Week of March 14th – Top 3
1- Julio – $11,960.40
2- Ozzie – $8,309.16
3- Kirsten – $7,749.04
Whenever Andy’s name isn’t in the Top 3, you know it is going to be a great week. And it was! Congratulations to all of you for doing your part to reach OVER $123,000 this past week!
This is our best week since January 17, 2005!!
Sun Tzu Said
After watching Wall Street recently, I started reading The Art of War. I wanted to share with you some of the thoughts Sun Tzu shares in his ancient Chinese book as it can apply to sales with your client. Although sales is not warfare, the analogy works as the book is a game of strategy.
Hold out baits to entice the enemy.
Use the Dignity Planning as a tool in your Tool belt. The end of life plan will create a need that is only going to help in your sales process.
If he is secure at all points, be prepared for him.
Go into every appointment prepared. Even if he or she has some coverage, look for any up-sell potential or better yet, a referral.
If he is taking his ease, give him no rest. If his forces are united, separate them.
If he is giving you and closing signals, CLOSE. Don’t except a no. If a husband and wife are both jointly against, figure out the decision maker. Go back to the first step of sales, and make a friend with them all over again.
Attack him where he is unprepared, appear where you are not expected.
Set an emotional setting where you can create the need with or without the Dignity book.
Appear as the Final Expense Specialist, a problem solver.
Sun Tzu said: Whoever is first in the field and awaits the coming of the enemy, will be fresh for the fight; whoever is second in the field and has to hasten to battle will arrive exhausted.
Easy one. It is no mystery why 2 of the above names are constantly in the top every week. They make calls for appointments every Monday together and commit to having no less than 15 before leaving.
Carefully compare the opposing army with your own, so that you may know where strength is superabundant and where it is deficient.
Why didn’t you close? What can you do differently in the next appointment so you do?
So in war, the way is to avoid what is strong and to strike at what is weak.
You know what is weak. They filled out the card. They have a need.
Ponder and deliberate before you make a move.
PLAN YOUR WORK, WORK YOUR PLAN.
Last week, I gave you the first montage of the Awards Ceremony in February.
The links to the new picture sets are here:
May 9, 2011
Holiday Inn, Totawa, NJ
Breakfast – 10 am
Meeting – 10:30 am
One Last Thing
Based on most of the information in your presentation, we noticed that some of your share information from the Federal Trade Commission study in 2000 about funeral costs. Just wanted to share with you a little information that may help in 2011.
U.S. Federal Trade Commission estimates that in 2010, basic funerals cost around $6,500, although more extravagant affairs may cost $10,000. Check out the article for more information.
If you haven’t sent in your brackets, please do so by 5 pm today. Thanks.