Before I started making sales pitches to CFOs, Directors, and VPs on why I think they should make VARO Healthcare an extension of their business office, I was making sales pitches to regular people (all jobs aside) - in their homes. And guess what I was selling? I was selling cemetery plots. Yep. But, it was BEFORE death. Awkward. Cold-calling daily and making appointments with people in their homes to convince them to pre-plan their funeral expenses. I’d go through an entire presentation all the while trying to evoke some sort of emotion about how much better it is to pre-plan rather than put your family through the hassle of dealing with it after they die. Weird, I know. It’s difficult to persuade people to believe in what you’re selling, even though YOU believe in it, “yes, you should spend XYZ now to pre-plan so your family won’t have to later”.