November 15, 2017
Published by 
Dan Isard on November 15, 2017
Dan Isard on November 15, 2017Dear Dan, I was recently in the process of selling my cemetery. The lawyers produced a sale agreement. When it came to the representations and warranties of the seller (me), there were items that I know are accurate and I can opine to. However, on some items I asked my lawyer to insert the phrase, “to the best of my knowledge.” The buyer would not allow this modification. They wanted an unlimited statement from me which I felt unqualified to give. I called off the sale. I know you are not a lawyer, but I also know you have been through hundreds of transactions in your lifetime. Was my lawyer wrong or was the buyer’s lawyer wrong? X Dear X, In any business transaction, there are fears and insecurities present for all parties involved. The seller’s fear is that they […]
November 15, 2017
Published by Dan Isard on November 15, 2017
Dan Isard on November 15, 2017In the funeral business, change happens slower than snails traveling though peanut butter. In fact, many of our colleagues still operate in 20th century mode as they refuse to use technology, still employ arcane operating practices and even still advertise in the Yellow Pages. Is it that the deathcare environment is not conducive to creativity and there is no talent for innovation? Or are we simply just stubborn and resistant to change? Not much has changed in the funeral profession and supporting industry. There are new gadgets, upgraded buildings and vehicles and such, but the basic functionality of the business remains. Funeral directors care for the dead, with a final disposition of either burial or cremation. What does it take to be innovative and creative enough to come up with new ideas? I suppose there are people among our ranks […]
October 20, 2017
Published by Dan Isard on October 20, 2017
Dan Isard on October 20, 2017Considerations to help you prepare for a family seeking discounted pricing. Dear Dan, My funeral home is on the Cape. That means I deal with Yankees every day. I don’t mean the baseball team; we love our Sox here. I’m talking about stubborn, frugal people. I get requests all the time to match my competitor’s price. How would you recommend I handle this? That Guy From Nantucket Dear That Guy, I love the Cape, having just discovered it last year. I wish I had received your letter sooner so I could have expensed my vacation. As I sat at a crab shack with some of those slimy things you guys eat, I would have said to the waitress, “Hey, Red Lobster sells these gross, gooey globs for half of what you sell them for so I would like you to […]
October 20, 2017
Published by Dan Isard on October 20, 2017
Dan Isard on October 20, 2017Price Shoppers and Payment Issues Dealing with shoppers is a matter of training, and the easiest way to make certain families have the assets at the time of death is to provide the assets for them with prefunding. Dear Dan, I run a 200-call, two-location business. I follow your column and read every article. However, I don’t think you know my market. I don’t know what happens in your market, but here in Lake Country, we get one price shopper per day. Our community has a large population of retirees and many people of limited means. Please tell me how to handle price shoppers. Signed, Mistake on the Lake Dear MOTL, Today, there are so many societal changes that impact the operations of funeral providers. You do not have to be a funeral home owner/manager in a retirement community […]