So, you have to understand my sense of humor, but every once in a while I will be at a Quick Service Restaurant (QSR) such as Taco Bell or McDonalds and let’s say the order taker/cashier rings up my order and says something like that will be $10.29.  With a straight face and no emotion I’ll quip back, “That’s a little more than I wanted to pay.  Will you take $8.00.”

 

Every time the cashier will get this blank look on their face and I have to quickly say, “I’m just kidding. . .just wanted to see how you would react.”  I’ve learned that there is just this little “psychology” part of me that likes to see how people react to different things.

 

But, let’s say this was a real example for you. . . . What would you do if you just went over the contract for services and merchandise with a family member client and said “The total for all you’ve asked us to do in caring for your loved one comes to $11,189″ and then they said, “That’s a little more than I wanted to pay.   I’ll give you $10,000 for those services.”

 

All of a sudden, it’s not so funny because you have to answer.

 

I don’t think that it was ever put to me quite that way, but there were times when families were looking for discounts.  Our funeral home was firm in the respect that our charges were what they were and clientele would be willing to shop around if they liked.  We knew our value. . . and we knew that our prices were in line.

 

However, I just read this this recent article, which includes a video interview, from Click2Houston.com about “funeral negotiator” Ken Lambert.   The article is sub-titled, “How to cut funeral costs with the help of a funeral negotiator“.  Evidently, Mr. Lambert helps families as a funeral price negotiator.  His ad states, “Purchasing a funeral or cemetery property without a coach on your side is like going to court without an attorney.”

 

Funeral Director Daily take:  I am a big-time advocate of doing extensive budget work to get to your prices that you need to charge for a good profit based on the number of services, and mix of services, that your funeral home will conduct annually.  Get to the numbers and, like selecting the proper golf club at the right time, make sure that you have the confidence in those numbers from both a profit and fairness standpoint before you swing with them. . . and then STICK to them.

 

In my opinion, few things can erode your business faster than chasing calls with pricing or giving discounts to friends and neighbors.  Trust me. . .the word will get out and almost everyone will ask. . . and that’s not a great situation to be in.

 

Finding a cost number that is fair to yourself and your client families is the goal.

 

My one exception:   Whenever this subject comes up I smile and think back to my high school Consumer Education instructor Mr. Morrison.  Mr. Morrison was one of my all-time favorite teachers and even when he was in retirement I would see him often in our community.  Even though he was probably close to 30 years older than me we became good friends during his retirement and my working years.

 

At one point in his retirement he became responsible for the estate of an older gentleman.  When Mr. Morrison came to make funeral arrangements he had an almost new reclining chair in a trailer.  Mr. Morrison told me, “That chair is about the only real piece of property he owns, you’re going to take it off my hands, sell it, and give us $500 off of the funeral price.”

 

I don’t know why I took it in or even remember how I got rid of that chair, but I’m pretty sure I took $500 off the funeral bill.  Mr. Morrison died in 2017 but I still see Mrs. Morrison at times,  She is now in her 90’s and when I see her I usually get around to reminding her that her husband still is the only person I ever allowed to “trade-in” something on a funeral.  We both still chuckle about that.

 

More news from the world of Death Care:

• More bodies are going unclaimed in Sarasota, medical examiner says.  WUSF – National Public Raido (FL)
• Black Hills National Cemetery hosts commemoration ceremony for Vietnam vets.  Video news story and print article.  KEVN – South Dakota
• Hollywod Forever Cemetery — Look at This.  YouTube

 

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