Knowing Too Much Causes You To Underserve Families

Some years ago a study was conducted. A group of people were divided into “tappers” and “listeners”. The tappers were asked to pick a popular tune and tap it out and the listeners were asked to identify it. The study found that the “tappers” predicted that the listeners got it right at least 50% of… [Read More…]

Part 3: The Owner Is Ready

Maybe you are anxious to exit your business. Or perhaps you dread the day you will no longer be involved. Either way for a successful business transfer you need to be ready. It has been my experience that when people think they are ready and even eager to exit the business they have only given… [Read More…]

Part 2: The Business Is Ready

I have lived in my house for 30+ years and we are getting ready to sell and move closer to my daughter and her family. I have two goals: Sell for top dollar Sell quickly So we are getting it ready by repainting it and updating a few odds and ends. Not more than we… [Read More…]

Should Women Wear Pant Suits?

I seem to have a penchant for joining fights that aren’t mine. Not long ago I was presenting a seminar on dress and decorum to funeral directors at a large state convention. Several women asked for my opinion on wearing pants. Frankly, I hadn’t thought about it so I didn’t have one. Since then, I… [Read More…]

Lincoln’s Thanksgiving Proclamation

I think it is fitting to celebrate Thanksgiving by reading Lincoln’s original Thanksgiving Proclamation with my family.  Here it is in its entirety: By the President of the United States of America A Proclamation 1863 The year that is drawing towards its close, has been filled with the blessings of fruitful fields and healthful skies. To… [Read More…]

Is Funeral Service Ready For Innovation?

Uhhh…NO! I got an email from Harvard Business Review today. It invited me to take an assessment on innovation readiness for my company. Instead, I took it as if I worked for all of funeral service as I know and experience it. The results weren’t surprising but still disturbing. I did my best to be… [Read More…]

Casket Merchandising and The Hawthorne Effect

The Hawthorne effect occurs when individuals modify or improve an aspect of their behavior in response to their awareness of being observed.  The concept is more simple than it sounds. People change their behavior when they are being observed. Where this applies to casket merchandising is subtle but important. The profession has come to rely on a… [Read More…]

Families Aren’t Your Typical Consumer

Many consider the advent of the Internet to have ushered in the “Age Of The Consumer.” The balance of power (inherently favoring the holder of information) has clearly shifted in a way that at least provides parity between vendor and customer. In the case of those unfortunate products and services which are considered commodities, the balance… [Read More…]

A New Approach To Price Shoppers

I subscribe to the Harvard Business Review Blog and an interesting article came through today that I wonder might have application to those of you who might be challenged by low price competitors. It is a way to separate those who are truly price shoppers and those who are looking for value. It also might… [Read More…]

How To Overcome Negative Stereotypes

“The best way to break a negative stereotype is to shock the stereotype” The Funeral Profession plays to the negative stereotype by the persona they cultivate: Formal, unapproachable, dignified, conventional, guardians of the past and so on. I have found one of the best ways to shock a stereotype is with humor. If I owned… [Read More…]

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