How strong is your preneed program? Passive, active or progressive? Are you staying ahead of your competition? Will the results of your preneed program make your business more valuable in five years? How are you tracking your progress or success?
In 1996 when I helped start the preneed program at the local funeral home, I wasn’t worried about these questions – I was just worried about commissions. From a sales perspective, it was successful. I rose to the number one salesperson in North America for NSM’s (now Selected Independent) Monumental Life Plan and was in the Top 10 two other years as well.
Over the next decade, things started to change. The average age started to rise which meant commissions decreased. I had created a number of KPI‘s to benchmark the progress and future success of the program as well as a number of systems so that the program would work without me. Once I knew the systems were working and that the program was in good hands, I submitted my notice of resignation and started my consulting and marketing agency.
If you’re interested in the five key KPI‘s every funeral home should track for their preneed program and implement the five key preneed marketing channel maps to get the most out of your preneed marketing dollars, join me…