Funeral Director Training: It’s not cremation that’s killing our business…

As a funeral consultant, I interact with at least 25 funeral home owners on a typical week and through social media I’m in contact with hundreds of funeral directors.  When I ask, “What’s the biggest challenge you face in the funeral profession?” almost on key I hear, “cremation is killing us.”  Cremation is by no means the major challenge we are experiencing, it’s our failure of “doing the business of the business.”

Let me explain by asking questions.

• Cremation is a disposition. As such, funeral directors have the same opportunity to embalm as burial. Why doesn’t that conversation take place during cremation arrangements?
• Why do burial families pay full price for basic service fee and cremation families get a discount on the exact services performed?
• Why doesn’t every family receive a complete presentation for disposition of cremated remains including interment, scatter, keep, urn, and jewelry options?
• Why don’t funeral homes get paid in full or secure payment prior to signing a goods and services contract?
• Why don’t funeral directors train on their profession (not CEU) weekly to improve their skills (like the four questions above)?
• Why do funeral home owners pay accountants that give them a P&L statement and balance sheet but no advice on how to increase their profit?

Take a moment and answer these questions honestly.  It’s not cremation; put some mirrors up in the funeral home and you’ll see the problem.

From the Command Post (West), Cheer’s Y’all!  #thefuneralcommander