Can you the provide the opportunity for additional Preneed sales in the 1st Quarter of 2026?

January 14, 2026/Preneed, Products/

“Strike when the iron is hot“. That’s a 15th-century saying that came from the blacksmith trade and meant to suggest that the blacksmith should “bend the metal when it is hot and somewhat flexible”. Six centuries later in a world with fewer blacksmiths I would suggest that the saying now means “act now to take advantage of the situation“.

Thinking about that makes me wonder if circumstances put that slogan into a thought process about making sure that your clients know about Preneed in the next three months. Why do I say that?

This article from Bloomberg through Yahoo Finance titled “Trump tax stimulus set to keep U.S. economy on track in 2026” indicates that the American consumer may have a period of extra cash in their wallet because of the “Big Beautiful Bill” passed in 2025. According to the article, it is estimated that U.S. taxpayers will have, on average, much bigger tax refunds on the way at the same time that withholding tables are now in effect with the new tax rates that will, on average, require less pay to be withheld on each paycheck.

That combination, a bigger refund and less withholding, should put more money into taxpayers pockets, especially in the 1st Quarter of the year when most of the tax refunds are released.

And, it’s my opinion that when the populace has unexpected money at their disposal they will do one of three things with that unexpected bounty:

Purchase a want — such as new floor covering, furniture, or other home improvement — that they would not be able to afford without this good fortune
Take care of a necessity — such as paying down a mortgage, paying down a student loan, paying off credit cards, or financing a future obligation (which could include funeral costs)
Save the money

It’s the category of “Taking care of a necessity” that probably fits the Preneed investment theory. I would guess that Preneed candidates still working in their 50’s and 60’s would be perfect candidates for this type of offer. Those workers probably have debt and mortgages under control and are of the age where Preneed discussions should take place. In addition, because they are still working they would fit under this “double whammy” good fortune of a bigger refund and less withholding.

Tom Anderson
Funeral Director Daily

Funeral Director Daily take: I don’t think I would be so bold as to advertise about putting your tax refund into Preneed. Albeit, you will probably see automobile dealers, home improvement companies, and others with those types of advertising.

However, if you see merit about “striking while the iron is hot” I would suggest getting a mailing list of couples in the ages between 55 and 65 in your zip code area and sending information about Preneed accounts. I’d also suggest that when following up to make an appointment you might mention it is something that can be done at this time of the year with one’s tax refund . . . if you are comfortable in doing so.

You never know. . . .”Sales happen when opportunity meets needs and ability“. There’s always the need (for funeral preneed) and according to the linked article there appears to be a higher level of ability (the extra funds) coming soon. Can you and your sales staff provide the opportunity?

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