Jeffrey Gitomer has taught me a lot...
I own at least 6 of his books, and I subscribe to his weekly Sales Caffeine newsletter...
His philosophy is summed up in this simple phrase:
"You can't be a winner if you're a whiner, weiner."
Thank you, Mr. Gitomer.
You see, there are many in our field that prefer to whine.
Whining is easy. It let's them off the hook. It allows them to remove themselves from accountability.
Point the finger at someone else, it's THEIR fault...
Isn't it?
Is it? Really?
The economy...a competitor...lazy, no good staff...discounters...direct cremation...Jessica Mitford...the media...
Really? Is it their fault?
Or have you gone soft? Have you lost your edge? Are you not willing to invest yourself 100% in your business anymore?
Are you too old to eat, sleep and breathe the business?
What is it?
What is keeping you from action?
What is keeping you from success?
If you aren't living the dream, the person whose fault it is can be located in your bathroom mirror.
Remember "No Fear" back in the 90's?
A lot of cool sayings (on clothes I couldn't afford at the time)like:
"Winners do what the losers didn't"
Anyone seen the "Living By It" video by Harley-Davidson? Hunt it up on the Net if you can...it talks about things like this, with a Harley slant of course.
Winners do. What losers don't.
Winners just do.
They take action. They make choices.
Losers look for excuses. Scapegoats. They cling to any scrap of support for their inaction. "I don't have the money" is one of their favorite hymns.
Losers don't do a lot of things.
Losers sure don't win.
Are you a winner?
Are you a loser?
You have a choice to make. Which side of the tracks do you want to be on?
I have given you 8 options on my website http://danielheaman.com to help you back to the right side of the tracks. For as little as a C-note.
Welcome back.
To your success,
Dan Heaman, CFSP
PS - Be the first in your market to develop the Ultimate Preneed Sales Letter...dialing for dollars is for rookies.
Your friend and customer Mr. & Mrs. John Q. Older-Adult don't trust folks on the phone much anymore, unless your name is Ron Popeil, Dr. Phil or Billy Graham.
The invention of the "No Call List" should have been the first clue.
The Ultimate Preneed Sales Letter...order yours before you-know-who does!
D
Saturday, October 17, 2009
Thursday, October 8, 2009
Whew! A long vacation even for me!
Greetings and salutations friends!
That is, if there are any still out there!
I've been focusing on my PAYING writing gigs since the spring...copywriting and articles out the wazoo. (including being asked to be the ONLY English-speaking contributor to an international funeral director's publication!)
How 'bout them apples, huh?
It is good to be back. As you have come to expect from me, I have continued to further my skills, push the envelope, expand my horizons...
Here's what I have been pondering lately...
What is the difference between Disney and Six Flags?
One is thriving...the other struggles.
One satisfies...the other tries.
Why is it that people don't seem to mind ponying up $100 dollars a day for one, but gripe and moan about the other charging less than half that?
Most importantly, what do we learn from this?
How can you translate the magic of Disney and incorporate it into funeral service?
I have some ideas.
You probably should, too.
Disney sure does...do you want to compete with them?
Let's talk about this, shall we?
In the meantime, talk a cyberstroll over to my re-launched website at
http://danielheaman.com.
I've put the old Guerrilla Director website to pasture...but the spirit endures!
The seasons have turned, the time of year that always stirs my soul.
The season of harvest, time to reap what you've sown this year.
If the harvest is on the skimpy side, maybe you and I should talk.
Fertile minds working together can't hardly lose!
It's good to be back, kids!
As always, toasting your success!
Dan Heaman, CFSP
The director formerly known as the guerrilla
PS - I've got a couple of good articles in the October trade magazines out now...The Director and Funeral Business Advisor. Check 'em out~
That is, if there are any still out there!
I've been focusing on my PAYING writing gigs since the spring...copywriting and articles out the wazoo. (including being asked to be the ONLY English-speaking contributor to an international funeral director's publication!)
How 'bout them apples, huh?
It is good to be back. As you have come to expect from me, I have continued to further my skills, push the envelope, expand my horizons...
Here's what I have been pondering lately...
What is the difference between Disney and Six Flags?
One is thriving...the other struggles.
One satisfies...the other tries.
Why is it that people don't seem to mind ponying up $100 dollars a day for one, but gripe and moan about the other charging less than half that?
Most importantly, what do we learn from this?
How can you translate the magic of Disney and incorporate it into funeral service?
I have some ideas.
You probably should, too.
Disney sure does...do you want to compete with them?
Let's talk about this, shall we?
In the meantime, talk a cyberstroll over to my re-launched website at
http://danielheaman.com.
I've put the old Guerrilla Director website to pasture...but the spirit endures!
The seasons have turned, the time of year that always stirs my soul.
The season of harvest, time to reap what you've sown this year.
If the harvest is on the skimpy side, maybe you and I should talk.
Fertile minds working together can't hardly lose!
It's good to be back, kids!
As always, toasting your success!
Dan Heaman, CFSP
The director formerly known as the guerrilla
PS - I've got a couple of good articles in the October trade magazines out now...The Director and Funeral Business Advisor. Check 'em out~
Saturday, March 7, 2009
Hope Springs Eternal
Ahhhhh....the windows are open...the magical winds of the vernal equinox are already starting break the gray crust of Ol' Man Winter's grasp...we're not free yet, but it's coming.
Time to shake off the old and grab the remainder of 2009 by the neck.
The business world and rules of commerce once again have shifted, friends.
Are you following it? Did you know that there are more customers at play now than there have been in a long time...what are you doing to woo them?
Tell me...I want to know!
Here's a spring fling freebie for you ~
Shoot me an email with your plans for the new year. Be as specific or vague as you want. I take a look and give you some FREE advice on how to ramp it up!
One of you will get a phone call from me, completely free and with only one purpose:
to help you give your competitor the business equivalent of a knee to the groin.
Let him or her keep fooling themselves that they can keep doing whatever it is they have been while you outplay, outsmart and outlast them.
You're ready for that, aren't you!
Fire away!! I'm here waiting! Every email will be answered at dan@guerrilladirector.com.
Cheers!
Dan Heaman, CFSP
The Guerrilla Director
Time to shake off the old and grab the remainder of 2009 by the neck.
The business world and rules of commerce once again have shifted, friends.
Are you following it? Did you know that there are more customers at play now than there have been in a long time...what are you doing to woo them?
Tell me...I want to know!
Here's a spring fling freebie for you ~
Shoot me an email with your plans for the new year. Be as specific or vague as you want. I take a look and give you some FREE advice on how to ramp it up!
One of you will get a phone call from me, completely free and with only one purpose:
to help you give your competitor the business equivalent of a knee to the groin.
Let him or her keep fooling themselves that they can keep doing whatever it is they have been while you outplay, outsmart and outlast them.
You're ready for that, aren't you!
Fire away!! I'm here waiting! Every email will be answered at dan@guerrilladirector.com.
Cheers!
Dan Heaman, CFSP
The Guerrilla Director
Thursday, February 5, 2009
Good times and riches and son-of-a....
Ahhhh...the sweet, sweet pain of a dysfunctional workplace.
We've all been there....some of us might even still be there.
You know, in the good ol' days of my apprenticeship, I had the great fortune of studying under and modeling my style after one of the most gifted funeral director/embalmers I've ever known.
Hadley had words of wisdom for me, which have stuck in my head like verbal Krazy Glue.
"Danny...this business will do one of three things to you. It'll turn you into 1) a drunk, 2) a nut or 3) a bastard. Choose your path wisely."
Oh, I've worked with and for my share of drunks and bastards...I imagine many of you have, too.
The fraternity antics, hazing of "new meat", verbally and sexually harassing co-workers...and that's just the women!
just kidding, folks...no need to fire off a slew of corrective email.
But seriously, if you are noticing change in your staff like increased hostility, tension, frequent absences and tardiness~you might have a problem.
The emotionally charged atmosphere of funeral service lends itself to destructive, dysfunctional employee behaviors, especially in a managerial vacuum...hell, even the ol' Guerrilla himself has been known to fire off a scathing review of co-workers and or managers...
But it's not healthy...nor is it good for your bottom line. Provide, Nay, ENSURE appropriate stress relief is at the ready for your staff...it can be as simple as letting them take a long lunch on a slow afternoon, provided that they can be reached and return quickly if needed.
Keep your good weather eye on your front liners...quench the flare ups before they rage into blazes, or you might get burnt.
Until next time,
Dan
We've all been there....some of us might even still be there.
You know, in the good ol' days of my apprenticeship, I had the great fortune of studying under and modeling my style after one of the most gifted funeral director/embalmers I've ever known.
Hadley had words of wisdom for me, which have stuck in my head like verbal Krazy Glue.
"Danny...this business will do one of three things to you. It'll turn you into 1) a drunk, 2) a nut or 3) a bastard. Choose your path wisely."
Oh, I've worked with and for my share of drunks and bastards...I imagine many of you have, too.
The fraternity antics, hazing of "new meat", verbally and sexually harassing co-workers...and that's just the women!
just kidding, folks...no need to fire off a slew of corrective email.
But seriously, if you are noticing change in your staff like increased hostility, tension, frequent absences and tardiness~you might have a problem.
The emotionally charged atmosphere of funeral service lends itself to destructive, dysfunctional employee behaviors, especially in a managerial vacuum...hell, even the ol' Guerrilla himself has been known to fire off a scathing review of co-workers and or managers...
But it's not healthy...nor is it good for your bottom line. Provide, Nay, ENSURE appropriate stress relief is at the ready for your staff...it can be as simple as letting them take a long lunch on a slow afternoon, provided that they can be reached and return quickly if needed.
Keep your good weather eye on your front liners...quench the flare ups before they rage into blazes, or you might get burnt.
Until next time,
Dan
Wednesday, January 21, 2009
A whispered bit of advice...
Lean in close...I don't want everyone to hear this ~
No matter what the economy is doing...no matter what your competition is doing...you, and you alone will decide if your firm is going to thrive this year or dive this year...
You're welcome~
Dan
No matter what the economy is doing...no matter what your competition is doing...you, and you alone will decide if your firm is going to thrive this year or dive this year...
You're welcome~
Dan
Thursday, January 15, 2009
A funeral industry bailout?
Greetings, friends!
And, might I add, thank you for patience with my extended absences from this virtual paradise this past year as I stood by my wife as we worked through a series of surgeries, pain management, physical therapy and other related (and ineffective) tortures. She had her most recent (and hopefully last!) surgery this morning. Keep her in your thoughts!
That being said, to those of you wondering what that salty car ad spoof has to do with our neat little corner of the business world?
One word, folks.
Arrogance.
While that ad was neither created nor sanctioned by The Grande Tres, it certainly rings true, no?
Arrogance, and its siblings laziness, stupidity, et al.
Causes of death on the once admirable and innovative American automotive industry's death certificate.
AND current diagnoses of our own beloved profession.
How long have we acted like our consumers had no other choice?
How long have we jacked up prices and maybe cut services...for the sake of the bottom line?
Have we tried to swap in those crappy Asian slave labor caskets in the place of our own countrymen's handiwork, and not adjusted the price to accurately represent our cost and a reasonable profit margin? All in the vain hope that the consumer won't notice? Or perhaps we think that they're not smart enough to notice....
In short...is our industry the next to do the Walk of Shame and have to get in line with the failed and disgraced to beg for our futures? Because of our arrogance?
Will the next ad spoof feature a hearse/casket coach/Eternal Edsel or whatever we call 'em these days? With the headline beginning "You didn't buy our shitty caskets..."
A bad economy is already taking its toll on our margins...factor in arrogance, bad management, and you've got yourself a one way ticket to the bank...hat in hand...head down...asking for a bit of charity.
And we'll deserve it. Too many of us are still operating like it's 1979 and discounters are a blissful 15 years away from being any sort of appreciable threat, consumers were still fairly loyal and had not begun the tectonic shift away from their relational buying habits to transactional buying habits...
Do you get it yet?
Are you still firmly esconced in the sand, Mr. Ostrich?
Do you see your possible future?
And what are you going to do about it?
Let me know...I want to know who wants to live and who wants to be the punchline of some late night talk show host's joke...
Dan
PS - Oh yeah...I'm as irritated as I sound!
And, might I add, thank you for patience with my extended absences from this virtual paradise this past year as I stood by my wife as we worked through a series of surgeries, pain management, physical therapy and other related (and ineffective) tortures. She had her most recent (and hopefully last!) surgery this morning. Keep her in your thoughts!
That being said, to those of you wondering what that salty car ad spoof has to do with our neat little corner of the business world?
One word, folks.
Arrogance.
While that ad was neither created nor sanctioned by The Grande Tres, it certainly rings true, no?
Arrogance, and its siblings laziness, stupidity, et al.
Causes of death on the once admirable and innovative American automotive industry's death certificate.
AND current diagnoses of our own beloved profession.
How long have we acted like our consumers had no other choice?
How long have we jacked up prices and maybe cut services...for the sake of the bottom line?
Have we tried to swap in those crappy Asian slave labor caskets in the place of our own countrymen's handiwork, and not adjusted the price to accurately represent our cost and a reasonable profit margin? All in the vain hope that the consumer won't notice? Or perhaps we think that they're not smart enough to notice....
In short...is our industry the next to do the Walk of Shame and have to get in line with the failed and disgraced to beg for our futures? Because of our arrogance?
Will the next ad spoof feature a hearse/casket coach/Eternal Edsel or whatever we call 'em these days? With the headline beginning "You didn't buy our shitty caskets..."
A bad economy is already taking its toll on our margins...factor in arrogance, bad management, and you've got yourself a one way ticket to the bank...hat in hand...head down...asking for a bit of charity.
And we'll deserve it. Too many of us are still operating like it's 1979 and discounters are a blissful 15 years away from being any sort of appreciable threat, consumers were still fairly loyal and had not begun the tectonic shift away from their relational buying habits to transactional buying habits...
Do you get it yet?
Are you still firmly esconced in the sand, Mr. Ostrich?
Do you see your possible future?
And what are you going to do about it?
Let me know...I want to know who wants to live and who wants to be the punchline of some late night talk show host's joke...
Dan
PS - Oh yeah...I'm as irritated as I sound!
Sunday, January 11, 2009
Back in Black, baby!
Now the holidays are behind us and the credit card bills are before us...
Let's get back to work, shall we?
Before we plunge headlong into the maelstrom, let's take a moment to gather our thoughts and reflect on the absurdities of the past year with a little levity...
The image above cracks me up...mainly because it's true. And I say this as a man who only buys American cars...even when they don't deserve it. Kind of like all the folks who stayed with Harley-Davidson during the crappy '70s/AMF years...
Before I get chastised for the coarse language in the ad, allow me to state that I did not create it, but found on another site (Special thanks to Anita Thompson and the Owl Farm blog!)
Try not to squirt too much milk from you nose, and I look forward to riding the blogger range again soon!
Cheers!
Dan
PS-How does this "ad" pertain to our industry? It really does if you just think a bit outside the normal realm. Drop me an email if you want me to fill you in...
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