Focus on This Group to Sell More Preneeds

Do you know the secret of firms that sell the most preneeds? It’s actually pretty simple: They concentrate their efforts on the portion of leads that most firms ignore, which we call the 42 PERCENT. It works like this: About 8 percent of your leads are red-hot; they’ll buy immediately. About 50 percent, believe it or not, will never buy at all. That leaves 42 percent, a group you can convert with a smart process of nurturing and follow-up, as Welton Hong describes in this video.

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