 12 pre-need sales in a row
and 14 no-sale pre-need sales in a row stands.
I often get asked about failure in the pre-arrangement business. I
answer the question with “TESTING”. There are no “successes and
failures” there is only testing. I’ve tested many things this year
some with results that were pleasing and some with results not
pleasing but bottom line is there’s no failure only testing.
By testing everything it means I measure everything
I wonder if you’re
care much about what
score on? I’ve been
“to-do” list, day by
keeping score to the extent I am. I doubt you
I’m keeping score on. But, what are you keeping
keeping score a lot. I track the score of my
day, what percent completed verse left undone.
I look at my S-I Money, with each deposit, and weekly, not just the
sales. (S-I means “Shove-It” money. This is enough money in the bank
that I can quit working. Most Pre-Need Sellers don’t even have an
“enough” number, a number they’re working toward. See my book; “50
Ways To Get Rich And Stay Rich Selling”).
I keep close tabs on my average size sale, return on my investment
(both dollars and time). I’m working against the clock (deadlines)
with 2-minute drills if necessary. I race against the clock when
Winners Keep Score - Copyright© David Dassow 2013 - www.HowToSellPreNeed.com
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grocery shopping (can I beat the last outing?).
and losers don’t...harsh but true.
Winners keep score
I’m closer to my S-I number
If you’re looking for a touchy feeling story with lots of love and a
feel good lesson here, sorry to disappoint. There’s a reason I
separated this from the main newsletter. The truth can be difficult
to swallow without some feel good drug prescription to help it go
down.
Call me the Doctor of Severe Head-to-Head contact blocking tackling
racing with the ball to the finish line...In your face reality check.
Speaking of the finish line can someone explain to me why a football
game can go couple of hours and all of a sudden in the final 2-minutes
one team wakes from a comatose state to win the game?
Why couldn’t the football team focus on two hours of intense, goal
driven action?
Anyway, I digress.
Like many sports football is a game of statistics. There’s a whole
fantasy football industry built off nothing but football statistics.
Winners definitely keep score.
Most Pre-Need Sellers have too few things they measure and they
measure too infrequently. In my Pre-Need Seller Instant Extreme
Productivity Blueprint I talk about keeping score on the first page
and several others.
Keeping score is important and how quickly you can
get there is even more important
If I can get 10 leads in an hour can I get 10 more in 30 minutes?
I’m big on efficiency. It’s more than a goal. It’s how much more
efficiently I can achieve the goal.
Do you know what you’re doing? If you can’t measure it you can’t
possibly know if you succeeded or not. One newbie pre-need seller
shared with me her goal was to make as much money as possible in 2013.
I asked her how she’d know when she arrived at the most money possible
this year. If you can’t measure you can’t achieve.
You shouldn’t play if you can’t keep score
Without a clearly defined outcome (goal) there’s no point in keeping
score and no point in playing. Mediocre pre-need sellers I can do
without. Winners keep up with measurement of progress toward those
clearly define goals.
Winners Keep Score - Copyright© David Dassow 2013 - www.HowToSellPreNeed.com
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You’re the one who needs to hold yourself accountable. It is
difficult to hire a bodyguard to follow you around kicking your behind
every time you veer off the track. Self-discipline is a major quality
we need and if you don’t have it better make that your first goal.
Larry Winget has a book called: “Your Kids Are Your Fault”.
Certainly, I’d say, your lack of sales and income are YOUR FAULT. You
control you and nobody else. If you didn’t hit your goal quit making
excuses and look in the mirror. The mirror doesn’t lie.
Are there good excuses to be had when my stats aren’t to my liking
on any given week, month, or year? Absolutely! But the excuses don’t
improve the statistics, dang-it. I’ve had some folks tell me I’ve the
patience of Job (a biblical character) while others call me names just
before unsubscribing or cancelling membership.
The truth can hurt but it is the truth
The reasons I sometimes share my personal triumphs and failures is
to help you to understand it is possible. Success is very achievable.
Success is very wonderful. Success is what we all want.
I measure everything and work on getting there faster and faster but
I do know one thing. I know when I’ve achieved my goal because I’ve
measured everything along the way.
Hey, why not do something really big this year? The year will pass
whether you do or not. By the time you’ve read this 1/12 of the year
will have passed.
Become a score keeper
You can keep all of your idiosyncrasies quiet and to yourself. Keep
most of this obsessive behavior personal and private. People don’t
need to see most of it. I generally keep my goals to myself. But if
you need to let someone know close to you and who supports you in
achieving those goals...than tell them. If you can find someone with
a baseball bat to smack you every time you go off track that works
also.
Most of us need a kick in the pants to get started. I often say the
bank teller doesn’t ask you how hard you worked for that deposit.
Keep score with many things not just a few. Winners track all the
above.
You might think me strange tracking how much time it takes to
grocery shop. I hate grocery shopping but find it necessary as
starving is not a good alternative. But, the quicker I can get done
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with the chore the more time I can spend making sales and I definitely
know how much every hour of my time is worth...do you?
Figure out what your time is worth and focus on scheduling
everything
you do with a dollar number in mind. Most folks in sales don’t
realize they’re paid for the selling process. Identify the process
and become even more efficient at executing.
Know how much your time is worth
By the way, there are lots of “tools” for you in this newsletter,
the products/services available on the website, the blog posts, free
emails I send you. But I cannot change your behavior. Only you can
do that for you. So, for the guy who sent me an email thanking me for
inspiring him to make 6-figures ($100,000.00 plus) in 2012 I say the
same thing. You’re welcome but...You’re the one who did it. You’re
the one who kept score. You’re the one accountable to yourself. YOU!
That’s how it works in the real world. The winners keep score while
the losers make excuses.
Keep score and go after what you want
like it’s the Super Bowl
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