As the cold days drag on endlessly, many of us feel stagnant and discontent in many aspects of our lives. March is often said to be the “longest” month of the year, and for many preneed insurance agents, it can be the least lucrative, as well. Don’t let your dragging attitude affect your outcomes this month—it’s time to leap over those hurtles you’re facing!
In response to “March Madness,” as we’re calling the slump around this time of year, we’ve stopped around the office looking for advice for salespeople (that’s you) who may feel underwhelmed with their numbers right now.
One of the largest challenges we’ve been hearing about is lack of leads. It can be frustrating as a preneed salesman to have the desire and motivation to close sales, but a lack of leads with which to work. When we voiced this concern to Rachel Moring, Sr. Regional Director of Sales for SNL, she answered with some specific advice,
“We should never run out of leads. The funeral home, if they allow you to work files, has unlimited leads, along with reading the obituaries. The obituaries provide extended family to do after-care with and also lists the organizations the deceased was a member of to approach for presentations.”
The resources and ideas are out there for you to take advantage of, but it may require some out-of-the-box thinking to find them.
We know, as preneed insurance agents, that everyone can benefit from our services. Sometimes, when frustration mounts, we lose sight of this attitude that we are serving those we contact. We truly are providing solutions for people who aren’t even aware of the impending problems yet. If you feel in a rut, sales-wise, and you’re not sure how to get out, remember what Johnny Cabrera, Regional Director of Sales, always says,
“Success comes from within yourself. Desire + planning + study + action = success.”
Which of those elements are you currently lacking? What can be done NOW to balance out that equation?
Regardless of the number of years of experience you have in this field, everyone can get caught up in the comparison game. If you feel that your sales could improve because you’re not doing as well as so-and-so or you’re not setting the same goals as what’s-his-name, you may be focusing on the wrong things. Preneed insurance is really an individual business, and you will get out of it what you put into it. There may not be one magic solution for every agent, which is why Steven Lowery’s (Final Expense Market Sales Director) advice is so pertinent to every individual who wants to improve:
“The trick is to remember to be YOU. Prospects buy YOU. Don’t fake who you are. It won’t work. If you are naturally reserved and serious, that’s okay. If you are gregarious, that’s okay too. Always be professional, but let your own personality shine through.”
