The Creedy Commentary
Preneed 402b: How to Compare Apples With Apples: Insurance Products
Having addressed, last week, assumptive fallacies let’s look at the actual mechanics of comparing products. Here is an apples to apples comparison of 4 products from 3 of the 4 companies I would be willing to work with. CLICK ON THE IMAGE TO SEE IT IN FULL SCALE. Notice that for each product the Prearrangement […]
Preneed 402a: How to Compare Apples With Apples: Insurance Products
To keep this as brief as possible I am breaking it into two segments. One this week and another next. I am sure, dear reader, you have already experienced how difficult it is to compare insurance products on an “Apples to Apples” basis. I am briefly going to share with you what I have learned over the […]
Preneed Math 301: Commissions
The theory of commissions is that it motivates producers to produce more. This is not necessarily true. What is true is that if you overpay two things happen: Your program becomes economically unsustainable and your producer becomes demotivated. Here is why: First, It is my absolute belief that preneed selling should never…repeat…never… be a burden […]
Preneed Math 201: How Many Counselors Do You Really Need?
Last week I shared with you that the general rule of thumb is one counselor per 200 calls. I also pointed out that this is more a political question than a mathematical one. Here is why: All counselors believe in their hearts that there is not enough business to go around. If you serve 150 […]
Preneed Math 101: How To Tell If Your Counselor Is Working
There is a lot of misunderstanding and just plain myth about how much preneed a preneed counselor would sell if a preneed counselor would sell preneed. In my 25 year experience operating one of the largest third party marketers I have found ways to discern between performers and underperformers Annual Contracts This math is […]
Greatest Hits: How To Get Customers to Stop Fixating On Price
Well, it’s summer time and I am on vacation. So, I thought I would resurrect some of my most popular articles The first is a series I wrote last summer entitled: “How To Get Customers To Stop Fixating On Price” Part 1: “Equalize Price Points to Crystallize Personal Relevance” Part 2: “Using Price to Clarify Your […]
Is Wall Street Interested in DeathCare Again?
One of the ways I spot trends is to look for frequency of mentions in publications. This last week The Motley Fool seems to be spending a lot of space on DeathCare. Specifically, SCI, Stonemor, Stewart and Hillenbrand. As an analyst I find some of their insights and methods to be interesting Is Service Corp […]
How to avoid the 7 Deadly Mistakes Websites Miss
These are good tips. I know many of my readers have autoplay music or “walk-ons” so you need to know I agree with point number 4! How to avoid the 7 Deadly Mistakes Websites Miss
Preneed 401: Trust Vs. Insurance
This may seem like a “Yawner” topic but it’s important and I am going to make it short. Let’s pretend that you walk into a bank or trust company with, say, 15 contracts totaling a $100,000 in prearrangement value. You say to your banker that you want him to track each contract separately, invest in […]
What’s It Like To Watch Someone You Love Die?
It has been the vision of many DeathCare firms to become the death resource for their community. All too often this leads to a focus on post death issues as well as funeral planning. But for Boomers there is also a need for learning to cope with predeath issues…especially what it is like to watch […]
How To Access Local Caregiver Influencers
We know a few things: There are 48,000,000 people who are active adult caregivers in the U.S. Many Boomers are currently active caregivers or anticipate soon becoming one. If the surviving spouse is still living at the time of the funeral someone you are talking to is already a caregiver or soon will be. If […]
Pixie Dust Strategy: Why It Never Works
Wow! I really have it on for social networking…or maybe some experts are starting to agree with me. Either way it feels good. The link below is a lengthy blog but worth reading for all you DeathCare practitioners who are continually looking for the “Next Best Things” and the “Pied Pipers” who prey on them. […]
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