March 1999
The Director - Features
Preneed for the Smaller Funeral Home
Consistency and discipline are the keys to successful preneed programs
Many small funeral homes—ones that serve less than 200 families annually—fail to recognize their advantages in establishing a successful preneed program. Along with the home court" advantage they have in their community, small funeral homes implementing a preneed program need fewer counselors, making management issues less complex.
Preneed for the Smaller Funeral Home—Consistency and discipline are the keys to successful preneed programs explains four factors that are necessary for a successful preneed program—commitment, math, a systematic process and accountability. It recommends how many prospects a preneed counselor should contact on an annual and weekly basis and how many sales they should expect to make. It also offers tips on obtaining referrals and explains the button-up" technique for clients that are second-guessing their decisions.
The article was written by Alan Creedy, president of Trust 100, an independent marketer of prepaid funerals in Eastern North America. While his professional status is as a certified public accountant, Creedy has led several funeral organizations to market prominence during his 20-year career in the profession. He can be reached at 800-878-7810 or
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