I am surprised by the number of funeral directors who are still gun-shy or even apologetic about preneed sales. It’s something that some still see as a “necessary evil” or something that you have to do to keep up with the competition.Continue Reading
I've seen people do some amazing things with horses, but I've never seen anyone train a horse to sell funerals!
However, training a horse and selling funerals are more similar than you might think.Continue Reading
Todd Clendennen is the Regional Director of Sales for Eastern Texas and Oklahoma for Security National Life Insurance Company. Born and raised in the Beaumont, Texas area, Todd began his career on the cemetery sales side of this industry…Continue Reading
We work hard for every prospect. Tireless effort goes into getting the appointment through the door. We memorize our scripts, prepare for objections and set everything in line to close the deal.
Did you remember the most important step?
Building customer rapport?
One day a bright student wishing to be successful asked Socrates, “Teacher, I have studied many years with you and even though I have learned many things I still have not learned the secret to success or what it really takes to be successful. Please train me in this mystery.”Continue Reading
Time and time again, we hear of salesmen, even in funeral insurance that don’t dare take that extra step out of fear. “What if I don’t make the sale?” or “I almost, almost, almost signed the contract”.Continue Reading
More people than ever are choosing cremation over the “traditional” burial. Their individual reasons vary from one extreme to the other. THE only difference between burial and cremation is what happens to the body AFTER the SERVICE.Continue Reading
The biggest hurdle that agents face today and every day is finding qualified individuals to whom they can offer their services. Prospecting is that ugly word that ultimately drives many agents out of the business.Continue Reading
Many of her family members live out of state, and would not be able to attend the funeral.Continue Reading
Graciela Jaloma has been in the insurance business for over 20 years, 15 of those being focused on final expense and preneed sales. She began as an independent agent helping families and funeral homes, and then in 1999 she honed skills in recruiting, training, and managing her own agent group…Continue Reading