10 Commandments of Pre-Need Sales

The Ten Commandments of Pre-Need Sales

(and good, clean living too...)

1. Speak to People. There is nothing so nice as a cheerful word of greeting. 

2. Smile at People. It takes 72 muscles to frown, only 14 to smile.

3. Call People by Name. The sweetest music to anyone’s ears is the sound of their own name.   

    Growing up in the funeral business, my grandfather used to remind me how important a simple  

    philosophy like this is. He’d always remind me, “How you expect to bury someone if you don’t know 

    their name.”

4. Be Friendly and Helpful. If you would have friends, be a friend.

5. Be Cordial. Speak and act as if everything you do is a genuine pleasure.

6. Be Genuinely Interested in People. You can like almost everybody if you try.

7. Be Generous with Praise. Be cautious with criticism.

8. Be Considerate with the feelings of others. There are usually three sides to a controversy: Your 

    side, their side and the right side.

9. Be Alert to Give Service. What counts most in life is what we do for others. 

10. Add to this a Good Sense of Humor and a BIG Dose of Patience.

     Some years ago I sent a list similar to this to my customer base and got back a not-so-friendly letter that I keep with me to this day. This letter reminded me that some times what we intend to do doesn’t always mirror what we actually do. We get caught in the process and don’t pay attention to the details – we forget the human side. I am ashamed to say that the customer was right – I had fallen into a trap of treating that client as a number instead of a person. I had fallen into the trap of trying to call on more customers rather than making sure that one was taken care of and satisfied. Dave Ramsay calls this life lesson “Stupid Tax.” Please learn from mine so you don’t have to pay your own. Read the Commandments. Learn them. Live them. “Helping you help your family...” it’s what we do best.

We Need Your Help and Want to Hear from You!

     My goal through this series of Blogs is to give you some subtle suggestions to help yourself both personally and professionally. In addition, I would like some feedback from you to give me some direction as this process evolves and takes shape. Please email me with suggestions of what you would like to read.  Guy.Winstead@SecurityNational.com You can also contact us on the web at www.securitynational.com/preneed 

THE MOST IMPORTANT THING ABOUT GOALS IS HAVING ONE.

J.R. "Buddy" Winstead - One of the best men I ever knew.

     As I look back in the blogs that I've posted almost all either refer to or relate to an experience with my grand-father, Buddy Winstead.  So much of what I think and believe in the funeral business comes from his influence.  So much of what I think and believe in life comes from his influence.  Many of my "ism's" (as my wife so charmingly calls them) come from him.  Today, my grand-father died peacefully at his home.  I know we're in the funeral business; I know that my grand-father would want me to remember all of the many, many wonderful times we shared; all the family's he helped; all the good things he's done for his family and others - but I cannot express the absolute sorry and loneliness I have in my heart with his passing.  I knew this day was coming, but my heart is broken that it has arrived.  For my "Grandaddy Buddy" – I love you and miss you.  

You were one of the best men I ever knew...

iFuneral on iTunes and the App Store!

     Just a quick note - we're so proud to let everyone know that our industry first "iFuneral" rate calculator has been released on iTunes and the App Store!  Go and get your copy today - then call our Marketing Department for your personal activation code.  You must be an appointed and producing agent to receive your activation code.  Click HERE to find out more about our iFuneral Rate Application for the iPhone, iPad and iTouch.

www.securitynational.com/iFuneral

 Helping Someone Help Their Family

     I got the chance to help a family pre-arrange their funeral last week.  It was a new customer in a new town, in a new state and I was able to help them go through our paperwork and premiums.  It's been awhile since I've gotten to spend time actually writing a contract and get back into the process of helping families directly.  It was nice and rewarding.  I had to knock of some off some of the rust - but the whole process flowed along just as it should and everyone walked away feeling good about what took place.  With that being said - I wanted to post an article we published in our Security National Life Newsletter sometime ago about helping families.  I hope you like it.

     “Helping you help your family.” Whether you are just starting to help families or you are a seasoned pre-need counselor, you know the value and comfort that you give to a family when you help them help their family.

Most customers react in different ways when they start talking about their own funeral arrangements. As you deal with your families, remember to take care while deal- ing with their feelings. Take care as they try to handle talking about their own arrange- ments or planning a sick spouse, parents or god-forbid a child. Sometimes when we try to show the many ways that we can help them by offering; 1) different insured plans to fit their needs and ability, 2) different pay plans to help them with affordability, 3) different benefits they might be entitled to, 4) different ways to protect their family and 5) and for their own peace of mind that not only will their family not have to make funeral arrange- ments on the worst day of their life, but they also won’t have to worry about how to pay for that funeral. As you already know – your families need to reassured during your pres- entations that you are there to help them help their family, not to pressure them. Again, most families don’t realize what programs are available to them or don’t understand how your help could help their family emotionally and financially.

     If you’re not careful, people will feel that they are being pressured instead of be- ing informed. They think that you are only trying to sell them something instead of trying to help. If they only new how much pre-arrangements have helped so many families – you have to show them how it will do the same for them. I have never had anyone tell me that they wished their loved ones had not pre-planned their funeral, but I have had many people tell me that they had waited too late and they wish that they had pre- planned together, they wish I had been more persistent with them.

     Some of the time if you sense someone is feeling pressured, go over with the fu- neral director or funeral home owner about what you have shared with the family about pre-need and what you think the objections are, financial, want to talk to their children, someone they know had a problem with their old pre-need program, etc. Sometimes a call of support for a pre-need plan and assurance that the pre-need representative is trying to help them and has ask the funeral director see if they have any questions he can help them with.

     If we can help you or you want to help families help their family - please visit us at www.securitynational.com/PNrecruit.  Fill out the form and one our capable field managers will be glad to help you with a new opportunity!  Speaking of new opportunities, please check back later to meet our new Account Representatives at Security National Life's Pre-Need Division.

Doug Gober sure can pack a punch!

     I am attending the Utah Funeral Director’s Convention in Salt Lake City this week and it’s been a great convention so far.  This morning I sat for two (2) hours and listened to Doug Gober, Executive Director at Matthews International give a fantastic presentation on the state and potential future of the funeral industry.  If you’ve never heard Doug speak – close your eyes and think of a red-haired Dave Ramsey.  Their mannerisms are quite similar – passionate about the topic, factual about the information, pointed in the delivery; and all with a gentle southern accent.  This was the first time I’ve had a chance to actually sit down and listen, truly listen to one of his presentations – and it was so refreshing to hear someone else from our industry talk about the changes that some of us stick our heads in the sand about.  It was nice to hear another industry insider talk about the “buying relationships” of our customer base – those deep-seated practices and patterns that we ask families to throw away the day they deal in our line of business.  The dynamic of host family and established funeral practice and how they seem forever locked in a dance with poor rhythm.

    In any industry change is hard and sometimes I think it’s twice as hard in the funeral business.  Mr. Gober talked about “Strategic Breakthrough” today and what those breakthroughs do to our industry.  I remember when my family’s funeral home purchased a revolutionary piece of modern technology called a…FAX MACHINE.  I remember to this day my grand-father getting mad at not only the price of this “FAX MACHINE,” but didn’t want to grasp the concept that we couldn’t just as easily still run an obituary down to the newspaper’s office like we’d always done before.  I know there are still funeral homes out there that don’t have a computer for fear of Y2K (10 years after the fact).  Now we've introduced iFuneral and hopefully this year an electronic contract that will make your pre-need experience so much easier.  Now please understand – I’m not picking on anybody for not wanting to embrace technology.  I talk all the time about staying within your own comfort zone, but it was just nice to hear someone other than myself get all fired up about our industry and the good things we can do – if we only make the decision to change, then do it.  Thanks Doug for your insightful words – they are appreciated!  My Best, Guy Winstead

REPOST - Looking for Good People to Help SNL Expand!

REPOST - Looking for Good People to Help SNL Expand!

     It seems like every time I turn on the television or read the paper I'm reminded that the economy is still in jeopardy.  Fortunately for Security National, our business is up and we're expanding into new states.  As I've been doing interviews over the past few weeks - I have found that there are some outstanding people looking for work and I hope I have the opportunity to align myself with some of them.  It's been quite an eye-opener to talk to individuals that have a strong education, dynamic personalities and outstanding sales experience, but because of the economy are unemployed. 

     While I have outstanding candidates to interview in some states, I have had some difficulties finding some in others.  I have to admit up front that my wife calls me "picky" and a "perfectionist" and "practically impossible;" - my response is that I'm a man who knows what he's looking for.  I've combed resumes, posted the position but haven't quite found a group of candidates that are just what I'm looking for in a couple of states.  With that said, I thought I might try this blog as an outlet for trying to give someone a great job in a down economy.

     I am looking for an employee to cover the states of Georgia and South Carolina.  I would prefer a Funeral Director background or some type of funeral experience/pre-need experience - but that isn't absolutely necessary.  While I believe that most pre-need companies are "product" driven - at Security National Life, we try to bring a service approach to our pre-need business so I'm looking for a individual that can buy into our marketing philosophy.  As I said earlier - this is an employee position with a base salary, override on business written and monthly bonuses on production and an annual efficiency bonus.  If you think you might be interested or know someone who might be interested - please email me at:  guy.winstead@securitynational.com or call my office at 800-826-6803.  You can also visit our career page by clicking on the link below, select that your looking for a job - fill out the form and attach your resume.  If you don't have a resume, simply follow this link:  www.securitynational.com/PNrecruit and provide your information and I'll contact you - It's that easy!

     We're a great company with that family feel to us and I can't wait to talk to you about this excellent opportunity as we expand!

I'm interested in a position with

Security National's Pre-Need Division!

Daily Work Plan

     If you know me at all, you know I’m all about having a plan. As an agent I had to work by a schedule or I would find myself (potentially) wasting days upon days because I didn’t have a routine or Daily Work Plan. Below is an idea I would like to pass on to you in hopes that it might help you as it helped me.

    Work a plan today! Make this a daily work plan. You probably won’t be able to follow exactly; there will be interruptions. The unexpected will happen, but try and follow this as closely as you can. Make adjustments for changes and don’t let changes ruin your day. As adjustments come, try to get back on track as quickly as possible. Keep your eye on your objective and your mind and actions on the work plan for achieving your goals; buying that new house, your children’s education, a new car or whatever your objective may be. Here is a suggested starter plan. It is 100% better than no plan at all.

     Your plan needs to be for YOU, and YOUR FAMILY. You and your spouse need to plan around family activities – it is as impor- tant as a pre-need appointment. If you do not share in taking children to ball games, school, family events or just relaxing into your plan - when will you do it? Almost everything that you have or need to do can be planned ahead.

EXAMPLE WORK PLAN:

9:00 – Noon        Prospect, deliver obituaries, make presentations, return calls promised from the

                           day before. (Remember: retired and older families are usually home during morning     

                           hours.)

Noon – 1:00        Lunch

1:00 - 2:00          Practice, study, read, complete daily reports, listen to sales or self-development CD’s 

                           and tapes.

2:00 - 5:30         Rest, relaxation, recreation, pick up children, play golf, run errands, etc.

5:30 - 6:00         Dinner (Or where I’m from we call it Supper)

6:00 - 6:30         Re-map evening appointments.

6:30 - 9:00        Best hours for presentations, delivering obits, sales, setting appointments, and  

                         catching all ages at home.

Total: 8 HOURS WORK TIME

     This is just a sample work sheet. You will have to work your own time frame around your other obligations. Just remember that work time pays the bills and allows your family to have what they need. If you can work evenings every other day it is better than not working evenings at all. If you take off a day during the week, work half a day Saturday. Saturday morning is a great day to catch people at home and find families that you can visit the next week and set an appointment with them.

     Self-discipline must be developed and maintained if a person wants to succeed. Time management and self-discipline are the key ingredients to successful planning. Time can work for you or against you. Which would you have it do for you? De- velop the planning habit.

Please visit the following websites for a look into the Security National Life Pre Need Division:

http://preneedindustry.blogspot.com

www.securitynational.com/iFuneral

www.securitynational.com/preneed