Dan Isard

Dear OG, I call you OG cause my pops and grandpops have always told me about you. You’ve been around 4ever! You are Old Guard. I am a player in the New Guard! I am also the newbie in the fam biz. I know you might need to go low to get high, but I don’t want to go low when it comes to cremation. My heritage been doing that, thinking it’s all about price. But, you know, I’m the new dog and they don’t listen to me. I want to make peace with my OG, but there won’t be any big bucks for me at the rate they’re going. Help, OG, I need to know what I can do to keep our profit real! Rockin’ Cremation Profits in Princeton   Dear Little Digger, As an OG, I can dig […]

Dear Dan, I have trouble selling markers to families. During a sales conference, at need or in advance of need, my first emphasis is the sale of the interment right. Then, I focus on the vault, if they haven’t pre-purchased it from the funeral home. Lastly, I try to sell the marker.  Of course, many have pre-purchased it from the funeral home, but those that haven’t tell me they “don’t have much money” and I tell them we can put up a temporary marker for them until they can make the commitment. I have a similar problem with cremation families. We own our own crematory so we have a great advantage in our market. We have built two columbaria. One is a granite-front and one is a glass-front. Everyone tells me glass-front niches sell rapidly, but I do not find […]