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Leadership

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As we launched into 2017, I see all sorts of resolution and other feel good articles how to live a better life this year.  Frankly, I wonder why we need prompting to do what should be done in the first place.  For most people, there are a few top “resolutions” with simple solutions:

  1. Want to lose weight and get in shape? Quit eating poorly and exercise.  The food that goes into your mouth comes directly from your own hand.  You don’t need a gym membership to roll your carcass out of bed in the morning and take 30-45 minutes to walk/run, do some push ups, planks, and get on with your day.  Get your ass out of bed a little earlier in the morning, exercise, and quit eating junk. Why is that so difficult?
  2. Want to make more money? Focus on what brings in revenue rather wasting time on crap that does not pay the bills.  Take a look where the money comes from and increase your effort to make more.  The harder you work, the luckier you get, monetize everything!
  3. Want to live a better life? Read 1 & 2, then organize your time:
  • Each day has 24 hours and each week has 168 hours.
  • If you work 45 hours per week, that leaves 123 hours.
  • If you sleep 48 hours a week (8 hours a night), that leaves 75 hours.
  • So that leaves 75 hours a week, 10.71 hours a day that you are not working or sleeping.  Surely if you want to better educate yourself, start a new hobby, spend more time doing anything, the math above dictates that it’s possible.

Make the decision to take command of yourself and life will get better.  From the Command Post (W), Cheers Y’all! #thefuneralcommander

 

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If your funeral home has accounts receivable, your payment policy is worthless.  The funeral director in charge of arrangements perpetuates the problem and owners are guilty of holding anyone accountable with a lack of leadership.  As a funeral business consultant, I can quickly diagnose the situation by studying the A/R and role playing as a family member in an arrangement session.  Fortunately, I have the solution to fix the cash flow problem; however the decision lies squarely on the shoulders of funeral home ownership.

Why is the decision so difficult for funeral home owners to make a commitment to improve their cash flow and significantly reduce their accounts receivable?  By doing so it’s an admission that their arrangers care less and are unaccountable.  Owners would rather scramble to make ends meet (because cash flow is suffering) than actually take charge of their business by changing behavior of funeral directors.  Additionally, there is a cost for professionals to conduct adequate training.   Professional training solves cash flow and other funeral home operations problems, yet owners rarely seek training as a source.  Rather they create knee-jerk processes with no accountability or device to measure success or failure.  Ultimately, the inmates are running the asylum.

A working payment policy is predicated on use of the GPL and offering payment options near the beginning of the arrangement session.  “Talking about the money” should not be put off until the goods and services statement is provided at the end of the arrangements.  Ever wonder why families must take a bathroom or smoke break when the goods and services statement comes out?  It’s because the funeral director failed to do his or her job by addressing the second most important issue for a family (right behind the death of a loved one); “How are we going to pay for this?”

If a funeral home has accounts receivable, the payment policy isn’t working and neither are the funeral directors.  Don’t like it?  Do something about it and make a damn decision, or just continue the failure to collect the funds needed to make payroll.  Sooner or later, you’ll need to email jeff@f4sight.com.

Back and refreshed from cigars, libations, great food and time with my family at the Command Post (East), Cheers Y’all! #thefuneralcommander

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It’s Veterans’ Day and I am going to utilize my constitutional right to voice my opinions.  Although every American has such a privilege, I’ve certainly earned mine.  Yep, I’ve turned into one of those “old crusty guys” and my uniform hangs in a closet. I’m one that places my hand over my heart standing at attention (if not saluting) when our flag passes in a parade or during the National Anthem. Today you may see many like me wearing hats adorned with ribbons and badges that to most, have no meaning.

Every Veterans’ Day I get a bit reflective and at the same time, I think about the blessing of belonging to the best fraternity in the world; people that would give their life for others. See, when we take the oath of office, we swear that we will protect and defend…everyone!  I still keep that oath and I swear, I would still fight today. In fact while writing this, I get a serious case of whoop-ass.

I have been in harm’s way and witnessed the only form of the perfect society.  Muslims, Jews, Baptists, Catholics, Blacks, Whites, Asians, Hispanics, Men, Women, and yes I’m sure a few Homosexuals prayed together because we knew we could die together. We were willing to die for something bigger than ourselves: a common purpose.

Our nation just completed an election, and many think it was seriously contentious.  Yeah, it was a bit rough, but there were times in our history we were literally battling on our own soil, even against each other. The Facebook and Twitter cowboy bravado was hilarious because it was like watching a pillow fight at a junior high girls’ sleepover. I am actually enjoying the aftermath of watching the crying and sore losers. College students are allowed to miss class to grieve the election results and protesters take to the streets because the outcome didn’t go their way, bless their little fragile cupcake hearts.

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Yes it turns my stomach, but I know it was us Veterans that gave them the freedom to display their selfish and myopic behavior. I can assure you that the men and women serving all over the world got up Wednesday morning, put their uniforms on, and did their assigned duties. Why? Because they perform their duties for something greater than themselves: our democracy. In fact, they provide the freedom for the “I didn’t get a trophy” college weaklings, the naerdowell protesters, and the knee-bending attention-seekers.

Today is our day.  The 11th day of the 11th month that honors the men and women that offered to give their life for our way of life.  I have generations of family (including my son) that served and hundreds of people I served alongside for the same principles.  There are few like us and my salute to all.

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For everyone else, just for today, if you don’t like the way things turned out, keep your pie-hole shut unless you thank those that gave an oath for your privilege to vote. From the Command Post (West) and ready to kick ass to someone that disagrees with me today, Cheers Y’all. #thefuneralcommander

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I was recently shocked when a couple of friends that work for a big funeral industry supplier were told by their management “relationships don’t matter, it’s all about productivity.”  This is simply not true because a relationship is the only glue that binds the brand to the customer. Say what you may, the funeral profession is about relationships. I have yet to meet an owner of a funeral home that buys from or does business with someone they really dislike.  In fact, in many cases it costs more to work with someone you like because of the value brought to the relationship.

As funeral home owners and directors, pause and consider that the families you serve are exactly the same. The majority choose a funeral home because they have a relationship with the owner or staff. Just below in rank of why a consumer chooses a firm is because the firm served a family member or friend in the past (notice price is not even at the top two).

Large gatherings like NFDA and ICCFA offer us a reason to arrive from all corners of the earth to commune with each other for a common purpose.  These few days of the “Funeral Super Bowl” in Philadelphia provide attendees many opportunities to become better educated and access to what’s new. However, the most important aspect of the gathering is strengthening old relationships and developing new ones.

As you know, I’m all about technology, Social Media, and new sources of reaching people. But the most effective form of communication is looking into someone’s eyes, conversing face to face, and listening.  A handshake, warm introduction, and genuine conversation are more captivating that “20% discount.”  Of course my preferred method is Mano y Mano, with libations and a cigar perhaps even during a round of golf. I have a very keen bullshit meter and I easily separate authenticity from superficial and the Mano y Mano method tends to prove true.

Interesting that even lower costs or fees has no relevance in a positive relationship (unless you want a cheap date). Relationships are a two way street with mutual trust and respect at the forefront. If you are here in Philly, let’s connect at booth 4318 or send me an email jeff@f4sight.com so we can schedule time together.  I’ll shake your hand, look you in the eye, and listen.  If we can get to it, I know a great spot for a libation and cigar which is always in order.

From the FOB in Philadelphia, Cheers Y’all! #thefunealcommander

 

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I consider vacation a blessing that provides time for me to relax and reflect prior to returning to “the world.”  I learned several years ago that just a few days off does not offer me the time necessary to “download and relax.” Therefor annually I take anywhere from ten to fifteen days off.  Of course, my favorite place on the planet to vacation is in Aruba.

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Relaxing from the fast pace and my own self prescribed high energy constant motion is no easy task.  The beautiful beach, cigars, libations, and being with my bride creates such an atmosphere for me to completely unwind.  I become introspective about my personal and work life while on this annual trek. Similar to a birthday, I believe that God provided me another year to enjoy such a time as this and I look forward to what the future has in store for me, my family along with my professional life.  I am blessed.

I have returned to the Command Post (West) ready to continue leading on the battlefield of funeral industry innovation and making positive changes in our profession.  I’m back…#thefuneralcommander

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